sales: Effective Management?
- 06/14/10 05:52 AM
I was preparing to talk to a group of managers today, and I started wondering what makes a good manager. I'm not talking about the CEO of a company or an inspirational leader...just a good mid-level manager (although that's not to say managers can't be effective leaders, but there is a difference). Here are some questions I jotted down to help these managers assess their own management situation. Do you think these are good self-assessment questions? Are there others you think I should ask? As always, I sure appreciate your feedback! 1. Do you have good listening skills? In other words, … (1 comments)
sales: Leads Work
- 01/12/10 06:06 AM
I don't have a lot of experience with the purchase or sale of mortgage or real estate leads, but I can tell you in the insurance industry, insurance leads work (my present client is www.insuranceleads.com, a leader in the insurance leads industry, so I know from direct experience the fantasticness of using leads). But there's a catch to using any kind of leads (isn't there always a catch?). Here are the top 3 secrets (shhhhh) to using leads effectively: 1. MAINTAIN A SENSE OF URGENCY. "Exclusive leads" sound really cool, but the reality of the internet, referrals, social media and word … (3 comments)
sales: The Power of Listening
- 06/12/09 05:55 AM
I was driving home from the beach yesterday with my 11 year old brilliant daughter (genetics, I'm sure). On the radio, the DJ said to "expect the unexpected". My daughter looked at me with a puzzled expression and said "if you expect it, it's not unexpected". Smart girl! We had a fun talk about what the DJ might have meant, but I was so impressed with her listening skills. As I train sales people, it always amazes me how often they fail to listen! The best way to sell is with your ears, not your tongue. The best advice I've heard … (2 comments)
sales: Benefits Sell...Not Features
- 12/15/08 01:16 AM
Life is full of lessons on how to run a successful business. Just a few days ago, for example, I was watching a salesperson at my local Gold's Gym take a prospective member though a tour of the club facilities. The salesperson either had not been trained on how to "sell", or he hadn't paid attention to his training. The parts of the tour I overheard included things like "here's the locker room" (obviously!), "the faucets and hand dryers are automatic" (duh!), and "the pool is right through here"... What could be more exciting that a salesperson putting his hand under an … (7 comments)
Business advice and useful information. Not always "on point" with mortgage lending or real estate...but that's BIG business, and knowing how to operate effectively is critical to success.
I was preparing to talk to a group of managers today, and I started wondering what makes a good manager. I'm not talking about the CEO of a company or an inspirational leader...just a good mid-level manager (although that's not to say managers can't be effective leaders, but there is a difference).
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