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advice for sucess: Always give your customers more than what they expect - Service Tips - 06/28/11 10:30 AM
Service Tips
•· To give real service in our industry you must add something which cannot be bought or measured with money, and that is sincerity and integrity.
•· Always give your customers more than what they expect.
•· If you love your customers to death, you can't go wrong!
•· If you don't care, your customer never will.
•· Although your customers won't love you if you give bad service YOUR COMPETITORS WILL!
•· Your customers don't expect you to be perfect. They do expect you to fix things on their files when they go wrong!
•· If you are not serving your customers, you need … (1 comments)
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advice for sucess: 10 Better Ways To Build Rapport! #3 - 03/23/11 03:00 PM
10 Better Ways To Build Rapport! #3
3. Consider using an agenda statement to begin your meeting. Doing so allows you to take control without being controlling and goes a long way in the "first impression" department. Here's one that I teach my sales students.
First and foremost I'd like to thank you for taking the time to meet with me today. With your permission, I'd like to cover 3 things.
First: I'd like to find out more about you and your company, specifically any challenges or opportunities I might be able to help you with.
Next, share with you how … (1 comments)
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advice for sucess: Adopt an Orientation to Action and Results - 03/21/11 01:16 PM
Adopt an Orientation to Action and Results
•· Focus on results-oriented processes and outcomes that add value to your business, rather than on "staying busy" activities and events that merely consume time.
•· Create a list of desired results when planning tasks and projects. Be evaluating potential activities against the list, you will maintain focus and increase your chances of achieving the results you want.
•· Go on a Work Safari once a week. Hunt for an important task that needs to be done....and do it. You will soon develop a reputation as a great "hunter."
•· Tackle important, high-priority … (0 comments)
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advice for sucess: Plan Your Week In 30 Minutes – The OATS Formula (1) - 02/08/11 11:54 AM
Have you ever gotten home on a Friday evening, exhausted? You pour your favorite beverage and as you reflect upon the week past you come to the conclusion that you really didn't get a whole lot done? Don't get me wrong - you were exhausted because every day was jam packed with activity...but you really didn't accomplish much. It happens to all of us! If you find yourself stuck in this cycle more than a day or two try implementing the OATS model to plan for a high impact week! The OATS formula stands for: Objectives / Activities / Time / … (3 comments)
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advice for sucess: Rules For Keeping Your Sales Job In This Recession - 01/18/11 09:32 AM
Rule Three - Become Indispensable: In the past when companies downsized it was always last in, first out. Today, however, most organizations choose who goes and who stays based on productivity. In other words, people who generate more value for the organization stay. Being indispensable means more than just doing your sales job perfectly. It means volunteering for projects, looking for ways to add value, and consistently asking the boss if there is anything you can do to help. Change your way of thinking about work - the party is over for Work/Life Balance. Right now your job must become everything. Devote yourself to … (1 comments)
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advice for sucess: Dealing With Disgruntled Customers - Tips For Success - 12/20/10 09:15 AM
Dealing With Disgruntled Customers - Tips For Success
Apologize and Empathize
Once you understand why the customer is upset, apologize. Even if you don't agree with their complaint, you are at least letting them know you validate them and will work towards a resolution. This also separates the emotion from the problem. As a general rule, the expression of empathy to the customer should come right after the apology. When you feel you fully understand, restate your understanding of the problem at hand.
… (5 comments)
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advice for sucess: Tips For Great Presentations! Create Momentum and Excitement! - 12/13/10 04:58 PM
Create Momentum and Excitement
Typically, you have three to five major blocks of information to present, each usually with more than one visual or point. Let's say you are presenting these major blocks of information:
* What your service is/does
* How you do it
* Your competitive advantages
* How you would work with this client
* Costs
Selling closing services and title insurance can be challenging and hard to differentiate. Many presentations that I have sat in on are quite long. It is very easy for buyers to become bored, lost, or both in your many … (1 comments)
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advice for sucess: Objections, Objections Go Away - Part 4 - 08/06/10 09:21 AM
Objections, Objections Go Away - Part 4
4. Respond to the reasons.
Different prospects have different reasons for buying - or not buying. To close, your responses must address the specific concerns of your prospects. Listen carefully when they talk, and keep your responses clear and direct. If the buyer wants to know more about your product's reliability record, don't talk about what a popular model it is or the number of features it has. Make a list of all the reasons you can think of for not buying your product, then add to your list as your buyers give you new … (0 comments)
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advice for sucess: Objections, Objections Go Away - Part 2 and 3 - 08/04/10 04:24 PM
Objections, Objections Go Away 2. Change your perspective.
When you view objections as barriers or take them personally, it's easy to see them as a threat. Remember: Your buyer is not the enemy! Imagine that whenever you hear a real objection, your prospect is simply saying, "I need more information." That's why you're there. Objections give you a chance to move closer to the close by allowing you to address the concerns on your buyer's mind. Also, bear in mind that if you have used inappropriate or argumentative objection answers in the past, your improved skill will help prevent any … (1 comments)
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advice for sucess: WHAT MATTERS MOST? DO YOU HAVE YOUR LIFE IN THE RIGHT ORDER? - 08/03/10 10:47 AM
WHAT MATTERS MOST? DO YOU HAVE YOUR LIFE IN THE RIGHT ORDER?
I am a true believer that things happen for a reason and that people are meant to come in and out of our lives to change us in one way or another. I also feel that sometimes you meet several people within a short period of time that seem to for one reason or another be driving something home for you. I have had the pleasure of meeting several in the past couple of weeks that by their very existence, who they are, what they stand for, and … (1 comments)
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advice for sucess: When you lose momentum, go back to basics. The fundamentals always work. - 06/21/10 01:21 PM
When you lose momentum, go back to basics. The fundamentals always work.
