Off to Chase The Next Big Storm AR's V.P of Sales and Blog Trainer Signing Off.

Used bookstore south lake union

How To Sell A Paper Clip

If I were to hand you a paper clip and were to ask you to sell it to me, could you? How would you go about it? What features would you mention? What uses would you bring up? What "special" thing about this paper clip would be the key item in your head that would click in your mind as being "the hook" in your sales pitch?

Interesting questions, right??

Honestly, I've sold paper clips before. Well, office supplies in general. And, when I was hired as a sales rep for the company, I was handed a paper clip and asked to do this very thing. More on that in a minute...

First, let's take a look at how the majority of sales people would handle this issue...

Better than 80% of sales people start the exact same way -- they pitch!

Immediately, you are flooded with every possible fact and figure about the paper clip from its length to the type of wire it is made from and how it is bent into its convenient shape to the color to the protective plastic coating they overlay on top of the implant grade surgical steel wire to avoid accidental nicks to the skin, clothing, or worse -- damage to the documents you are securing....blah, blah, blah.

Some sales people can (and do!) talk about a paper clip for the better part of 6 or 7 minutes. As the diatribe continues, you could literally see the attention span of my sales manager waving goodbye and flying right out the window on melancholy wings.....which would cause them to talk even longer and with more animation and conviction. And all of this without ever asking for an order or even asking one simple question!

So, there I am, hoping with every fiber of my being that I get this job and some schmuck hands me a paperclip and tells me to sell him???

I paused for a minute closely examining the paperclip, then I started my pitch by asking several questions.

"How often do you use paperclips during your daily operations?"
"What other locations within your company are these paper clips used frequently?"
"How often do you order new paper clips?"
"When you do order, how many do you usually buy at one time?"
"Besides yourself, who else is involved in buying paper clips?"

Quite the difference in approach, isnt it.

Quite frankly, anyone can look at a paper clip and see what it is and what it is made of and how it works. And, quite frankly, no one cares. What is important, however, is HOW they are used, how OFTEN they are used, WHERE they are used, and how MANY are used. That information is important to both of us because it determines need and gives me information I require to propose a solution to my client's problem. When you start asking questions about WHY this paper clip is so important to the buyer, things change dramatically.

Take a close look at your "pitch". Do you focus on all of the things that you do? Is your elevator speech filled with all of the facts and figures of your previous sales experience and how you are the #2 blogger on ActiveRain in the county and "you've done this"'s and "you do that"'s? Are you merely brow-beating your potential clients into a mind-numbing submission with impressive facts and figures that do nothing but attempt to make you better than everyone else?

Or, is your focus more on questioning your potential clients and finding out what it is they need and then trying to find a solution that best fits their needs? Do you make a point in finding out what specifially your client wants of you and then explain how your experience can solve that problem for them?

See, once you do this, you have actively involved the prospective client in the pitch of your product and have related it to them by referencing their specific needs. Also, it shows that you really care about what the prospect wants and that you have the ability, knowledge, and want to make that problem go away for them and are willing to help achieve that goal WITH them.

 

If you would like more information on RECR and how we can help you get more clients to work with, please contact Clint directly at 800-977-7058. Or, fan us on Facebook! Or, follow Clint on Twitter!

Top 10 Stupid Things Sales People Do...(And How To Avoid Doing Them!)

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.

 

Coffee Shop in Belltown, Seattle Washington

Social Media Buttons and Icons - Is Someone Pushing Your Buttons?

Social Media Buttons and Icons - Is Someone Pushing Your Buttons?

During these past few weeks, since adding the "Signature" option to ActiveRain posts, I've received so many requests, calls, and emails regarding how to add "Social Media Buttons and Icons" to the footers of Blog Posts.  You've probably seen many of the various types and styles other members are using on their Blogs which poses the question, "Where Are They Getting These?"  Here's some sites I've found that offer you these custom buttons for FREE.  This includes for personal and commercial use according to their terms and guidelines.

