sales: Up Your Sales In A Down Economy (Free MP3) - 03/11/09 12:50 PM
Sent to me via JustSell.com
Ziglar Inc. is offering a free sales MP3 with Bryan Flanagan. "Get a checkup fom the neckup!"
… (2 comments)
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sales: Calculating "Advantage" Redfin study misleads - 03/25/08 06:00 PM
Hello all, I know it's been quite some time since I've posted. I saw some posts today I thought I'd pass on. Seattle based Redfin today came out with a study declaring a customer advantage in savings prices. Ultimately however as I looked at the numbers and how the study was conducted, I found the results to be less conclusive than they are portrayed.
I'd give the company kudos for their customer satisfaction ratings. If a company can create a consistent satisfactory experience in this business I think they are doing a good thing for the industry.
The main point that is … (17 comments)
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sales: An awesome customer service experience I wanted to share - 09/11/07 03:36 PM
I'm very impressed with this recent example of excellent customer service that I received recently. I wanted to share it with the community in hopes that it helps us look at what we do, and to highlight the company for what it did to serve me.The Xbrand Company is a leading designer of laptop accessories. One of their more well known products is their line of laptop stands. These things look like something out of a Sci-fi, or a high tech gadjet from an action movie. When I see it I just think "Batman." The stands are beautiful, sleek, and ergonomic.When … (10 comments)
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sales: Engaging and offering value, responding to the market - 08/28/07 07:39 PM
I've talked to and seen a lot from real estate people upset about the stories of doom and gloom for the housing market reported on the news. While looking at the media might be one resource. I feel sales people can do better. Looking at how to engage with clients is, I feel, far more effective than simply trying to deliver a blanket message.
I'm on record as stating that it's important to give your clients the truth, whether you loose the deal or not. One of the most common questions for a client to ask is often related to the … (34 comments)
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sales: Professional Pride - 08/09/07 05:07 PM
At Inman's Real Estate Connect San Francisco this last week I was quite surprised during a discussion facilitated by Brad Inman between Redfin CEO Glen Kelman and Lennox Scott, CEO of John L. Scott Real Estate. I was upset that through the discussion I believe the concept of sales person was taken down a notch.
You can check out the "Duet" between Lennox and Glen. The part I am interested in is at about 11 minutes. You can click right there. It is at this part that the conversation goes into a discussion on sales.
Real Estate Connect Video by - … (38 comments)
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sales: Approaching Sales - 05/25/07 11:26 AM
I recently saw a post by William J. Archambault, Jr on being a salesperson that got me thinking. Then what sent me over the edge to actually write this post was a sales pitch I received this morning via email.
William's post addresses some important misconceptions. For the purpose of this post, I am taking from William's post the idea that some some people seem to have that it's bad to be a Sales Person. When in fact if you are one, you should be proud. I think in a big way sales is what makes this world work. Zig Ziglar has … (9 comments)
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sales: What do you say? - 02/16/07 01:25 PM
There are a number of news reports out today that housing sales have declined across the US. Reports say that in a few states sales have declined by over 20% (a). The NAR has come out with the most optimistic report. In the opinion of NAR Chief Economist David Lereah the market has bottomed out and that we can expect to see a "a discernible improvement in both sales and prices."(1)
My local Seattle Times plays on the upside as well. Fourth quarter prices around here were up over 11% from a year prior. Those are some pretty good gains if … (31 comments)
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sales: Why Buy? - 02/08/07 07:48 AM
On ActiveRain we do a lot of talking regarding the value proposition of the sales person. We also do some talk about the conditions of the market today in different areas. But what are the value proportions from your changing local market?
It hasn't been long since home values were rising at statistically rapid rates. In the heated market place it's demonstrating for our clients, the benefits of buying and buying now are more implicit. The benefits don't need much explaining. With low rates and ascending prices, not buying or refinancing seems almost irresponsible.
But how do you define the value of investing today? In each market, … (19 comments)
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sales: Winter Rain - 11/16/06 03:28 PM
During the winter months in general The Real Estate Industry slows down. A lot of professionals take time off during this time of year. Yet still, somehow, a lot of real estate goes on being sold.
Somebody's doing all that business surrounding those sales. Are you that somebody?
If you're an independent contractor, it's easy to take these months to slow your pace and relax your efforts a bit. But this can end up wreaking havoc on you and your business.
Many people who slow down only start back up again in earnest when their cash-on-hand is looking disturbingly low. This makes them desperate … (27 comments)
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sales: The Number One Competitor - 09/12/06 07:06 PM
There's one thing I learned a long time ago about competition. I sensed it, but could not articulate it until I read it from Stephen Schiffman in Getting to 'Closed.'
It is very important to know that our number one competitor is not other loan officers, real estate agents or whatever segment of the industry we are in. Our number one competitor is the status quo. Prospects need to keep things as they are and not make a change is your number one obstacle to overcome.
If the prospect is talking to you then there is in them a desire for change. By taking a consultative approach and … (11 comments)
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sales: Prospecting: A Consultative Approach. - 09/11/06 03:52 PM
When dealing with a new client you will want to establish value, helping them see why they are working with you. Depending upon who you consider to be your client there are many ways to define and establish value. But there is always one fundamental question you must address.
"Why should I do business with you? What will I miss by not doing so?"
This is a question every client will ask themselves and you cannot pretend to know the answer when you don't know their story. Upon initial contact you cannot have an answer ready.
"I'm not sure you should. … (12 comments)
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sales: Technology Works If You Do. - 08/01/06 05:48 PM
The Real Estate Industry is one that is slow to change. The real property being sold after all hasn't really changed exactly, so this is not entirely surprising. Real Estate agents are often looked at as the ultimate laggards in an industry of slow change.
With the latest real estate boom coming after a major internet technology boom it’s not surprising how much real estate has changed in the last six years.
Attending the Inman conference recently I sat in on a few seminars and product demos. I spoke with a whole lot of vendors and attendee's. Through all … (6 comments)
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