Momentum is a mystery. When you have it, things just drop into place. You can skip steps. Everything you try works. You are bullet proof. Momentum shifts. When the "big mo" moves on, we wonder what hit us. The answer is, reality. In order to prevent an equal and opposite reaction, we have to check the slide and come back to an even keel. The strategy calls for putting all the steps that we skipped without consequence back into the mix.
We have to go back to … (6 comments)
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advice for sucess: What can you do to make someone feel special today? - 06/17/10 09:18 AM
What can you do to make someone feel special today?
Spreading a little joy in life as you go along is not a bad way to go through life yourself. Getting paid for it in the here and now is what selling is all about.
There is no need to go around sending people flowers all day long or writing endless follow-up note cards, but where an unexpected kindness or compliment can be sincerely given, why not?
Sales people have the freedom of movement and mobility denied to most insider mortals in the workplace. Share a breath of … (5 comments)
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advice for sucess: The top two criteria decision makers use to decide whether or not to grant an appointment - 06/16/10 01:21 PM
The top two criteria decision makers use to decide whether or not to grant an appointment:
First: Do you come across as being sincere, honest, confident, strong, knowledgeable and likable?
The quality of your voice, the hesitation in your voice, the volume, the strength of your speaking style all convey an image to the other person. If you sound weak and tentative or use words like well, sort of, kind of, maybe, perhaps, that says to the other person, "Gee, I'm not one bit sure that this is going to be a good investment of time for you." Lots … (0 comments)
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advice for sucess: Eight Key Character Traits Essential to Sales Success (4) Sales Tips - 03/11/10 08:35 AM
Eight Key Character Traits Essential to Sales Success (4) Sales Tips
By Dave Anderson
3. Remain teachable. What it means: You realize that you never "arrive.” You continue to learn more about your profession and shun the know-it-all, "been there and done that” attitude. This principle goes beyond reading books or listening to CDs in your field. It also means that you seek out feedback and eagerly try new things.
A. How it benefits you: You stay fresh and relevant by continuing to upgrade your skills set. This helps you stay out of ruts and makes your job … (1 comments)
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advice for sucess: Sounding More Natural on the Phone- Tips That Will Lead To Sales (2) Houston Texas Real Estate Tips! - 01/20/10 08:59 AM
Sounding More Natural on the Phone- Tips That Will Lead To Sales (2) Houston Texas Real Estate Tips!
#1 – Always use the prospect’s first name.
I know that there are two schools of thought on this, one being that you should show respect for someone you don’t know and so use either Mr. or Mrs., but I don’t agree. I think you can show respect for someone by being courteous and professional, and I think you’re going to make a lot more progress if you use a person’s first name.
Here are the two reasons to do … (0 comments)
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advice for sucess: You Are Santa Claus - By Mark Tewart- Great way to start the New Year! - 12/21/09 09:28 AM
You Are Santa Claus - By Mark Tewart
My son Jake is six years old and he believes in Santa Claus. It's a blast to watch him believe in something so much fun. For Jake there aren't any limitations to what you can ask for and believe in. As an adult, do you believe the same things that Jake believes in? You should, because you are Santa Claus.You get to decide what you get and what you don't. As adults we get conditioned as to what reality and maturity is. For many, maturity is a word used as a horrible … (1 comments)
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advice for sucess: Agents Getting the most Market Share, are Kicking it Old School with Great results! - 11/30/09 08:40 AM
Agents Getting the most Market Share, are Kicking it Old School with Great results!
The downturn in the market has fed high producing lenders and agents more market share.
As competitors have left the business, these folks have capitalized on the opportunity. While it's true that their overall numbers may be down, their share of the available market is up.
The real estate market will recover.
The only question is when. As this happens, these productive, skilled professionals will have more business than they know what to do with. Develop these relationships now and you will … (4 comments)
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advice for sucess: Real Estate Tip of the Day! Sales Conversation Techniques- Houston Texas Real Estate - 10/27/09 08:59 AM
Real Estate Tip of the Day! Sales Conversation Techniques- Houston Texas Real Estate
Provocative or “turnaround” answers: Client: “So what can you do for us?” You: “I don’t know” Client: “The owner is challenging our selection criteria of certain vendors” You: “I don’t blame him.”*
Questions about the meaning of words: Client: “This is a very dysfunctional organization.” You: “What do you mean by ‘dysfunctional?’” Client: “Basically, we want our agents to up their game and stop playing politics.” You: “What does ‘playing politics’ mean in your organization?” Don’t assume you understand exactly what your client means when … (1 comments)
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advice for sucess: What Ails Your Emails? – 7 Steps To Improve Email Communication: (6) Houston Texas Real Estate Tips! - 09/21/09 04:24 PM
What Ails Your Emails? – 7 Steps To Improve Email Communication: (6) Houston Texas Real Estate Tips!
6. There's just one more thing....
What's the most important point of your email? Figure that out and then put it in the P.S. Perhaps surprisingly, the P.S. is the most read part of any email. If you're including a call to action, the P.S. is often the best place for it.
kheinrich@firstam.com www.fatcohouston.com
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advice for sucess: What Ails Your Emails? – 7 Steps To Improve Email Communication: (5) Houston Texas Real Estate Tips! - 09/21/09 04:21 PM
What Ails Your Emails? – 7 Steps To Improve Email Communication: (5) Houston Texas Real Estate Tips!
5. Remember less is more.
It's a fact: long emails don't get read. Yes, you have so much to say about your product that you could go on for pages and pages. But your goal is not to fill the recipient's recycle bin. If you want your emails read, take the time to tighten up your message.
kheinrich@firstam.com www.fatcohouston.com
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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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