Here are some Links to Literally Thousands of Buttons and Icons:

 

• My Social Buttons

• Royalty FREE Icons and Clip-art

• WebTreats - 2000+ Buttons

• Brian Brumpton "RainDrops"

• DivaGeekDesigns - An Icon Overdose
  

• The Value of A Twitter Search

• Open Source Hunter

 

Instructions For Adding Buttons and Icons to the Signature or Footer of Posts:

Once you've downloaded the Social Media Buttons or Icons of your choice, you can add them to your AR Signature Page (including the appropriate links) by going to your "My Home" page on AR, then select the "Settings" link on the left hand sidebar.  Just upload the button or icon into the "Signature" section of the page, add the appropriate link to your image, then click "update" to save. That's it!

One tip I would suggest is to be careful which Icons you select for some of the Social Networking Sites. If the Icon or Button isn't a familiar looking one, then visitors might be less likely to click on it.  For example, the cow face, what Social Network or site does that one belong to?  Maybe visitors would click on it just to find out? (LOL~)  With all these Buttons and Icon styles available, one thing for certain is that your signature can be unique.  So have FUN!!

This should give you plenty of options and creative ways to stand out from the rest of the crowd. :-)

Social Media Buttons and Icons - "The Buttons You Want People To Push!"

"RainMaker" Special - Signup Here and Get New Member Discount

                 

Creating Title Tags And Content To Match It - SEO Tips

One of the most crucial factors in ranking high for your targeted keywords in search engines is your Title Tag.

What is a title tag?

If you look at the top of your browser when you're on a web page, it's those words that are in the little blue bar at the top. The reason for this post is because of the number of real estate websites I see that don't take advantage of such an easy way to promote your website to search engines.

Did you know your title tags are what's holding you back in the search engines?

I hate to say it, but the reason you aren't showing up in search engines, is because you don't have your title tag optimized. Your title tags should be the first thing you "optimize" to be found in search engines.  If you are blogging and generating back links to your website, but your title tags aren't optimized, your  making it hard on yourself.

So, how do you optimize your title tags?

This might be complicated, because it all depends on your website, and not every website lets you access the title tags.  If you don't know if you can edit your title tags, talk to whoever built your website for you, or you can always Google it. If someone else has a website like yours, chances are you can find out how to optimize your tags by searching Google.

 

How Should I Optimize My Title Tags?

Now that you know what a title tag is, it's now time to consider what you should change it to.  For each page on your website, you need to determine it's purpose, and what the content on the web page is about. For example:

I have webpage dedicated to Logan Utah Real Estate, and if you look at that pages title tags, they define the page as "Logan Utah Real Estate, Logan Real Estate, Utah Real Estate Listing." The reason it has those 3 phrases, is because I know people, when searching for properties, will type phrases like that in the search box.  You probably already know this, and that's why it's key to add those phrases to your title tags.

That title tag is "optimized" because the content on the page itself is about what the title tag says it's about. If you read through the content, it's keyword rich with the words: Logan, Utah, Real Estate, Listings, Property, and so on.

Warning: If you add title tags to a web page that don't really represent what the title tag says, it's going to be hard to convince search engines your page is about what your title tag says. Make sure that your title tag is related to the pages content. If you have a page about neighborhoods, your title tag should reflect those neighborhoods.

If you do this with every page of your website, you are going to see your rankings in search engines increase. You will be giving search engines more information about what your pages are about, which is the whole purpose of a search engine. They want to give their searchers the most relevant page to their search query. If you title a page correctly and create relevant content to that title, you're going to help search engines, which in turn, is going to help you rank better.

 

Title Tag Optimization Tips For Real Estate

 

When optimizing your title tags, it's a good rule of thumb to use these phrases, as they all relate to real estate.

Listings, Property, Properties, Home, Homes, Homes For Sale, Agent, Agents, REALTOR, MLS.

If you use these phrases with your town included, you will pick up more search engine results placements, and increase the traffic to your website.

