Great tips for anyone trying to sell to an agent, broker or anyone. It is crazy what some companies do. I would add dont call 6 times in one day, I'll get back to you when I can if you left a voicemail.

Hey Joe!

Love the post!  You are right about everything here, except one thing I think.

What's wrong with spam?  I even wrote a post on spam a couple of years ago.

Just the very fact that you use spam in the post indicates how great a thinker you are.  Wondrous minds think alike!

Good to see your post!

Yes, sage advice here.  You know, I'm also not crazy about those that force their business cards on me.  It's poor form.  It's much more effective if the other person asks for your card (assuming they actually want it and are not doing it to end the conversation).

Joe- Well done. Demonstrating value is key. Great photo!

Cheers,

Tom

Oh yes, yes, yes to this post!  Those callers who disguise their numbers with a local number really get my goat.  I promptly hang up and block that number.  If I need something from them, I will call them.  Don't continuously call me with your recorded or robotic message!  Ugh.

These are great tips for anyone wishing to demonstrate their value -- doing any of the "nevers" or "don't's" is simply not going to be effective.

Philip, I agree. I could also never understand why some people think they have to meet with me over coffee or whatever to sell services to me that may take place far in the future or never. 

Irksome, obtuse. vexatiousness. That's just how I feel when I'm sucked in to answering a spoofed phone call, or a misleading email.

What makes them think after opening an email that starts with "Hey, I've been trying to reach you..." when this is, indeed, the very first email they've sent, that I would want to do any business with them.

Or they phone solicitation that starts: "Hey Alan!!  How are you doing?", like we're old friends...   'click'.

J.Philip,

Excellent post. It had to be featured, and I am glad it is. I am afraid, those who are smart, do what they need to do and usually do it right. Those who are not, well, it is difficult to explain, no matter how you try.

Right on Phil...so well said and I might just post this at my office!

Love it!!! You hit the nail on the head with this one.  All those related real estate professions should take notice.

J. Philip, thank you for this blog. Of course getting 100% agreement is unrealistic, but the core of your message is spot on.

Find the need. Present the value. Be prepared for the opportunity. Over deliver.

The rest of it is art. Some like Dali. Some don't. It is still art.

Have you noticed that Zillow and Trulia have stopped calling this month? Just saying. :)

We're in agreement on MOST of your list with the one exception of "drop by". Perhaps that's just a southern thing.  I can always make 15 minutes in my day for a drop by. And I've decided to give business to folks who stopped by a few times to discuss the value they brought to the table. I'm not always at my office when they pop by and that's a risk. But in the south pop by is pretty acceptable as a rule.

Beyond that I'm right there with you on every other point.

This post and host is the grey poupon of the Real Estate industry..

Spot on! 

and the one's that keep questioning whether you need more business! !! Even if I was thinking about their product, I would hang up.

Nice post.  Great list.

I am very committed to my vendors. It would be difficult to lure me away from one of them.

Phil, A pet peeve of mine is the email solicitation that has Re: in the subject line like they're replying to me on a conversation that I started with them.  Sorry, that to me is deceptive and you're starting off WAAAAAY deep in the hole with a tactic like that.

I have always felt that people need to earn my trust - I'm not anyone special, but I don't trust people right off the bat.  Relationships take time and many sales people don't want to bother with that.

I would assume if a guy is a shark suit comes to you and tells you that he know where your kids go to school, that will not influence you?

Good points. The lack of phone etiquette is unbearable.

Well said, Philip.  I'm not a touche feele type lady, and I recoil when people assume they can hoodwink me into doing business with me.  Do they really think I'm stupid?  Way too much of that going on...

Great rules to live by!

J Philip.  I wish I could print this out with your byline, format it all on a nice piece of stationary and forward it out to all the solicitors who just don't get it each and every day.  I had a street-level office and they found me.  I moved upstairs to a commercial building and they got past security, now that I'm virtual, they find me in other ways (including Active Rain!!!).  I do like it when they contact me on the phone though because I make them wait, and then I pick up and make them wait again, and then come back on and tell them to hold on for just a few more seconds and I'll be able to get on with them, and then I'll get on and say "sorry, I've got an emergency, I know what you're calling about - no need for you to call back.  Thanks!"

