advice: 10 Better Ways To Build Rapport! Get A Tour!
- 04/01/11 07:54 AM
10 Better Ways To Build Rapport! 10. Get A Tour: Something crazy happens when you leave the formality of a conference room ... people lose their formality. Additionally, you create energy by moving and you get to learn behind the scenes stuff. Kind of a cool way to differentiate yourself too since most people don't ask for a tour. OK gang, there you have it. There's certainly more we could have covered but my mission today was to get you thinking beyond the old "scanning around the office for things to talk about" thing. And besides ... what if they borrowed … (0 comments)
7. Strategic Use Of Silence: People have a nervous need to fill silence. Make sure it isn't you. In fact, place some well thought out silence in after they respond. Just don't wait too long, or they will pat your head and think you are your industry's answer to Forrest Gump. … (1 comments)
advice: 10 Better Ways To Build Rapport! #6
- 03/29/11 07:42 AM
10 Better Ways To Build Rapport! #6 6. Facilitate The Meeting. When you facilitate a meeting you don't just stop at the first answer they give you. You ask continuation questions like "How so?" "What happened then?" and "Tell me more." Ask if someone has a different spin, get conflicting opinions out there, get everyone's emotions going. A Note About Inclusion: Don't assume that the least vocal from their team has the least power. Might be soft spoken but a behind the scenes ass kicker. Make sure you include them by asking for their thoughts. Yep, its that "everyone has a … (0 comments)
advice: 10 Better Ways To Build Rapport! #5
- 03/25/11 05:33 AM
10 Better Ways To Build Rapport! 5. Understand This At All Cost: They have a story and want to be heard so ... don't be so anxious to check off question #3 (to rush to #4) that you fail to listen. And by the way, show some freakin empathy dude. When someone tells you how they got screwed over by their vendor or they got reamed out by the boss because of the TPS reports ... that's your cue to care. So listening, caring and ... … (2 comments)
Jumping to conclusions Passing the buck Grabbing the credit Throwing your weight around Stretching the truth Bending the rules Breaking your promises Playing favorites Stepping on others Dodging your duty Running your mouth off Plugging your ears Side-stepping problems Shooting down our division Pulling others into your funk Holding others back Pressing "my way or else" Just skating by Just "showing up" … (2 comments)
"I don't think much of a man who is not wiser today than he was yesterday"-Abraham Lincoln
•· Become a continuous learning machine. Set a personal goal to learn something new about your job, and your buisness, or about the Real Estate industry every week. •· Encourage others to pursue self-development activities. Make time and resources available for them to enhance their knowledge and job skills. •· Learn by teaching. Volunteer to be an instructor for your office training programs. You will not only develop in-depth knowledge about subjects you prepare to teach, you will also be able to help … (4 comments)
4. Ask Better Questions! The quality of our relationships rest in our ability to have quality communication. Quality communication comes from asking quality questions. When was the last time you took a good look at your Needs Analysis? Oh, and asking the questions others don't ask, earns you more rapport points than commenting on that picture that the other 500 sales reps just commented on. Just sayin! … (3 comments)
•· Adopt the following mindsets: a) Everyone you interact with at work is either an internal or external customer; and b) If your customers ever stops needing you, so will the company . •· Learn from "horror stories." Ask members in your office to share personal examples of receiving poor service-along with the impact it had on both them (the customer) and the service provider. Discuss what could have turned them into success stories. •· Deliver what your customers actually want rather than what you think they ought to have. If you're not sure what they want, ask! •· Build Business … (3 comments)
•· Adopt The 10% Rule. Set a personal goal to improve everything you're involved in by merely ten percent. Small improvements ARE "doable" and add up quickly. Keep in mind that if your goal is to improve your order count/business you must have specific action plans to move forward. •· Focus on our customers as well as processes. Keep in mind that quality is ultimately a matter of individual performance. It happens one day at a time......one person at a time. •· Recognize and reward those who make improvements to products, processes, and services. … (0 comments)