Examples:

If I was a real estate agent in Seattle, I would use those same phrases, but I would add the different areas I service.

Seattle WA Homes For Sale, Seattle Real Estate Listings, Real Estate Property and MLS Listings Seattle Washington

With that title tag, I have given myself the chance to show up for broader searches. Say someone searches in Google: Seattle real estate listings for sale - With that search, I have my title tag optimized for all of those keywords, and if I build enough links to that page, I will show up in the searchers results pages.

 

Now, if you read this, I expect you to update your title tags, and optimize your pages to be better then your competition. I can't stress enough how much an optimized title tag can increase your websites visibility.

If you have any questions about this, leave me a comment, and I will do the best I can to help you out. :)

Ambassador Series - What is Localism?

Are you new to Active Rain?  Not sure of what Localism is and how it can be beneficial to you?  When you're brand new to blogging it's often very difficult to come up with ideas for topics to write about on a consistent basis.  I've been writing posts over almost 2 years and have had those days when I just can't think of anything to post.

One of the ways to overcome that problem is to write about your communities. The sister site and consumer facing side of Active Rain is Localism where members can display consumer oriented content about their local communities.

Posting to Localism allows you to interact and create connections with the public by providing them with local information and promotes you as the knowledgable local expert in your area,

I don't leave my house without my digital camera and flip video.  You just never know when the opportunity will arise to take a picture of something of interest in your neighborhood.  I also make sure I carry with me a small note pad too and jot down places of interest or upcoming events that I want to focus on at a later date to write a post about.

You're all familiary with Wikipedia, the free internet portal where there are millions of written articles on any topic you can think of many of which include links to guide its users to additional information on related pages.

Think of Localism as your local Wikipedia or as the tagline for Localism states "The World's Most Complete Neighborpedia."

Posts written to Localism consisting of hyper-local content and photos will attract consumers who want to learn more about a specific area.  Write about upcoming events, local news, libraries, places of interest,  schools, school activiites/sports, local businesses, parks, fund raising events....Think like a consumer and what they would be looking for that is engaging and interesting.

DON'T write content to your peers!!.....DO write content to the consumer!! 

Your posts are sent to Localism by checking the box as shown and then choosing the state, county, city and neighborhood that you're writing your content for.

**If you are a free member any posts you've written are "Members Only."  You will have to upgrade to a Rainmaker account to post to Localism**

As an Active Rain Ambassador, I would be more than happy to offer any assistance and help to any new members who are ready to get started.

I've included a few other member's posts that will provide additional information about the many benefits and ways that Localism can help to brand you as the local expert in your community.

10 steps to Localism success

by Jonathan Washburn

How To Maximize Indexing (RAINdexing) on your Outside Blogs

by Brad Andersohn

Localism - How to Add Photos & Why Quality is Essential

by Brad Andersohn

Get Noticed With Localism Comments!

by Katerina Gasset

What is 'Suitable' Content for Localism? - Blog Tips for Rain Drips

by Rich Jacobson

What's the point of Localism? 

by Maureen McCabe

Localism - "Your Blogging Sucks"

by Maureen McCabe

 

How to "PhotoShop" Your Pics for Your Blog (For Free)

How to "PhotoShop" Your Pics for Your Blog (For Free)

Pictures really are worth a thousand words - at least they are when they are placed in your blog. Pictures placed in your blog will keep readers there much longer. You may be an award winning author, but most likely people aren't going to your blog to read a novel. They are showing up for fast, accurate info. Let's make it as easy as possible on their eyes.

Your blog will also rank better with Google when pictures and photos are used. You can label your pics with relevant terms (keywords), and you can also link your pictures to other locations, such as your website or a property search engine.

How To Create Award Winning Pictures and Photos for FREE

Ok, so I never won any awards, but here's how I do it. Two pictures are shown below; the one on the left is unedited from its original format. The one on the right was edited using Picnik.com, a free photo editing website that is powerful and very user friendly. So in this tutorial we will learn to

• Upload a photo
• Crop it (re-size and take out "extra" space)
• Add text to make it more original
• Add a drop shadow frame (or border) so it isn't so stagnant and "just sitting there.

