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So very true. Via Clint Miller (Real Estate Client Referrals, LLC (RECR)):  I have been in some form of sales since I was 10 years old working in my mom's craft store selling yarn and bobbins to her quilting and knitting friends. And, since that time, I have always tried to establish myself as a leader in any sales position that I have held...and I also have noticed that there are some really good sales people out there.
The kicker is...a good portion of those people aren't good at sales. What they are good at is avoiding the things that cause sales people to falter.
Now, before we get into this...lets establish a quick and simple truth: Knowing what NOT to do is just as important when talking about sales as knowing what TO do. Make sense?
Knowing that, here is a quick "Top 10" of mistakes I have seen sales people make that are guaranteed to derail the very efforts that are being put forth by a salesperson.
 1. They refuse to learn. -- I have seen more than one 'newb' burst onto the scene and run huge numbers in a very short period of time...and then just disappear into obscurity. Why is that? It is because they refused to continue to learn. It is vital to be a student of your game. Make sure you are continually learning about your product/service/industry. Read the new books that come out. Go to the seminars that are being held about your industry. Listen to audio, watch video, read blogs (like mine! hint hint) about sales and how to be better at what you do for a living. Reinvigorate yourself.
Did you know that Tiger Woods spends $1 million a year for a swing coach? He is constantly looking to be better at what he does...
2. They stay generalized. -- "Narrowcasting" is the specialization into a specific segment or part of the market. Staying generalized eliminates the ability to be considered an expert in any one specific area. Think about that for a second....Medical specialists get paid more than medical generalists. A specialist has narrowed his/her field of vision to ensure success in mastering that specific part of the market or product. They become known as specialists and people recognize that and come to them when they need that expertise.
 3. They dont position themselves properly. -- The way people position themselves is the primary determining factor in how they are seen by prospects and clients. People pay attention to people they THINK are in a position of importance. Blogging, engagement and interaction with prospects and others via social media are all ways to help position yourself accordingly. The best way to sell is not to position yourself as a salesperson...but to position yourself as an expert in your field. And, one of the best ways to do that is to offer up information and assistance to those that are in need. (A Realtor might do a class on being a first time home buyer, for example. A guy that sells referrals to Realtors might write a bunch of blogs that help the agents do their jobs better...) The goal of these sessions isn't to sell anything, but to establish yourself as an expert in the field so that, as the need arises, those seeking your service automatically think of asking you.
4. They dont prospect. -- This is HUGE! The largest cause of failure in a sales position is having a lack of potential customers. You should always have multiple streams of inbound leads to work. You should never be out of people to pitch to even if that means you spend more money to get them. Take advantage of the technology that exists and use it to your advantage. Don't have anyone to pitch? Start thinking about a new career.
5. They pitch the wrong people. -- You cant get rich selling to the wrong people. You had better be in front of people that can make a decision, have a need for your services, and are willing to listen to you. If anyone you are pitching your services to doesn't meet that criteria, you are spinning your wheels. Remember, not everyone is a good prospect. Spend the time required to find good prospects and work with them rather than trying to peddle your wares to those that don't need them, can't decide if the need is there, or are not willing to listen to you.
 6. They listen to their peers. -- Listening to your peers usually means you get an earful of negative input. "This isn't the way that you sell houses." "Blogging doesn't bring any clients." "Social media is a huge waste of time." Yeah...You've heard that before, right? And, it goes on and on and on and on...ad infinitum.
Instead, listen to positive, upbeat stuff that makes you feel good and allows you to think clearly. For me, thats music. Some use motivational speech, etc. And remember...most of your peers suck at their job.
7. They don't understand economics. -- Would you sell something you bought for $1.50 for $1?? Painfully obvious, right? Yet, that is what a good portion of sales people do because they don't understand the 'back-end' costs that should be added into the equation. For example, if you spend $750 marketing a home, $300 in gas showing a home, $200 in food wining and dining clients, and then only make $1000 on the sale of a home...what have you gained?? Here is a quick lesson in Economics 101 -- If you are losing money on your deals, you can NEVER make that up regardless of how many deals you complete.
