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sales skills: The Prospecting Academy!
- 06/14/15 10:58 AM
Prospecting, Lead Generation, Business Development, no matter what you call it… is the lifeblood of your business. The problem is, you must generate leads, and then convert them!
If you must daily generate the leads your sales business needs, and then convert them, then you are fighting a uphill battle… no matter what you do, no matter how much money you spend, if you are having trouble converting them, then you have lost!
If you haven’t already got a clear grasp of what Prospecting really is, I think this definition from Dictionary.com that I think pretty much sums it up.
Noun 1. Usually, prospects a. An apparent probability of … (1 comments)
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sales skills: Three Ways to Crush Your Competitors!
- 05/12/15 10:21 AM
Hate Competition?
Me too!
That's why in my most recent episode of "The Red Pill Investor Podcast!" ; I share with you, the Realtor® and Investing Agents three of the most devastatingly powerful ways to eliminate any competition in your path!
Included in this podcast is an actual Seller call, specific dialogues, strategies and techniques incuding the "Boom Headshot!" Technique!
Be sure to listen in to this awesome episode to help you in your sales skills!
Episode 417- 3 Devastatingly Powerful Ways To Crush Your Competition!
Have a Powerful Sales Day!
… (2 comments)
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sales skills: Persuaded... But Not Sold.
- 04/20/15 10:04 AM
"We absolutely agree with you.. but..."
How many times have you heard that?
If I had a nickel for every time I had heard that one when facing a For Sale By Owner or Expired...
Well... I wouldn't be Coaching, Writing, or Podcasting.... I would be on the beach somewhere resting in the laurels of nearly 20 years of front line experience with the Sellers, and the Buyers of the residential real estate world.
Ain't Got No Time For That!
So what do you do when they are telling you, "Gee, we agree that your service would be useful for others, but not for us." ?
You … (2 comments)
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sales skills: How to Close a Sale... Sales Training for Wholesaling Investors!
- 10/26/14 10:23 AM
The Moment of Truth.
This is the moment you have been waiting for. You have been preparing for this very moment. The moment when they are either going to say yes and sign the contract… or Say no. It’s really that simple. If they aren’t signing, it’s no.
Ouch.
That’s a hard realization. If they aren’t signing your contract, they are essentially saying no. For whatever reason. Legitimate or not; if they aren’t signing the contract at the end of the day, it’s a no.
Unfortunately, we rarely get paid on a “no.” So it … (2 comments)
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sales skills: How To Sell With Larry Love...
- 10/25/14 04:05 AM
Learn How To Sell With Larry Love of Better Daze Auto Sales!
As comical as it sounds I am serious. We can learn a lot from good old “Larry Love”. With as much energy and enthusiasm as he was using to point out the good points of obvious wrecks shows the comical side of our business sometimes.
Although we do not sell cars, sometimes, we can feel like “Larry Love”. Not in a “Sleazy used car dealer” way, but trying to find the bright side of a bad situation. Here are a few tips that I learned from … (0 comments)
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sales skills: Three Lessons, Two Homes, and One Unhappy Customer.
- 10/14/14 08:35 AM
I know what you are thinking.
"It couldn't happen to me..."
Well. It could. It did to two good Realtors® I know in my town.
Let me share with you briefly this story, of "Three lessons, Two Homes, and One Unhappy Customer."
It starts with a home that was for sale by owner for the longest time. I drove by that place every day for months, watching their FSBO sign get more warped and frayed.
Then, one day, a new thing happened. A shiny new agent sign replaced the old worn FSBO sign that had … (3 comments)
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sales skills: Presentation Skills for Investing Realtors®!
- 10/02/14 05:34 AM
Presentation skills in sales is perhaps the most critical part of the sales process.
Yet this is the least taught of the sales training skills next to prospecting.
Of all the Sales techniques you could learn in direct sales, the biggest "Sales Tip" I could give you is this...
Work on your Sales Skills!
Your selling skills will give you the distinct advantage over your competitors. Of those skills, Presentation is the MOST Important.
There are three basic components of effective presentations that I would like to share with you today. There are literally dozens of ideas … (2 comments)
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sales skills: Six Hacks to Asking Meaningful Questions!
- 07/31/14 06:04 AM
How to Make an Extra $36,000 On One Appointment per Day!
Sales is an art. I wasn't good at basketball or painting, but ever since I was in the first grade, I was called "Motor-Mouth!" Naturally, I took to sales like a duck to water! What I quickly learned however, is that it is NOT the TALKING that you do, but the LISTENING that we do!