advice: 10 Better Ways To Build Rapport! #2
- 03/22/11 07:03 AM
10 Better Ways To Build Rapport! 2. Respect the fact that they will in turn Google you! Having your own online footprint gives them the ability to start to get to know you. Remember that old sales axiom that "Customers buy us before the company." That process actually begins before they even meet you. … (7 comments)
advice: Retrain Your Brain
- 03/21/11 06:20 AM
Retrain Your Brain A friend of mine recently went through hip replacement surgery. I remember my surprise at hearing the news because he is relatively young and in good shape. However, the joint had worn to the point where he had begun to walk with a visible limp, and over the past few months, even started to use a crutch. He went through the surgery and, thanks to the skill of a modern-day surgeon, was quickly up and around on his new hip. Yet, for weeks after the surgery, even a month or two, his limp remained the same. Then, to … (3 comments)
Tip #10: The True Test. When was the last time you left a voice message for YOU and critiqued how effective it was? BETTER YOUR BEST! Suggestion: leave yourself a message, critique it, and then leave another one and pick it up a notch. Compare the two and recall what it took to leave your best message. Believe it or not, you will remember these small improvements the next time you leave a message … (0 comments)
Tip #9: No Call Back Doesn't = "No" A tip I give all of my coaching clients is that not hearing back from a voice message does not mean a client is not interested, it just means they didn't call you back! Don't assume a "no." Reframe a no call back due to the fact your customer was too busy. But don't give up on a lack of call backs! … (1 comments)
Tip #7: The Fewer the Better. Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases. … (0 comments)
Tip #7: The Fewer the Better. Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases. … (0 comments)
Tip #7: The Fewer the Better. Imagine your message is like a stream of pure water. Any unnecessary word, "uh," "umm," or tangents are harmful contaminates that harm the water's purity. Keep your message as tight as possible. Make the water pure. Don't pollute your message with wasteful words and phrases. … (0 comments)
Tip #6: Familiarity Breeds Confidence. Always get a name of the person at the company; the closer the association with your prospect the better. Psychologically, hearing a third party softens the call, and depending on the relationship and the previous calls, you can make it sound like an associate's suggestion. Bottom line: people feel more confident in dealing with people when there are similarities. People can be the first shot at accomplishing that.
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advice: Quick Tips To Help Your Voicemails Make You Money
- 03/04/11 07:47 AM
10 Quick Tips To Help Your Voicemails Make You Money Tip #4: Play To Human Nature. We are all curious by nature, and your prospects are no different! Warning: this strategy can be touchy, but I have seen it work many times. Simply leave a message saying, "Hey Mark, it's Mike. 888-555-5555," and hang up. Here's the catch. When people call you back they might think that was a "sneaky" move. To combat this thank them graciously for giving you a call and assure them your conversation will be quick. … (1 comments)
advice: Tips To Help Your Voicemails Make You Money #1
- 03/01/11 07:15 AM
Tips To Help Your Voicemails Make You Money #1 Tip #1: Be A Benefit! Communicate in a way of "benefit" versus "just checking in," or "following up." People are only concerned with one thing: what's in it for me (WIIFM). If you want a call back, give the client something they want. What I commonly hear in working with sales people is, there is a way to communicate their message as a "benefit," they just don't adapt their message to accomplish that end. … (1 comments)
advice: Quick Tips To Help Your Voicemails Make You Money
- 03/01/11 07:12 AM
Quick Tips To Help Your Voicemails Make You Money We All Know This Feeling... You feel a rush of excitement as your appointment reminder on your outlook tells you it is time to call your biggest prospect. You quickly review in your mind what you want to say. You envision their positive response. You get in your last "cheerleader" words of encouragement and you finally dial! As you wait to hear the ring your heart rate increases even more, you can hear the "Hello" on the other end. One ring...two rings...three rings...then voicemail. As you disappointedly listen to the recording … (0 comments)
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
10 Better Ways To Build Rapport! 
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