What are your hot buttons? What are your needs?

Hello Karen Ann,

Thanks for your response!  I appreciate it.  I sense some annoyance in your response, no need for that.  There is no edge in my question and it is an honest set of statements designed to do exactly what you proposed in your response. 

Let me respond to you as you suggested that I do. 

I am still consulting with clients in the aviation community and themedical device industry and do quite a bit of work in patient safety.  Hence my comparison.  There really is a difference, but I am really trying to learn about YOU the real estate professional.  I meet with Realtors and brokers all the time and ask the same questions.  

I work directly, one on one.  I am not convinced (yet) that this social marketing is the best strategy for that.  (It is too passive).  Nothing beats two people sitting across a table, (preferably in Starbucks), right?  Maybe I have been doing this too long, so my judgement may be clouded.  I work 12 hour days, and my preference is always personal contact. 

So you are absolutely correct.  I have NOT spent time deep into blog posting in the six months since I have been in the real estate business.  But we have been building a strong foundation of services, and spending our efforts with our current clients that deserve all we can do for them.  It is now time to expand what we do, so I figured I would put my opinion aside and try ActiveRain to test the effectiveness of this kind of networking. 

Karen Anne, I am taking your advice and giving this a shot.  I don't think that I put the cart before the horse.  My first priority has been direct operations in the Greater Reno market.  I won't bore you with those details.  I have been reading a number of the posts on this forum for the six months I have been here.  There is a huge time investment in these kind of conversations.  I am curious to learn if those of you on this forum have seen your sales increase and your income increase from this format.  I believe that success leaves traces.  So I am really eager to learn more...all the time!

You mentioned your hot button was "building relationships".  How do you build relationships with your prospects?  That is very interesting to me.  So I appreciate you responding to my question.  That is helpful to me. 

How is your market doing in Fort Worth?  Any projections for the new year? 

Have a Happy New Year!

Hello Joan!

Thanks for your response.  (Hey by the way...question for the group...Am I responding to these posts in the correct fashion?  I am posting back under "Leave a Response".  If that is not correct...please advise.)

Medical sales...I answered that in the last response.  No need to re-hash it.  Regarding profitable?  That is up for debate.  Depends on the sales rep.  Sales is sales.  The process is the same and the Pareto Principle still applies.  20% of the reps do 80% of the revenue.  I was at an
EXIT meeting where that number was quite a bit different in real estate.  It was (excuse me if I get my numbers wrong here)...something like 94% of agents make less than $60K per year. 

Medical device reps get paid cushy salaries, company cars, etc.  That seems great, but although the mediocre performers probably fair better than most agents, the top earning potential is limited and there are much more demands on their time. 

I have a ton of respect for agents (and brokers).  You are business owners.  You have tons more potential but also tons more responsibility and work to get your business successful.  Do you think that you get all the training and support that you need to start, grow and build your business?  I see a ton of great people in real estate that struggle....they are kind of left to the "school of hard knocks".  That is a shame. 

Now to the BIG question.  What am I trying to sell you (or trying to sell you <grin>). 

Absolutely NOTHING!

I don't sell.  I work with people that have a need that I can address.  So all I do is sort.  (Just like in selling).  As a professional sales person let me state very clearly that I would welcome your business.  I aggressively seek your business.  BUT, I have not earned the right to accept your business until a couple of things happen. 

We need to establish rapport.  We need to build trust between both parties.  We both make a selection you select who you work with and so do I.  We both want to be valuable to others, we both want to help others. (That is always my assumption going in to any selling situation).  There is abundance, and I look for clients that understand that in order to truly win...all parties must benefit from a relationship. 

We both need to understand each other. 

Me, I need to understand you needs.  If sales were not good for you in 08, why?  What did you try?  What worked, what did not work?  What goals did you set for yourself?  What specific challenges caused you to miss those goals?  (At this point, I simply need to LISTEN to YOU).  How could any salesperson offer a solution when you don't know anything about the client?

When a client deals with me there is no doubt in their mind that I am actively seeking to earn their business.  That said, I will sit together with clients for hours on end and simply mastermind together, without any expectation of a "sale"!

Modern professional selling is not about a game or me convincing anybody about anything.  If I listen well and bring you exactly what it is that you need.  The ball is in your court.  You decide to implement or not. 

So my question in my first post remains.....IF you are a realtor that is having "issues", lack of sales, lack of profits, or having great success and wanting even more!...what is the best way to get your attention for nothing more than a "sit down".  Nothing more than a "mastermind session" between two professionals?  ....simple question...tough one to answer.  :-)

THANK YOU, Joan for responding to me.  I appreciate it!  Have a great 2009!