Boost Your Business With A SALESBURST!!!

Every morning, stand up, look in the mirror, smile, and say Thanks for the deal.

The only defense we have is asking questions.

Practice not ever answering a direct question. Practice asking questions.

The longer it takes you to call someone back, the less chance you have of

doing business with them.

Sameday call back is a very cheap way to differentiate you from the competition.

It makes you look organized and trustworthy.

If it is after hours, call back, leave a voicemail that says, I'm returning your call

from today, sorry I missed you, I'll call back tomorrow at 9:00am.

People like to work with organized, efficient people who work hard and follow-up

on time.

Bruce Lee changed martial arts by concentrating on speed. He changed the

art of physical defense.

If attacked he countered his opponents aggressive actions scientifcally.

If someone tried to punch him he figured their leg was closer to him than their

fist was to his face. His speed allowed him to kick their leg before they struck

him.

Every action you take should be determined by what the prospect says, not

what you want to say. Listen, make notes, and ask questions.

If you react and learn how to counterpunch, you will change your approach and

your sales negotiations will flow more easily.

Listen, breathe, relax, ask your question.

Sales success is landing where you planned.

Market profile who are you selling to.

Producer profile are you aligned with your audience

Access do you have admission

Affinity do you have knowledge of the market

Viability is the market big enough to allow you to thrive

Appropriate Activity What are the pertinent levels of action

Accountability are you capable of direct responsibility and anwerability

Enthusiasm is caught, not taught. You have to bring excitement and passion to

the table.

Next time you go to a restaurant, order "water, no ice"

Odds are you will receive a glass of icewater. People don't listen. They have

repetitive presumptions that have formed habits they need to change.

Have you ever had a waiter that didn't write anything down?

Write down what you want to remember.

Your retention level will impress your prospect more than anything else.

You must become accountable for your actions.

Every sales book addresses Activity and Accountablility

Never blame a prospect.

Blane is a responsibility, answerability, accountability or fault, to be the cause or

source of something, to hold responsible.

If you quit blaming, the immediate reward is honor and glory.

The secret is to act responsibly. Tell yourself each morning and after every meal

that you are a responsible, take charge person. Write RESPONSIBLE on your

screen saver and in your workplace.

Try to not blame anyone for anything for three straight days. This includes people

that drive slow, your spouse, your prospects, your children.

If you mentally blame anyone for anything start your three days over.

Email me when you accomplish this.

When you sell you always have to be thinking. You must think that you are a better

solution than your competitor.

That glass is half full. That is my glass.

If you are not closing deals you must try a contrarian approach.

If you can't change a prospects No into a yes, it's time to find another prospect.

If someone tells you they have decided on another agent use the wedding story. Your

daughter is getting married and five minutes before the wedding you find out her fiance

has a criminal record. Do you go ahead or do you pause to find out more information?

Everyone will pause.

Prior to a listing presentation, how much would you bet on yourself that you will retain

the listing.

You control the odds.

Onassis bet on oil supertankers.

Is a sale an art or a science.

If you picked science then the simplest explanation is the best answer.

Keep it simple stupid.

People appreciate simple explanations. If they understand, they will buy.

People need to know the price, the benefit and when they need to take action to acquire

something.

In real estate, always break the price down to a monthly or smaller amount.

What is your cost to stay in your current home?

When properly motivated, anyone can sell.

Always take immediate action after strategy.

Most salespeople will study and plan but not take action.

Strategy is your plan and tactics are your action to achieve that plan.

Take fast actions to determine if your plan is worthwhile.

The number of moves in a tic tac toe is 4-5 while the actual number of strategies is

huge.

Lack of action is why sales reps don't succeed.

We wait for the right time to ask for the order, there is no right time.

Two people are swirling ropes. When is the right time to jump in?

What are we going to do today? Make mistakes\

What are we not going to do today? Make the same mistakes twice.

Take action without worrying about being yelled at.

If you ask for the order a lot, your prospects assume you are used to hearing yes a lot.

If you want to remember something, write it down.

When you write down a grocery list, don't you usually remember it anyway?

Goal attainment is like shopping.

Visualize your goals in color.

QUESTIONING

Answer a direct question with a question

Is that you Rick? I'm home, how was your day?

What's your name? Bill What's your name?

We were trained to obey authority and answer questions.

In sales you are expected to think before you respond.

How many people are on your team?

If you call me I will return your call within 30 minutes.

Why is your company better than Prudential?

What do you like about Prudential?

What do you dislike?

Always try to find out more info than you hand out.

Always know something about your prospect, favorite team, where they were

raised, birthday, kids, spouse.

Prospects are always looking for a discount right before the close. You must be

prepared for this discussion. Add extras into your commission that you can

strip away.

How will you compare our service and response time?

Plant land mines against your competitor.

Every company has a weakness

Most companies cannot meet our marketing and response times.

Small firms are underfunded.

Non existence shuld place doubt in a prospect's mind.

Plant some doubt in the mind of the prospect about the competition.

Don't lie, if you do, you are planting a land mine against yourself.

Can I help you, no, I'm just looking

DOG's Cats, or fish

Animal, food, or a leash"

Asking, can I help you, gives you a response that neutralizes you with no

benefit.

Shirts, pants or shoes.

Rent or buy, lease or sell

SFR or condo

What do you like best about our firm, our marketing, our response time or our

longevitiy.

If you want the CFO, ask for accounts payable. Walk in through the shipping dept.

Call in the evening when the kids are home.

Always outwork everyone else because you can't count on being smarter, faster, or

luckier.

You can count on how many hours you work.