However, to get the listening we need, we must ask powerful, meaningful questions! To me, Sales is mastering the art of conversation. It is my belief that we learn how to build … (3 comments)
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sales skills: Three "Brain Dumb" Secrets the Top Producers Know That You Don’t!
- 07/30/14 03:41 AM
Mad Men "The Carousel" A&E
In this episode, Don Draper illustrates the value of adding "Nostalgia" in the sales process. It is critical for those of us in the sales business to recognize that there are other things involved in the process aside from the tactical and strategic day to day aspects of our business. A "connection" with your product. I believe that it is this connection that helps those top 20% do 80% of the business. In my position as a Broker, Coach, and Investor, I have seen the incredible value that sales skills play in the success of an … (5 comments)
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sales skills: The Ten Advertising Commandments For Realtors® Who Invest!
- 07/22/14 07:27 AM
Advertising, as taught by Don Draper
"Whatever you are doing, it's ok...YOU, are okay..."
When I decided to add wholesaling to my business, the immediate problem was that I did not have enough leads. Trying to find a homeowner who would need my services as an Investor wasn't exactly a "Realtor® Role" . As a Realtor®, one just cannot toss out any old bandit sign and staple it to a telephone pole! It's not like it's legal for an unlicensed person to do, but questions like "how do I disclose my agent status on a yellow letter?" Or “Should I … (0 comments)
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sales skills: Lead Followup for Realtors® and Investors!
- 07/20/14 06:12 AM
In the Red Pill Sales System, I outline a systematic approach for Realtors® and Investors to perform lead follow-up. Lead follow-up is an essential portion of the sales process. Since approximately 70% of your appointments will come from lead follow-up, therefore it is important to maintain a high degree of accuracy, as well as professionalism with these leads and prospects.
However, to begin any discussion on lead follow-up, it is crucial first to determine what is the lead? In your mind, what is a lead? In my mind, a lead is defined as a person who is willing to sign … (0 comments)
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sales skills: How to do a One Minute Listing Presentation, and Present your CMA!
- 07/15/14 10:43 AM
Before creating TenMinuteSkill, I was a big believer in the Mike Ferry Sales System! So much so, that I would teach classes on how to implement portions of his sales system for our company. I was recently reminded from a listener from our podcast on The Red Pill Investor, of several videos that I did regarding listings "back in the day". He remarked to me, how helpful they were in implementing my scripts in the sales system. Here are the three videos that he reminded me of.
The One Minute Listing Presentation
In this brief YouTube video, I explain … (0 comments)
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sales skills: What To Do When Your Business Is Code Blue!
- 07/14/14 07:49 AM
In my life prior to real estate, I was a Corpsman, In the hospital, whenever a patient was in respiratory or cardiac arrest, they would have a "code blue”. When that would happen, as in any hospital where this happens, all of the necessary personnel rush to the scene to save the person's life. In my real estate life, in the 18 years that I've done this business as a Broker, and a Coach; it occurs to me that our business is much like that.
I think we've all felt those times in our career, (rather they be in the beginning, … (0 comments)
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sales skills: What Can Tommy Boy, Don Draper, and Happyness Teach You About Sales?
- 06/29/14 06:09 PM
It is no doubt, that the American public has been transfixed by our profession. The Art of Sales. What is missing however in most media is a "reality check" of sorts that can instruct, inspire, or otherwise aid the Wholesaling Realtor®.
In the following selections from YouTube, I have chosen two movie scenes. One from The Pursuit of Happyness and then another from my personal fave Tommy Boy. I felt I would be remiss if I didn't include the powerhouse Don Draper from Mad Men fame as well. These selections cover what I think are some fundamental points that you need … (3 comments)
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sales skills: Real Estate Agency for Realtors® who Wholesale!
- 06/17/14 04:38 PM
The National Association of Realtors® has a Code of Ethics that all members pledge themselves to in order to practice as a Realtor®. Since not all real estate agents are Realtors®, it is important to understand how we as Realtors® can use the code of ethics to our advantage, in the marketplace to give ourselves an advantage over our competitors, and an element of safety to our customers.
Duties to Clients and Customers
In the Code of Ethics, it refers to this concept of Clients and Customers. It is important to note for NON agents that there IS a difference … (0 comments)
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Prospecting, Lead Generation, Business Development, no matter what you call it… is the lifeblood of your business. The problem is, you must generate leads, and then convert them!
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