You know I ike this post and your approach to vendors.  I understand about loyalty and it is often hard to crack my list, but once you are there you are there, as long as the good work continues.  I can forgive occasional mistakes, but the overall work needs to be trending in the right direction.  

This was a very timely post, since I just got off the phone with someone who did several of the "don't".. Here's a few more to add..

Not identifying yourself or your company at the start of a phone conversation.

Saying that you wil be able to double my business, when you really don't know if I want to double my business or not (that reply always stops them dead).

And starting to ask questions about my business that are "none of your business" within the first 2 minutes of our conversation..

These people just don't get it!!   Dial tone and blocked caller is what they earn..

AAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAAA-MEN!!!

J. Philip Faranda - perfect post for my feelings as well.  Plus I have a new favorite word of the day. "Vexatious" 

When I approach agents I hope we have a connection early if not I am just happy to talk for a  few minutes and move on. After that it's just human to human communication with no expectations. 

Love this post! I just got a call from Zillow. Yes, I thought they would stop calling after our last conversation a few months ago, but they don't see to understand the two letter word, "NO".

Can I get an Amen, brutha! Those spoofed calls are now my new PITA. I just LOVE the BLOCK feature on my phone!

J Philip, I agree. They have to earn our trust and confidence. Thats doing  business the old fashioned way.

Good points, J. Philip Faranda.

 One of my favorite "not's" is the phrase, "After only one transaction, it pays for itself!"

Cheers,

David

Very good, Philip!

Love this post.  I get calls every single day from someone trying to get me to spend money on some program, or software that is poised to make me a Top Agent!  Really?  I thought it was all about working hard and smart!  I've been a Top Agent since 1998 and I didn't use their software or program.  Wrong way to start off. 

Well done Phillip! They have to earn the Know, Like and Trust before I will do business with them.

Good evening Phil. I have missed seeing you here. You are one of a kind and I am so looking forward to attending your swearing in as HUD Secretary.

Great post and many interesting comments, yet, I've discovered that regardless of what detours I install, I still get interrupted. The latest are robo calls using local phone numbers, so only after answering the call can I put that number on my auto reject call list. 

Very good points. I had to laugh at the photo you chose - Last winter my son was working in the city where Spam is manufactured, and as a joke, he brought home a variety of flavors I didn't know existed. Garlic Spam is sitting on my pantry shelf right now - one of these days I'll get the nerve to try it! 

I agree with every point!  In addition, the number of phone calls I receive every day from sales people is overwhelming!  As you listed, Show me the Value!

Notice how I am the only one calling you Joe?  And nobody else understands it!

I would like to add. Don't call me on my cell phone when I am with clients or any other time. Most days it feels like starting a real esate company or any other business is an invitation to other businesses. 

Great list of pet peeve time wasters! Once someone has made a bad impression, I may not remember  exactly how they did it but I do remember to avoid them!

I'm right there with you on "Demonstrate Value" - but would add "without forcing me to sit through a 15 minutes online demo or webinar before answering any questions I have beforehand."

Excellent post - - I hope that it is read by many of the vendors that approach us on a daily basis. I like Rob Hurst's comment. When I get the call telling me how they are going ot increase my leads I just tell them that after 38 years in the business I am trying to cut back and that what I really need is someone who I cna SELL my excess leads to.

You hit the nail on the head.  Multiple times.  

How very true.

One item I would add are those sales pitches via email where the sender forwards a copy of an email that they claimed to have sent several days earlier to me and thought that I might have deleted it or it may have gone to the spam folder.  Uh...no...you never sent it to me before.  Then they try the same trick on other people I know with the same emails.

I totally agree with 'ask me what I need'. That is the way to get someone's business. I often use that line with potential clients...what do you need? what else can I do for you? what do you expect from an agent?

Seems like you've been through it all...the good, the bad, and the ugly! These are some great reminders for us, as a moving company which serves it's community. Thanks for sharing your thoughts!

It's so true.  Each of us has developed relationships with vendors for products and services.  I don't hesitate to tell folks that, too.  When they call, I'll let them know that immediately.  Great post!

J. PHILIP FARANDA

I have to admit I have lost track of you at Active Rain.  I see you last posts were summer 2015.   I hope you are happy & healthy and a ton of business.