Have you deducted the tax benefit from your monthly payment

What is the rate of return you receive on your money.

Take in five deep breaths and spell RELAX on the exhale.

Do you want to be liked or respected, concentrate on being respected.

You need to remain likable but focus on the attributes within yourself that attact trust

and respect through assertive, take-charge behavior.

If someone is yelling at you listen for awhile, take notes and keep extensive eye contact.

After a period of time say " I apologize for any problem my system may have caused you but

if you could please not yell and simply describe in detail what the issues are, I will take

extensive notes and attempt to rectify any issues immediately."

The yeller wanted to set a tone, let them, and then inject calm into the situation.

Usually the notes you take do not match the reality you find.

Get yourself functionally organized by taking extensive notes. Functionally organized means

you have a filing system that nothing gets lost in.

Break all big problems into smaller ones.

Let your mind be your salesperson

Sales is like dating. Prospects form an instant opinion. Your first impression is key.

Don't think about rejection as a negative.

Describe yourself.....write it down

Describe your company.....write it down.

How would you describe Coldwell Banker to a new client who had never heard of us before?

Most people describe their company like a surgeon depicting a tumor on a lung

Would you do business with CB based on your description of it?

Coldwell Banker is the oldest and largest real estate company in the country. It specializes in

sales of upper-end properties.

Coldwell Banker is the fastest growing real estate company in the Saddleback Valley. It has

doubled its annual production over the last six months. It maintains the most advanced award

winning websites in the real estate industry. The professionalism and training of its realtors

coupled with its in-house legal team provides you with the expertise and security of truly

walking away after your home has sold.

What would you do if a Doberman Pinscher was 20 yards away at started running at you with

it's mouth frothing? Run? The dog is twice as fast as you. What part of your body would

the dog bite first? Your leg? Your Butt?

The best way is to assume a fighting stance, hold your left arm out in front with your left hand

dangling. When they lunge, drop your right hand, and punch them in the nose with your

right hand.

Your initial reaction in sales can be flawed as well. There is a big difference between

pleasing people and selling prospects. Meetings are negotiations not conversations.

You can achieve a 30 day sales quota in 21 days. It takes 21 days to break a habit but if you

don't know what positive actions to take for 21 days you screw up even worse.

Think of it as 21 days to migrate over to a new approach.

21 days gives you time to absorb the lessons necessary for you to achieve your personal

goals every month.

The most important thing is your attitude.

Remember when your parents said, you had better change your attitude and we mean now,

now is NOW

Every successful sales rep has gears. Each gear has a unique mind set.

The first week 1st gear

Get started up the hill. If you wait until Monday or Tuesday those days are lost.

Start on Saturday and plan your next months activities, review it on Sunday

Decide what time you are going to wake up, what you are wearing, where you are starting,

at the office or at home

On Monday your head must be totally in the present moment.

Tie up loose ends from the previous week. Select current customers to call that need to

make a change. Need not want.

There is little or no urgency in week 1.

This is where teams feel each other out.

Week 2 2nd gear

Plan on Saturday and review on Sunday.

Don't lose 50% of your Monday by not planning it.

Call and ask all your prospects for referrals.

Set some deadlines with your prospects.

Work earlier on Fridays.

Week 3 3rd gear Close week

Concentrate on writing contracts.

The third week of the month is the best week.

On Saturday and Sunday plan this week down to the minute.

you are now a machine

week 1 gather prospects together

week 2 massage these leads and drill down to find more exact leads

week 3 plan and concentrate on closing these people

UPS drivers run from their truck to the door. This adds fifteen minutes to their day.

Add 15 to each of your days and it equals 62.5 hours per year.

Take whatever your goal is and multiply it by 1.5. You need to do this in this market

to make your original goal.

Make a game of squeezing as many contacts into a day as you can.

Mark Twain said the definition of a sale was

Mark Twain said what is the difference between lightning and a lighting bug. The answer is

easy to understand if you write it down. Lightning-lightning bug. The difference is one

word, bug. You have to think because you could gain or lose a slae with one word.

Forget about thinking outside the box for a moment and sell the box.

Home runs are great but singles and doubles score runs too. Spend one afternoon

concentrating on singles.

My favorite gravstone said "I told you I was sick"

Always think of tying your prospect into your own network. Six degrees of separation.

This will allow to build stronger referrals and references

Google all your current prospects. The best references can be found within your

current prospects.

At open houses like trade shows, walk up to the visitor with a piece of paper in your

left hand like you are going to hand it to them. Right before you get to them, extend

your right hand, shake theirs, give them your name and ask for theirs.

The #1 issue in your business is Traction. Start selling and your business will change.

Traction is adhesive friction. You want to start moving forward so you can be pulled

instead of having to push so much.

Once you start moving forward you will notice new ways to get business.

Happiness does not depend on outward things but on the way we see them.

If you don't make mistakes, you can't make decisions.

If I lose once it is a trend.

Draw a rectangle on a piece of paper

View this rectangle as the boundaries of your business parameters.

Put a dot in the middle of the rectangle

Draw an arrow starting at the dot and go up to the edge of the rectangle

This is where most competitors are located

In the competitor marketing mins they have boxed themselves in

The competitors have not pushed you back.

We just stop competing at this imaginary level

What does a fish in the ocean see when it looks up?

It sees a mirror image of itself because it doesn't even know there is sky up above

the ceiling of water in inhabits

You need to push past the psychological boundaries inside your mind

Be Bold

Design a plan of attack that emulates the arrow pushing past the boundaries of

the rectangle.

Study your competition

Analyze their strengths and weakneses