I am referring to a territory that a sales person will work within the boundary. This is considered their farm. Let’s narrow the field and focus on real estate sales. Farming is an older and more complete term for prospecting for new clients to work with. A few years ago the term “Prospecting” was replaced with the term “Lead Generating.” …
You Can Have Anything You Want if You…..
I can personally guarantee that someone who read this, if not a lot of people who read it will totally disagree with this statement, “You can have anything you want if you want it bad enough.” Even if you disagree, the statement is accurate 99% of the time. We pretty much do what we want to do all the time. …
The 3-Foot Rule
Given where I live you might jump to the conclusion that I’m referring to alligator hunting or something so I will clarify the topic quickly. The 3-foot rule is specifically for real estate sales people. It simply means that you should talk real estate to every person that comes within three-foot of you. I have also been teaching this technique …
More Alabama CE Requirements for 2014
It has been less than two weeks since our CE deadline for 2012 and I’m already looking forward to 2014? Yes I am but for different reasons than you think. Real estate agents are the worst procrastinators I’ve seen in all the industries I work with. Alabama law requires only 15-hours of continuing education for each licensee in order to …
The Hardest Nut to Crack
If you are a real estate sales person, the hardest nut to crack in your career is that of self-discipline. Since you are an independent contractor and own your own business, your days are filled with making decisions that affect the success of your entire business. Your ultimate goal is to perform tasks that produce income and to not let …
The Way We Dress Tells A Lot About Who We Are
A sales person must always put their best foot forward. That is they must be on top of their game at all times. It is not only expected, it is mandated by the consumer. Just exactly what does the consumer expect from a sales person? They expect the best services that can be provided at absolutely no cost to them. …
Coping with Anger in A Sales Transaction
Anger is expressed in many ways. I wish I could tell you when it is formed and the exact cause of it but I can’t. It seems that anger is stirred by the minutest things these days. Is it possible that modern TV programs and movies promote anger to be expressed rather than kindness and humility? I know from experience …
Establishing Relationships
People buy retail items from total strangers without giving it a second thought. Generally the sales person is only collecting money for goods they have. It requires a minimum amount of trust. With very expensive items such as cars and jewelry, buyers are a little more skeptical and even distrusting. People buying real estate are in many cases, making the …
Why Salespeople Should Smile
In my training classes I teach people the importance of smiling and I’m always interested in the facial expressions of my students during my presentation. Much of the time most students will have a blank look on their face; which tells me they don’t believe what I’m saying. When I entered the sales field in 1969, my brother told me …
WHAT ARE YOU DOING TO INCREASE YOUR INCOME?
This is a question everyone should ask themselves every day. For those in sales, especially those whose income in totally commission based, it is essential to address this question many times a day! I am currently a personal coach to many real estate agents, to help them reach their desired financial goals. When they first contact me, inquiring about coaching …
- Page 1 of 2
- 1
- 2