8. They spend money before they make it. -- I had a sales manager who said to me, "Clint...a sale is never done until you are eating the steak that you paid for with the money you got when your commission check cleared the bank." Why think this way??? Look at all the things that can happen that can derail a sale in today's market...if you are out buying a new TV on credit because you have a closing happening on Tuesday, you are going to lose your butt in this business. Just because you have a signed contract doesn't mean you are going to get paid anytime soon.
 9. The fail to ask questions. -- More importantly, they fail to ask the RIGHT questions. And, when they do ask them, they fail to actually listen to the answers given. A prospect will always tell you what it is that they need to hear come out of your mouth. Asking the right questions based on their feedback will, more often than not, lead to a sale for you. You have two ears and only one mouth. Use them accordingly.
10. They are hindered digitally. -- "Hindered", in this instance, means they are either digitally compulsive or digitally impaired. Both are a hindrance. You can be so addicted to the technology available (Internet, sales force automation, blackberries, iphones, etc) that they are completely paralyzed when it is not available. Or, the mere thought of being surrounded by that much technology has them so scared, they refuse to adapt to any of it. Both are career-killing impairments. In truth, it is those that have the ability to take on the technology without losing the human aspect of their jobs that will be the ultimate winners. Find your happy medium.
Sales people are a curious breed. "Experts" rarely have the open-mindedness required to accept criticism and adapt to make themselves more successful. Yet, it is exactly that which will set you up for a stellar sales career. Pay attention to the pitfalls that you can fall into that will slow your momentum and focus on those things that will increase it. Do this, and you will be just fine regardless of the market.
Fan us on Facebook! And, follow Clint on Twitter! And, if you would like more information on how Real Estate Client Referrals can help you increase your bottom line, please contact Clint at 800-977-7058.
Arlene Trunzo Earns NAR Short Sales and Foreclosure Certification
Buyers and Sellers Benefit from REALTOR® Expertise in Distressed Sales
Staten Island, New York , 11/30/09 - Arlene Trunzo with A.T. Real Estate Specialists LLC has earned the nationally recognized Short Sales and Foreclosure Resource certification. The National Association of REALTORS® offers the SFR certification to REALTORS® who want to help both buyers and sellers navigate these complicated transactions, as demand for professional expertise with distressed sales grows.
According to a recent NAR survey, nearly one-third of all existing homes sold recently were either short sales or foreclosures. For many real estate professionals, short sales and foreclosures are the new "traditional" transaction. REALTORS® who have earned the SFR certification know how to help sellers maneuver the complexities of short sales as well as help buyers pursue short sale and foreclosure opportunities.
"As leading advocates for homeownership, REALTORS® believe that any family that loses its home to foreclosure is one family too many, but unfortunately, there are situations in which people just cannot afford to keep their homes, and a foreclosure or a short sale results," said 2009 NAR President Charles McMillan, a broker with Coldwell Banker Residential Brokerage in Dallas-Fort Worth. "Foreclosures and short sales can offer opportunities for home buyers and benefit the larger community, as well, but it's extremely important to have the help of a real estate professional like a REALTOR® who has earned the SFR certification for these kinds of purchases."
The certification program includes training on how to qualify sellers for short sales, negotiate with lenders, protect buyers, and limit risk, and provides resources to help REALTORS® stay current on national and state-specific information as the market for these distressed properties evolves.
Arlene Trunzo CRS,e-PRO, GRI,SRES 718-317-0949 or 917-359-1985
Licensed Board Certified, Staten Island NY Real Estate Broker
Huguenot
Spacious, two bedroom townhome with garage, family room & basement... Located on a nice block in Huguenot. Tastefully decorated, mint move in condition. Wood laminate floors in Lg. eat in Kit and Living room /Dr. Roman tub in main bathroom. SGD to a nice size private back yard from Family room. Balcony off Eat in Kitchen. Near all stores, schools and transit. A warm, clean, inviting home.
