Tuesday, February 27, 2007

Spring Training for Real Estate Sales Agents

Spring Training for Real Estate Agents
Methods to play in the field of dreams

I know, the economy is down, clients are difficult to deal with and your sales manager is asking – What have you done for me lately? So what is a sales professional to do?

Rather than worry about what is going wrong, work on your strengths and eliminate those limitations. Great sales agents are creative and innovative. Since now is the time to think about spring and most specifically Spring Training, it is a perfect time to do what the ball players do- go back to basics.

Three simple techniques that will improve your sales game include:

Running with Referrals
The greatest gift for any selling representative is a satisfied customer. To get you into the field of play, make a list of your 25 or 30 recent clients. Personally contact them. Make conversation and determine if you can assist in a professional or personal matter. Determine future needs and enact as a consultant, making recommendations. Once you have established good rapport, ask this question, “As I seek to grow my business, I am curious if you would not mind sharing the name of someone that might have a need for the value that I provide.” Do not be surprised when you obtain a sizable list of new referrals from one simple question. Simply put, the best way to grow your business and remain in the field of play is to ask for referrals.

Error Free Sales Presentations
Many sales agents focus on homes that people want. They focus on interior, exterior etc. Save time and aggravation- rather than focus on want, become a contrarian. Cast off the “have not’s”. Remember your last sales appointment? Do you remember riding around and reviewing 16 homes only to determine all the things the buyers did not like? Save time upfront and quickly list all the items that buyers do not like/want. This saves time and money and helps to focus on the home the buyer really desires.

Get in the field of play
Recent studies show that the difference between an Olympic athlete and a weekend warrior are not much. The difference between the two is simply a desire for excellence and an ability to believe in their creativity. And one other difference is the ability to practice and work each day in achieving excellence. To refrain from volatile sales dips, good sales agents must constantly be in the field of play, they must be visible. Athletic selling professionals take extra phone shifts; they network within peer groups and within rotaries and other associations for leads. Perhaps athletic agents write articles in local periodicals or teach classes at universities or community colleges. No matter what the athletic agent is one that rises like a phoenix and does the little extras for visibility, for their clients, and more importantly sales.

Sales success does not require home runs. However, consistently keeping your eyes on the ball, being in the field of play and catching errors are the ways to achieve success. Why not use some of these techniques during spring training to help focus your team and create your field of selling dreams.


Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.

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Monday, February 26, 2007

Winning Time Tips

The year has begun and everyone is off to a fresh start. However do you feel like the issues of last year never left? Are you frazzled with harrowed days and sleepless nights? Are you reacting to everything?

Did you know that the average human being in our society loses AN HOUR A DAY due to disorganization? Just take a minute to think about it -- that's more than 2 weeks each year!

Unfortunately, many of us sacrifice our time to disorganized habits -- shuffling papers, looking for lost phone numbers, hunting for car key, even on procrastination.

So my question to you is how would you like some of that precious time back? I know I do.

When the pressures of work get to you and you need to be in control of your time. Use the POD principle.

First prioritize your tasks using numbers and color coding. Red for Urgent, Yellow for Important but not urgent and Green for personal or not important or urgent. You can place your list on a piece of paper or simply obtain colored manila folders to organize your work.

Second, organize the list in numerical order what comes first. Place a number on the top of the paper of the task the number in chronological order and importance in which you need to complete the task. The trick here is to have no more than five items in each color group or a total of 15 items in one day; this is simply because you will not have the time to complete them.

Finally, either delegate or ditch items that you physically or cannot get compete. You can control how much you handle simply by delegating it or throwing it away.

A famous quotation for you to remember is “The effective person does the important things first. And has less urgent battles and crises that arise!”

In addition to POD here are some additional items to make your day go smoother:

Live in a day tight compartment. – Accomplish only what you can do and do not carry over issues, tasks and frustrations from day to day. Once it is done let it go!

Develop a sense of urgency – Begin doing something anything by not procrastinating but simply by getting something on your priority list complete.

Know when to say “NO” – Possibly the hardest concept for most to grasp. Say no when you are overwhelmed and cannot meet a commitment. Peers and colleagues will value your honesty rather than get frustrated over your consistent delays.

