Always show your clients the Value and Benefits of Your Service! Sales Tips! - 04/27/10 08:21 AM
Always show your clients the Value and Benefits of Your Service! Sales Tips!
Talk about your product or service's benefits in terms of value to the customer.
Once you've identified the prospect's hot buttons, push them. If two salespeople sell the same product at the same price, but one salesperson is significantly more successful, the successful salesperson probably cultivates a higher perception of the product's value in the customer's mind. The actual value of a product may not change from prospect to prospect, but the perceived value may vary widely. Let your customers tell you their likes and dislikes, … (1 comments)

Want to post your Realtor.com listings on Facebook? It's Easy Just follow these steps! - 04/21/10 08:31 PM
If you want to post your Realtor.com listings on Facebook these are the easy steps to do so:
* Visit www.SeeMyListings.com 
* Click on the tab "Allow". This will allow the Realtor.com "See My Listings" application access to your Facebook account. 
*Next enter your MLS information. Click on "Continue".
*Next click "Add to Your Profile". This should add "See My Listings" on your Facebook Profile Wall.
*Check your Facebook Profile Wall to make sure your listings are posted.
You gotta love free advertising.  Hope this brings even more exposure to all of your listings.
www.fatcohouston.com kheinrich@firstam.com
… (5 comments)

Buyers: What to expect at closing - Heinrich's Title Tips - 04/20/10 08:45 AM
Buyers: What to expect at closing - Heinrich's Title Tips

In order to provide extraordinary customer service to you and your clients, the following information is to help create a smooth transaction and what is needed to proceed with closing.
Signatures: Contract has all signatures in place - Seller, Buyer and both Agents:
Earnest Money is Cashed! We can only hold checks for 3 business days!
Personal Checks are accepted - not to exceed an amount of $1,500: Typically closing costs exceed $1,500 and therefore a cashier's check or wire transfer will need to be obtained … (2 comments)

The HEART Of The Sale - Readiness - Heinrich's Sales Tips! - 04/19/10 04:54 PM
The HEART Of The Sale - Readiness
Get in the habit of being ready at all times to be of service to your prospects and customers. The better you can service your clients in a prompt, courteous and professional manner, the more you will be relied upon; this means more future sales and referrals. When you are properly prepared with all the right tools when you meet with your customers, you will be able to relax and focus more clearly on their needs. Buyers feel more comfortable around someone who is relaxed and it gives them the sense that they are … (1 comments)

Don't Write Off The Customer You Messed Up - Heinrich's Sales Tips - 04/16/10 08:07 AM
Don't Write Off The Customer You Messed Up - Heinrich's Sales Tips
Okay, so you messed up with customers in the past. Perhaps they received less than stellar service or a promise was made and not kept. Is all lost? Nope! It's funny but true: Customers who have a problem with a company - and the company works hard to fix the problem - actually become more loyal than customers who have never had a problem. Apparently companies and people who develop their "recovery" skills end up with more loyal customers. Remember to take the "HEAT" when dealing with an … (4 comments)

Believe in your product and your desire to help people - Clear Lake Texas Tips - 04/15/10 09:08 AM
Believe in your product and your desire to help people - Clear Lake Texas Tips
Without this third principle, you probably won't have much success with the first two. There's no denying that selling provides ample opportunity for financial rewards. Your primary source of motivation, however, should be the satisfaction of helping your customers. When you're enthusiastic about solving your customers' problems, the financial rewards will take care of themselves.
To jump start your enthusiasm, ask your current customers how your product or service has helped them. Their testimonials will help renew your faith in your product and refuel … (2 comments)

Question with purpose! Always have a reason for every question! Sales Tips! - 04/14/10 10:04 AM
Question with purpose! Always have a reason for every question! Sales Tips!

Make sure you have a reason for every question you ask. You have to ask questions to get the information you need, but you don't want to make your prospects feel as if they're being interrogated. Avoid boring and frustrating your client with too many "How's the weather" small-talk questions. Start off your appointment by asking questions about the state of your prospects' business operations - who their present suppliers are, the type of machines they use, how long the company's been in business. To avoid making … (3 comments)

Question with purpose! Always have a reason for every question! Sales Tips! - 04/14/10 09:50 AM
Question with purpose! Always have a reason for every question! Sales Tips!

Make sure you have a reason for every question you ask. You have to ask questions to get the information you need, but you don't want to make your prospects feel as if they're being interrogated. Avoid boring and frustrating your client with too many "How's the weather" small-talk questions. Start off your appointment by asking questions about the state of your prospects' business operations - who their present suppliers are, the type of machines they use, how long the company's been in business. To avoid making … (0 comments)

Follow up each lead as if it were from your biggest account. It may be! - 04/09/10 03:01 PM
Follow up each lead as if it were from your biggest account. It may be!
Where business comes from is a question that earns the answer, "from the least likely sources" in every marketplace in almost every industry. Even in defined customer bases-paper mills, hospitals, supermarket chains-where every potential customer is listed in detailed directories or advertises its visibility, business develops from odd angles and sometimes from odd people.
When you get a lead, you must qualify it immediately. Even the flood that comes upon you after a distant trade show must be responded to immediately.
You have … (6 comments)

How To Avoid The Worst Telephone Mistake You Can Make - 04/09/10 08:26 AM
How To Avoid The Worst Telephone Mistake You Can Make
The most common and serious mistake salespeople make on the telephone is using opening statements that build resistance.
Within the first 15 seconds of a call, you create one of two emotions within the person you are speaking to: resistance or interest. Nothing else.
Unfortunately, most salespeople create resistance. The result is what they perceive as a morale-killing rejection alongside an early exit from the phone call.
Don't start with an uninspiring line like, "We provide these services...and I would like to tell you more about them". … (2 comments)

"I don't know, but I will find out," is said by some very smart people. - 04/07/10 04:23 PM
"I don't know, but I will find out," is said by some very smart people.
You are not paid to know it all. The more you know, the better, but better to check back than to have to make a midcourse correction down the road.
Most of what we deal with is repetitive. The same questions keep coming up. That means we ought to work on some good answers and be able to deliver them with conviction. If in the process of moving the sale we run into something we have not dealt with, it is best to stop … (26 comments)

Set a good time for your customer the first time! Houston Sales Tips! - 04/01/10 03:32 PM
Set a good time for your customer the first time! Houston Sales Tips!
Too busy to see you? Close for a firm future date.
No matter how good your time management skills may be, your customers may not be able to manage their time to your levels and requirements. They have bad days. They have things fall apart. They have no-show staff. They have breakdowns. That's life, and that's business. You should be able to read all this in an instant. If you get the feeling in a few minutes that the customer is elsewhere, it is always best … (1 comments)

 
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Kevin Heinrich

Clear Lake City, TX

More about me…

Heinrich Group

Address: 5827 Beaver Falls Dr., Houston, Tx, 77346

Office Phone: (281) 488-0607

Cell Phone: (281) 723-1982

Email Me

Real Estate News with a Value added punch Clear Lake Texas Real Estate

I think this is a good rule to live by! "We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you." ~ Jeff Warner

One last thought for the day:

"Winners Make it Happen, Others Let it Happen!"

kheinrich@firstam.com www.fatcohouston.com

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