$359,900
A.T. REAL ESTATE SPECIALISTS LLC
Arlene Trunzo, CRS,e-PRO,GRI,SRES /Licensed R/E Broker (BCREP) Board certified
718-317-0949 0R 917-359-1985
cmyrealtor@aol.com
Please visit my site
http://atrealestatespecialists.com
 
UNIQUE 2 LEVEL 4 BEDROOM CONTEMPORARY RANCH.12X21 IN-GROUND POOL, WOOD BURNING FIREPLACE, HUGE MASTER BEDROOM SUITE. ROOF, HEATING SYSTEM & CENT. AIR HAVE BEEN REPLACED. PELLA & ANDERSON WINDOWS, CATHEDRAL CEILINGS, SOME CERAMIC TILE & HARDWOOD FLOORS, PAVERS IN FRONT, PLENTY OF STORAGE, WALK IN ATTIC SPACE. NEAR ALL TRANSPORTATION, SCHOOLS & SHOPPING. A SPACIOUS HOME NICE LAYOUT, NICE SHOW.
Asking $499,900
Arlene Trunzo, BCREP, CRS, GRI, SRES
Licensed Board Certified Real Estate Broker
A.T. REAL ESTATE SPECIALSITS LLC
718-317-0949
CELL 917-359-1985 
Relay For Life®, the American Cancer Society's signature event, is a fun-filled experience designed to bring together those who have been touched by cancer. At Relay, people from within the community gather to celebrate survivors, remember those lost to cancer, and to fight back against this disease. Relay participants help raise money and awareness to support the American Cancer Society in its lifesaving mission to eliminate cancer as a major health issue. During Relay For Life ® events, teams of people gather at schools, fairgrounds, or parks and take turns walking or running laps. Through the survivors' lap and the luminaria ceremony, we honor the people who have faced cancer first hand, and we remember those who have been lost to this disease.
But, Relay isn't about taking laps -- it's about coming together in the fight against cancer. It's a time to remember those lost to this disease and celebrate those who have survived. It's a place where people connect with others, share the cancer experience, and find comfort and solace. And it's an opportunity to build hope for a future where cancer no longer threatens the lives of the people we love.
As volunteers and donors, your efforts support research, education, advocacy, and services that allow the American Cancer Society to offer help and hope to people across the country when they need it most. By joining together at Relay, we celebrate life, friendship, and an opportunity to work to defeat cancer for future generations.
Sign up today to become a part of the Relay For Life® effort in your community and you too can fight back against cancer.
718-317-0949
This Year's event will be held June 13th, 2009
Wagner College Campus, One Campus Road, Staten Island NY 10301
Please help us fight back. Our team is full, we are ready to start team #2, please help us. You can also start your own team, donate, attend the event and or volunteer.
We are accepting online donations through the ACS site, please see the links below.
Anything you can do we be greatly appreciated.
Please join our Team, we need your help / The links are below.
http://main.acsevents.org/site/TR/RelayForLife/RFLFY09EA?team_id=423690&pg=team&fr_id=14096&fl=en_US&et=85_6GdWOjTC3wR999kBnoA..&s_tafId=256845
http://main.acsevents.org/site/TR/RelayForLife/RFLFY09EA?px=9266991&pg=personal&fr_id=14096
If the links don't work, please copy and paste it to your browser.
   
Arden Heights
Tastefully decorated 18ft wide 3 bedroom, 3 bathroom townhouse style condo, Possible 4th bed. Nice backyard, raised panel doors, crown molding, oak banister & stairs. Oak floors in upstairs hall. Outstanding bath with heated whirlpool tub, separate glass shower stall with body sprays. Anderson Sliding Glass Door, lots of closets & storage space. Gas heat, Central air. Separate 2nd zone for heat and cooling on 3rd level. Near All stores, schools & transit.
Priced to sell $349,900
Arlene Trunzo Licensed Board Certified Real Estate Broker
A.T. Real Estate Specialists LLC 718-317-0949 or 917-359-1985
cmyrealtor@aol.com
www.atrealestatespecialists.com
  
  
New Springville, Wide & spacious 3 bedroom semi attached. Full basement with Family room & office. Beautifully upgraded very Lg EIK,3/4 bath off master bedroom, roof recently replaced,new Rubbermaid shed in yard. All light fixtures and 2 celing fans stay. Convenient Location, near transit,stores & Schools. Very hard to find a semi attached home this wide.