TRASH email and voice mail – An acronym for Toss, Refer, Action Now, Store, and Halt. Email and Voice Mail can be controlled. Make time at the beginning and the end of the day to answer new messages and if possible delegate messages to others. Do commit to treating electronic media similar to other tasks; red for urgent, yellow for important and green for personal or not urgent or important.

Commit yourself to writing down daily goals. – This is a Must. For you to go through your day as smoothly as possible and with a road map you must have a goal, a purpose a reason for using the day. Take a few moments each and every day to establish goals and objectives that will get you to the finish line!

Turn your “should’s” into “MUSTS.” – Do not say I should do this or I should do that because you make excuses why you should not do it and ultimately should all over yourself. Rather be a change agent by using action words and phrases such as I must, or I am so that you begin to take action on the tasks and goals that lie ahead.

To feel like a winner and get control of your time you MUST change today. You have to feel that you can accomplish anything that you set your mind on. When you start to use these simple techniques, you accomplish anything and have more time to enjoy life.

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Sunday, February 25, 2007

Little Thoughts of Hope

We’re all very good at creating negative thoughts and patterns. These come in the words that we use these, now are behaviors and he’s come from thoughts. One way to gain yourself doubt is to bombard your subconscious mind with new thoughts and images. You simply must stop the “Pitty Pot” and learn to move forward. Stop letting the negative energy drive you. Rather let positive thoughts and emotions drive you to a new destination.

You might say stopping the negativity especially when it is all around you sounds easy. You might even say that nothing good is happening in your life currently so therefore it is impossible to have positive affirmations. This is simply untrue. If I constantly felt that my life would never change and that my father would continually be until perhaps he killed me that would halt my life. If in fact I felt that I would never get on the other job opportunity, or even change my career I would not have the balance in my life and a loving family. The only thing that controls that difference between where you are and where you want to be are your emotions and your ability to stop negativity.

I know many people with stage for cancer and I know the five year old that is in dire need of a bone marrow transplant. When in the same room with these people one would never know that they suffer from life threatening ailments. Why? They use affirmative statements that stop the pain and suffering and make them live in each day as if it were they last. I am not diminishing your pain and suffering but I am trying to establish a method for you to see things differently. Here are some methods to help you to reach a more positive state.

1. Live in the present. If you have a dream and you want to accomplish something then describe what you desire as though you already have it as if the dream has already been accomplished. When I first got terminated and I dreamt of becoming a professional speaker my original statement was
“I’m going to be a professional speaker.” I simply change the formula by living in the present. The statement that in the present was changed to “ I am that Tony Robbins in my market.”

2. The affirmative. State your affirmations and the positive. Your brain does not do well with negative comments. When you talk in the negative it becomes that. When you speak in the negative you’re simply affirm your fears. End your negative thoughts by becoming more positive. Rather than say “I will never make enough money.” State the obvious, “I have more money than I have ever dreamed of”.

3. Use power words. Words are as important as the affirmations that we use. If we want to change our lives we need to select words that allow was to expand our level and create positive results. Words shape our beliefs, and they create action. Alternatively, they create inaction. I have found over the years that words that are used this and power me and create self doubt.

4. Change your state. Self doubt stems from an not only our vocabulary but our state. To illustrate my point imagine for a moment the body language of a homeless person. Picture that homeless person lying on the street, with dirty clothes, situated in a corner of a large building. They are cowering and have a sad sullen look on their dirt speckled face. You can see the sorrow; you can visibly see the pain and the suffering.

5. Visualize the Result. Visualize what it would look like if you reached your pleasure without the doubt. See things are you want them to be. Picture yourself in the dress, in the car, with the boyfriend, etc. Create the feeling in your head as if you were all ready living the dream.

6. Belief in the Lord. For those of you reading this book with a belief in God, I have found that this is also one of the best ways to end self doubt. Many years ago I was lost in my journey until a friend of mine gave me a sentiment piece with the inscribed words, “Be Still and Know”. "Be Still and know that I am God" (Psalm 46:10) is one of my favorites. It reminds me to let go and trust God to do God's will.