             

 

*

STEP ONE: To begin, open a new window and go to www.picnik.com (check spelling!) and click on the button that says "Get started now!" (If you want to use my original unedited photo above, right-click on it and pick "Save as").

 

STEP TWO: To select a picture to work on, locate the "Upload a photo" button near the left-hand side of your screen (see below). You will need to know where your picture(s) are saved on your computer to select it.

 

STEP THREE: Now that we have uploaded the picture of your choice, we are ready to edit it. At this point you should see a page that has the picture you selected in the middle of the screen, and a tool bar that looks like the one below. If you need to, click on the "Edit" TAB

 

STEP FOUR: Choose the "CROP" function, third from the left on the menu buttons (see above pic). A "grid" will now appear on top of your photo (see below). Drag each corner to where you want the edges of your photo to be. After dragging the corners, "OK" it by clicking the "OK" button as shown below.

.

STEP FIVE: Your picture should now have been re-sized to only show the contents within the grid you just adjusted. Next we are going to add some text. From the menu above the picture, choose the fourth TAB labeled "CREATE". Once this is selected a new menu list should appear that looks like the one below. Once this appears select the "Text" button as shown below.

 

STEP SIX: Once you have clicked on the "Text" button, the top left-hand side of your screen should show a text box (See below, at left). Type in whatever you like and then hit the "Add" button. This will place your text onto of your picture. You can change the color, size, font, and even the angle of the text. I chose black text, the "Daniel" font, and dragged the text to the bottom of the picture. (See below at right)

      

          

 

STEP SEVEN: Finally we are going to add a "Drop Shadow" to the picture. This will make it appear to be 3-dimensional and pop off the page a bit. In Picnik, this is considered a frame. From the same menu across the top (5th from the left) choose the "Frames" button. Once you have clicked on "Frames", a column will appear on the left hand side, and you will see several pictures of a frog, which will give you an example of what each option will do. Scroll down this left hand column about 7 spots or so, and choose "Drop Shadow".  A box will appear in this same column for editing the drop shadow options (below, left). Play with the adjustments until you get the desired effect. Once the picture looks the way you want, hit the "Apply" button (Just below the adjustment sliders). My photo is below at right after I added the drop shadow.

            

              

 

LAST AND MOST IMPORTANTLY !!!!

Lest we shoot ourselves in the foot, DON'T FORGET TO SAVE the photo by clicking on the TAB pictured below.

PHEW - - - YOU DID IT!!

Now throw your new picture down below in the comments for all to see!!!

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UPDATE: 

Check this great article by Donna Brigda on using Picnik to create a header for your blog. Thanks DONNA!!

Picnik Tutorial To Customize Your Active Rain Or Outside Blog Header

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Steve Kappre is a Mortgage Planner with Treasury Mortgage. Steve specializes in;

• All areas concerning First-Time Home Buyer Mortgages, grants, down payment assistance, police and fire loans, rehab loans, and more.

• Reverse Mortgages

• Equity Management strategies for high-end homes and high net worth individuals.

Contact Steve Kappre directly at 856-419-3561 or at www.stevekappre.com

Inserting Video onto Your Active Rain Blog

I just finished reading Erin Golding's post: How on Earth Do You Blog So Much and in there, she made the following statement:

(I can't figure out how to embed videos into my ActiveRain blog so if anyone can help, that would be great).

I wanted to make sure she got the answer, so the first thing I did was read through the 80 comments thinking for sure someone had left a link to a post on how to do this.  To my surprise there was none.  To my even bigger surprise, when I searched ActiveRain for an post I couldn't seem to come across an updated blog post with information on how to do it.  So, Erin, this tutorial is for you!

If the video is too small to view, try watching in HD.

 

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