Asking $429,900
Arlene Trunzo, Licensed Board certified real Estate Broker
A.T. Real Estate Specialists LLC , 718-317-0949
Hillside Vineyards, CURRENTLY OFF THE MARKET
Hillside Vineyards comes about as the result of the merging of two long standing family owned companies in the residential construction industry. Duo Plumbing and Heating, the Boccieri family, and Holiday Homes, the Costantino family, combined, have over 100 years of experience of building homes in New York City. Both companies are currently in their respective third generation controlling their operations. Both organizations have been, and currently are, prominent members of the Building Industry Association of New York City.
This specific community, Hillside Vineyards, is the result of their careful and thoughtful planning. The floor plan designs are based on what their homeowners say would best satisfy their needs. They are designed and outfitted with superior industry-leading materials and features. These outstanding models are proudly displayed for their living comfort and value and they would be honored to be your new home builder.
Baiano Development & A.T. Real Estate Specialists LLC is proud to announce the grand opening of Hillside Vineyards located off Greenfield Ave in Staten Island NY... An enclosed community of 63 semi attached & attached homes being constructed in Clifton, bordering Rosebank. This community is very convenient to transportation by both the S.I. Rapid Transit to Manhattan and the S.I. Expressway to all the other boroughs. All the models will be offered with basements. The Veneto Model offers a tandem 2 car garage & finished basement included in the Sales Price. While the Tuscany can be selected in three variations, meeting the needs of the most discriminating tastes. Premium lots and upgrades are available. The exterior design of all of the homes has a Mediterranean appearance that is aesthetically pleasing to the eye. The enclosed community having no through streets, is beautifully bordered by landscaping."This well planned development has it all. Looks, value, and style that will develop into one of the most desirable communities in Staten Island." says Arlene Trunzo Licensed. R.E Broker of A.T. Real Estate Specialists.
The experience in developing and residential construction by these two families of builders together gives a homebuyer the confidence and peace of mind in knowing that their homes value will stand the test of time as the previous homes and communities built by these builders.
Starting at $359,900 for a 3 bedroom semi attached home with a basement.
Models prices and lot sizes vary.
Staten Island Chamber of Commerce 2008 Building Awards
Award of Excellence for Exterior, Interior and Craftsmanship
Award of Achievement for Green Building
   
Oakwood,
Totally renovated simply the best three bedroom ranch, finished basement with family room, office or additional rm. with walk in closet, fantastic bathrooms, maple kit cabinets, gleaming hardwood floors. Mint move in condition, tastefully decorated... Beautiful tree lined street, sought after Oakwood location. Walk to shopping and transportation. Too many custom upgrades to mention a mint home.
Asking $499,900
Arlene Trunzo (Board Certified) Licensed Real Estate Broker
A.T. Real Estate Specialists LLC, 718-317-0949, cmyrealtor@aol.com
www.atrealestatespecialists.com
$499900 / 3br -Center Hall Colonial
Lot square footage aprox. 6,420
1,689 Sq. Ft. House
Classic three bedroom Center Hall Colonial for sale, touched by Character & Charm, rich in tradition & timeless appeal. Updated Kit & Bath, windows replaced,beautiful Hardwood floors throughout, walk up attic, Garage,Den,sun room. Close to transit & stores, Prime Location, truly a gem, one look will do, rare opportunity, great curb appeal.
A.T. REAL ESTATE SPECIALISTS LLC
Arlene Trunzo, (BCREP) Board certified
CRS,e-PRO,GRI,SRES / Licensed Real Estate Broker
718-317-0949 0R 917-359-1985
cmyrealtor@aol.com
Please visit my site
http://atrealestatespecialists.com
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Arlene Trunzo,BCREP,CRS,e-PRO,GRI,SRES
Staten Island,
NY
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A.T. REAL ESTATE SPECIALISTS LLC
Office Phone: (718) 317-0949
Cell Phone: (917) 359-1985
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