- What direct mail campaigns will you put into action in 2010? What day of each month will you deliver the mailing to the post office? What vendor will you use? Just think - ordering now insures you get 2009 prices for 2010 business.
- How many open houses can you plan to hold? Do you know your vacation schedule already? Get those Sundays blocked out now and it won't seem as overwhelming as now when you decide to do Open Houses three days in advance.
- Sit with your manager or coach and "do the numbers." How many closings are you aiming for in 2010? How much total income? What will your marketing and educational expenses be?
September 30, 2009
September 13, 2009
Quality can be defined as "a degree or grade of excellence or worth." Most people know quality when they see it...or experience...or feel it...or taste it. But can you put your finger on quality when it's your turn to provide it?
I came upon a very interesting website the other day that is chock full of material that could be utilized by sales agents, sales managers, leaders or anyone who might be looking to grow themselves or the people they work with or for.
Tom Peters is considered one of the "gurus" in management and leadership development and understanding. His website has so much information in it that no matter what field you may be in, you're sure to find something that you can use, implement or refer to to build your business or better achieve what it is you seek to achieve.
On Peter's website, you can access many of the most creative, forward thinking blogs as well as much of his own thoughts, works and insights or those that he finds relevant to today's world. I would like to encourage you to visit the site and be sure to check out the link for "Free Stuff" on the left hand tool bar.
Among that list of useful, thought-provoking material, you'll find a down-loadable report called "Quality & Excellence: The Quality 136". It is Peter's list of "One Hundred Thirty-six Random Thoughts on Quality, Emphasizing the Elements That Are Often Missing in Conventional Quality Programs."
While the entire list will make you think about your business, your company, your industry and how you are approaching each and every relationship you have, here are a few of my favorites:
- #2 - Quality is the enthusiasm of the receptionist's greeting (As an independent contractor, how does your greeting make your customers and clients feel)
- #21 - Quality is getting to a meeting, every meeting...early!
- #45 - Quality is Very Simple systems
- #128 - Quality is religiously learning one new thing every day
- #133 - Quality is making mistakes when you try new things
Visit the website, download this free report in its entirety and let me know which areas of quality you're going to work on this week.
Until my next post...keep building relationships...solving problems... and having fun!
September 9, 2009
Way back in 1964 Ed Sullivan welcomed a new generation of music to the American public with those five short words. The Beatles, a.k.a. "The Fab Four", became superstars. So it's fitting that we talk about them on a day when their new The Beatles: Rock Band is released to video game fans everywhere.
In sales, the attention should be focused on five other short words...
What's In It For Me?It's the rallying cry of all customers everywhere. What will a product, service, company or organization do for the customer who is buying, enrolling, ordering or participating?
Sales 101 says that the first thing a good salesperson should do is build rapport with their customer or client. After that has been done, the next step would be questioning and probing for motivation. Once a person's wants and needs have been identified, now is the time when product knowledge and sales skills will actually begin.
It's a simple to follow process called F-A-B
- What is a "feature" of your product or service?
- What are the advantages of this product or feature?
- How will it benefit the customer or client?
I challenge you to think about what it is you do and how you are handling your FAB presentations at every opportunity? I care a lot less about how my television works and more about is the game I'm watching coming through clearly. I don't need to know how my watch works, as long as I know if I am on time for an important meeting. How a steak is cooked is a lot less important to me than how it tastes when I eat it.
Below you'll see a new commercial that will be airing this fall from the creative folks at Southwest Airlines. It's a great example of how you can deliver FAB in 30 seconds or less.
September 8, 2009
Okay, I apologize. I got a little bit behind with the long holiday weekend but I didn't want to miss out on providing some weekly encouragement. I just completed reading a classic book that all people involved in any branch of sales should read. It's by legendary salesman and author Og Mandino and it's called The Greatest Salesman in the World
I don't want to give away the story but it is a very simple to read book with a very sincere message. I think the following passage from Chapter 16 is especially meaningful for an industry like real estate.
What actions will you take this week that will allow the world to see your light?
September 7, 2009
Proper Expectations are Created During the Recruiting Process