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Saturday, February 24, 2007

7 Secrets of Selling Success

Have you every wondered why you are not making enough money? Have you ever gotten to work and wonder why the sales professional next to you is admired? Do you believe it is fate, dumb luck or fortune?


Are you tired of being second person on the sales team? Do you want to know what the differences are between top sales representatives and you? Are you interested in becoming number one?

If so, I can tell you that in my many years of sales consulting and training I have seen good and I have seen great sales professionals. For me, the differences in the two types of individuals come down to seven very specific, very finite and very important qualities.

For the first time every in public, I will share these seven concepts with you. I promise to give you the keys to these important areas if you promise to use them and tell me that they have made a difference.
1. They are organized

Great sales people are extremely goal oriented and good time managers. Goals are the drivers of effective sales professionals. They assist in providing a road map for guidance as well as success.

Harvey McKay the author of “Swim with the Sharks” once stated that goals are nothing more than dreams with a time frame. Yet for successful sales professionals their dreams become reality.

Sales people know how many people to goal, how many appointments to make and how many items they need to sell in order to exceed not make quota. Believe it or not, money is not the success factor of a great sales professional, it is the achievement of goals.

Sales professionals because of their goal orientation operate in blocks of time. In fact, good sales people spend 65% of their time in front of customers and the remainder of their time on travel, business reports, phone follow up and writing orders. Further sales professionals are not driven by a clock, they keep going to accomplish their mission and stay they plan until they meet their objectives. They believe that sales is a twenty four hour process.

Lastly, sales people do not procrastinate, they are so well organized they understand how much time to devote to an item and how to delegate non sales related and no customer activity.
2. They have a plan
Are you familiar with a business plan? Do you know how to begin one? Do you know its importance? I can tell you successful sales professionals do. And successful sales professionals use business planning for their entire career.

Following upon the goals and objectives, sales professionals plan every call, perform a strategic analysis of their territory and operate their activity like an entrepreneur operates a business.

Planning serves two crucial purposes: It requires you to fully flesh out your strategy for getting from Point A (startup) to Point B (your goals); and it assists you in acquiring the commissions you seek.

Sales business plans vary, but most include at least these major sections: · Introduction and executive summary, and an in-depth description of the territory and the industry you serve. A market analysis, including the estimated market size, trends, and your sales projections.
Further, successful sales professionals develop a marketing plan "If you build it, they will come" makes a catchy bit of movie dialogue-but as a marketing strategy, it's a recipe for disaster. To make your phone ring or those online orders roll in, you need focused marketing tactics to identify your best prospects, reach and intrigue them with messages that cut through the competitive clutter, and educate them about your product or service.
3. They consider time their most valuable resource

Simply put successful and motivated sales professionals do not procrastinate. They use time as the tool to keep them focused and honored to their commitment to meet revenue and customer expectations.

Successes come from not wasting time and from blocking in areas of the day to accomplish tasks aligned with the business mission and revenue goals.

You will not see successful people cajoling at the water cooler, chatting on the telephone with friends nor wasting time with many administrative tasks. These folks plan their work and work their plan. I am not saying that they do not have fun they simply consider time work and a time to play.

Essentially, sales professionals in this category are the CEO’s of their destiny. They operate their desk as an independent business, focused on profit and horrified at loss.
4. They know who their customers are
Know thy customer, is one of the most important rules in the sales game. Good sales professionals not only know where to find new clients but who they are. By this I mean are they of a particular industry, a specific set of companies. Are they of a particular title? Do they have the veto power or do they simply influence a sale.

I will tell you that good sales people speak mostly with decision people. They will not waste time on a influence or a person that recommends. These sales individuals understand how to call high make a presentation and how to get the sale.

By the way the above does not occur by luck, sales professionals create a systematic game plan that identifies customers and how to find them.

