Selecting A Farm Area

Real estate is very territorial. Having a license to sell real estate in Alabama permits one to sell anywhere in the state but common sense tells us we can’t provide quality service from one end of the state to the other. A person can have license in multiple states but that doesn’t mean they can provide quality service from their home town. I live in an area that only a few miles separate Florida, Alabama and Mississippi. Some people hold a license in each of those states. You can’t sufficiently service a county, not even a city within a county.

Farming Works

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.” These two terms don’t encompass near as much as “Farming.”

Real estate is very territorial. Having a license to sell real estate in Alabama permits one to sell anywhere in the state but common sense tells us we can’t provide quality service from one end of the state to the other. A person can have license in multiple states but that doesn’t mean they can provide quality service from their home town. I live in an area that only a few miles separate Florida, Alabama and Mississippi. Some people hold a license in each of those states. You can’t sufficiently service a county, not even a city within a county.

If a person really wants to be successful in selling real estate, they should select an area of a city, or a subdivision to be their territory. They are going to farm this territory by focusing all their efforts on this territory much like an agricultural farmer tends to his crops. When concentrating on a small area, one can make it a priority to learn everything about that particular area. [Read more…]

How Is Your Prototype Working?

Is This A Prototype?

Is This A Prototype?

Prototype is a word that is not used much with the general population. Contrarily it is used daily in the manufacturing industry. As an example let’s take a thermal coffee cup and see how it came into being. Somebody had an idea about putting a cup inside another cup while leaving a little space between the walls of the two cups. Theoretically it would insulate the contents of the cup, keeping it either hot or cold. The insulation would prevent the cup from sweating when the contents are contrasting temperatures. The new features would make it more desirable which would increase sales. The cup would sell at a higher price improving profits. At this point it is only an idea; a theory that will make money when mass produced.

The first cup has to be hand-made. Two separate cups of the appropriate sizes will probably be turned on a wood lathe and then a handle applied later. The finished product is used to shape a mold that is made from a material that will be user friendly to the material of finished product. Molds are wooden, clay, metals, plastics, earthen soil, waxes and other materials. Once the mold is smoothed and fits properly, it is ready to use. [Read more…]

How to Get Your Clients to Call You

First it is imperative to have a complete consultation with a new prospective client as soon as you meet them. You are possibly entering into a business relationship so both parties need to know what to expect from the other party. You both need to know the preferred method for communicating and make sure each has the others cell phone number. If you wish to represent a person in buying a new home, you really need to know more than the basic number of bedrooms and the amount they want to invest. Both the agent and the buyer need to know how the other person feels about certain things. This has to happen before there is any semblance of trust which is necessary to have a lasting relationship.

Is she Calling You or Your Competition?

It is an eerie feeling when you have requested a prospective home buyer to return your call or to respond to your email and you don’t hear a word from them. What are you supposed to think? I can tell you from my experience that many thoughts run through your mind. You might wonder where they are, why haven’t they called, did I do or say something to offend them, are they talking with another agent, are they trying to go around me to save a commission? These are very legitimate thoughts because you don’t know these people and they don’t know you. You may have only spoken to them one time and then, for whatever reason, can’t seem to connect with them again.

Let’s evaluate our previous conversation with that particular prospective client. Exactly how easy did you make it for them to remember your name? Did you give them a business card or was that one of the prospects that you told you were out of cards? Did you give everyone, husband and wife, parents or friends, a business card or did you just hand one to the man. Did you have a meaningful consultation with the prospect so they fully understood the buying process?  Let’s look at a few ways to make it easier for our prospects to remember us and to contact us.

First it is imperative to have a complete consultation with a new prospective client as soon as you meet them. You are possibly entering into a business relationship so both parties need to know what to expect from the other party. [Read more…]

Pride of Ownership

You have a beautiful home!

You have a beautiful home!

Most people have some sense of pride in some or all aspects of their daily activities. Because of my religious upbringing, the passage in the bible referring to pride comes to mind.  I John 2:16 says, “For all that is in the world, the lust of the flesh, and the lust of the eyes, and the pride of life, is not of the Father, but is of the world.” I want us to examine pride of ownership as it relates to sales; specifically to real estate sales.

First let’s look at the important role that pride plays into a successful automobile sale. Auto sales people play on your pride from the time you drive on their lot. Why do we need all the extras; if it were not for pride? What if you went to an automobile dealership and told them you wanted to pay cash for a new car and the only extra you wanted was [Read more…]

If the Parrot Can….You Can!

Sales people, too often, do little things or say things that are in poor taste; they are annoying to a prospective customer. The consumer doesn’t honor you by telling you what you have said or done that was offensive to them. They just say nothing and you never hear from them again. At this point the sales person has a tendency to wonder what was wrong with the consumer. Why did they choose to use someone else? I didn’t do anything wrong. They must be weird or something.

Pay Attention to What You Say and Do

John received a parrot as a gift. The parrot had a bad attitude and an even worse vocabulary. Every word out of the bird’s mouth was rude, obnoxious, and laced with profanity. John tried and tried to change the bird’s attitude by consistently saying only polite words and playing soft music.

Finally, John was fed up and he yelled at the parrot. The parrot yelled back. John shook the parrot and the parrot got angrier and even ruder. In desperation, John threw up his hands, grabbed the bird and put him in the freezer. For a few minutes the parrot squawked and kicked and screamed. Then there was total quiet. Not a peep was heard for over a minute.

Fearing that he’d seriously injured the parrot, John quickly opened the door, and the parrot calmly stepped out onto John’s outstretched finger. He said, “I believe I may have offended you with my rude language and actions. I’m sincerely remorseful for my inappropriate transgressions and I fully intend to do everything I can to correct my rude and unforgivable behavior.” [Read more…]

Who Needs A Personal Coach and For How Long?

One On One Coaching

One On One Coaching

It is imperative that you understand we are referring to people whose career is in sales. With that in mind, this is the simplest question I ever have to answer. Since this is a two part question, I will first focus on who needs a coach. Everyone who aspires to reach a higher level of excellence should have a coach. All professional business people that is sincere about growing their business. Any individual who truly desires to excel in anything they choose to do; whether in sports, work, religion, or anything that is measurable; they need a personal coach.

Part two of the question can probably be best answered with one word; forever! I don’t mean for this to sound offensive, and if it happens to offend anyone, please forgive me for I don’t know of any other way to state it. It seems that only the already successful people comprehend the concept of personalized coaching. [Read more…]