One other worthy note sales professionals always read up on their customers to understand competitive, marketplace and industry issues.
5. They know where to find their customers
Successful sales professionals do not make excuses. They do not ask the marketing department to advertise for them and they do not ask someone to make new calls for them. Good sales professionals understand how to be a detective. They know how, where and when to find customers. They do not banter, barter or babble, they remain focused in their mission to achieve success.
So where do successful people go to find new customers, how about their present customers? First you must get a copy of the annual report. Read the information to determine what type of products the client is developing. Understand the competitive landscape and how your product or service can thwart competition. Learn about the competitors for new business opportunities.
When you obtain the report, read the president’s message, the financial information and lines of business, Try to understand where your products fit within the organization’s umbrella. You might discover a new area that can benefit from your service. Second, look at the firm’s WEB site and review it for updates to the annual report, look for business climate changes. And, look for the anomalies in business so that your product or service can resolve the issues. Finally, ask your current contacts. It baffles me that over 92% of average sales people never ask for a referral. However, 98% of successful sales professionals always do.

Read the newspapers and press releases for the most current business information. Determine from your readings how your service or product can assist potential clients during good times and bad.
Further, it is imperative to use the most widely accessible resource at your fingertips-the Internet. There are voluminous resources available such as www.factiva.com, http://interactive.wsj.com/, and www.nytimes.com. And the numerous portals such as Alta Vista and Yahoo are constantly providing real time business content. Review any of these sites to gain quick and up to the moment access on your prospects.
The sales person that does their homework and studies the customer and the changing landscape will learn how to quickly adapt to market conditions by finding solutions to customer issues. By becoming one with the customer and understanding their respective business you become a reliable business partner for today, tomorrow and well into the foreseeable future.
6. They know the sales process
Graduates of Dale Carnegie, Sandler, Wilson Learning or a graduate of my sales course, recognize that a sale is a process. Successful sales professionals understand that you need to know how to conduct the following:
1. Prospect
2. Qualify
3. Provide Interest
4. Gain Conviction
5. Conduct Demonstrations
6. Handle Objection
7. Know how to close
When you understand the process, a sale and a prospect becomes easier to understand. Destination recognition in the process enables successful sales professionals plan better strategy and close more sales. Yes, this step is part of the planning step mentioned earlier in the article. As you go through the sales maze it becomes much easier when you understand the which area you are presently in to assist you in getting closer to the end.
7. They stay motivated
When conducting motivational sessions I often use the word moxie to assist my clients to get through difficult situations. I believe that you must have moxie to get you through the trials and tribulations of sales. Successful sales professionals know how to ride the “roller coaster.”
You will face challenges, you will encounter hurdles, but you must have faith in you, and faith in your Creator to reach your goals.
To give you motivation on sales watche the movie “Rudy.” Moxie and gumption is threaded throughout this classic tale. Rudy Ruddiger’s dream was to play football at the University of Notre Dame. He was focused, he was determined and he played football because he was motivated to reach his destiny. You can too, just stay on the path!
So you want to be Successful
I hope by now you are ready to begin. Commit to your boss, to your job, and to being the best you can be. Identify with the client, determine their wants and needs and then develop a plan to help them. Commit to everlasting improvement for yourself—set goals, think of new ways to deliver better customer service, determine how to plan your next sales call, understand your customer behavior.
Whatever you do, please do not wait. Successful people do not procrastinate and you read this article to improve so begin now! Or call me and I will get you on the plan to success.

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Friday, February 23, 2007

Split Second Selling Book Review


Split Second Selling
Drew Stevens PhD




Why read another book on selling? Simple. Today’s client is more informed more sophisticated and has more access to information. Selling professionals today need be keener to fulfilling the needs of the client by offering value, and most important trust. More important, the selling process has changed and must now be aligned with the overall business process. Sales forces are much too tactical. In the increasing age and rage of globalization and the internet, competition rises. Assisting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Present organizations must sell smarter not harder.

Customers are seeing right through the selling representative and deplore the selling approach. Sales representatives are myopic to the needs of the organization focusing only on the “product/service” of the day. For many firms a client obtains mixed messages and misunderstands the message of your organization. Rather than use your existing lines of business, clients turn to your competitors. This loses your bargaining power, your client value, and positioning. The solution lies in adjusting to your client by offering measurements and value.

Clients need to understand value as it equates to return on investment. As shareholders continually question performance and expenses, calculated returns diminish consternation. Helping clients save time, money, resource focuses on bottom-line performance and instills customer value.

Split Second Selling will show you how to increase your sales and align with customer value. Based on over 26 years of research and experience, Drew Stevens provides a simple and easy to use formula to get you from the starting line to the finish line. Drew has condensed the myriad of selling concepts and ideas into a simple and easy to remember formula known as PRACTICE™.

The PRACTICE formula takes the selling representative from tactician to strategist. Strategy creates value and commissions, tacticians create competition. Athletes practice to strategize their game plan through repetition. The selling profession emulates athletics. Strategies and efficiencies are creating by practicing sales! To get finish line results and higher commissions, you must PRACTICE every day! And similar to the athlete, repetition is the key to individual success.

As Mohammed Ali once said, “It's the repetition of affirmations that leads to belief.”

The seven steps of PRACTICE are:
Planning – The most vital process for any successful sales professional. Sales professionals must plan each call and be prepared to offer prospective clients all the essential information.

Rapport – Building rapport is one of the largest hurdles for any sales representative. You have to get to know strangers. You must always discover new ways to connect to people and help them resolve their issues.

Attention – Buyers today are distracted by email, voicemail, the internet, remote controls, cell phones, etc. Sales professionals must rise above the din to be heard. And, more importantly, you must keep the buyer’s interest in spite of the multiple distractions that are clamoring for their attention.

Conviction – Each call must be customized with the tools and techniques that can truly reach the buyer. Items such as testimonials, statistical studies, charts, graphs, and schematics are just some of the items you will need.

Trial Close –The only way to determine if you are in line with the prospects’ wants and needs is to ask. Many sales professionals don’t.

Interest – If you want someone to buy something from you, it is necessary that you interest them. This means using tools like rapport-building and fact-finding to determine if there is alignment between the prospect’s interest and the perceived value.

Close – Never forget to ask for what you came to obtain. Closing is one of the most vital steps in the sales process. If you do not close, you do not make any money.

Education/Enthusiasm – Selling is a unique business. Your interest or lack thereof will illustrate itself during every presentation. And your enthusiasm must reign, even though you will get much rejection in the sales game. Sales professionals can learn something with every call or presentation. Always have an open mind and be learning, and you will gain much.

Split Second Selling not only includes selling techniques and procedures but also includes ideas and principles that will help you to add to the quality of your life and your career.

Split Second Selling will illustrate how to:

Identify client needs easier
Become more efficient and productive in the selling process
Enhance customer relations
Understand the role of today’s sales professional
Improve your ability to communicate with others

Pick up this book and begin using it now! Let it illustrate how to create confidence, enthusiasm and passion for selling. Let the book become the catalyst that provides a path to finding the decision maker, the ideology to convince your prospective buyer, the mechanism that defies objection barriers and the structure that clearly sends you straight to the finish line! There exist a host of assets in this book long before you finish reading it. These ideas are meant to provide split second results!

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Thursday, February 22, 2007

Power of Positive Selling

There is research and some text to illustrate that politicians and selling professionals share similar characteristics. “Research for a forthcoming book on selling illustrates that sales representatives and politicians especially the new congress and incoming presidential candidates can learn something from each other”, states Drew Stevens PhD of Getting to the Finish Line an international management consulting firm with expertise in selling and customer service. “My initial research illustrates that there are seven main factors that assist each with their expertise,” he adds.

Charisma – The best selling professionals and politicians are charismatic. The best selling politicians of all time are Clinton and Kennedy respectively and the best selling representatives are Zig Ziglar and Donald Trump. Charisma attracts buyers and followers.
Relationships – Politicians and selling professionals hold a large base of relationships and contacts. They remain in constant contact with these individuals in good and bad times and whether services are needed.
Passion – Selling professionals and politicians have passion for their work. Voters and buyers disdain apathy. The best speak with conviction, with honor and love of work.
Risk – Each love to take risks albeit when and where appropriate. Each will take a risk to honor and serve their base.
Amiable – The best are good orators as well as easy to speak to. Each is pleasant with a peaceful demeanor and relates well to their respective base.
Language – Admittedly selling professionals by nature have the gift of gab, the lexicon of politicians and sales persons is wonderful. Solutions learn a new word each day!
Knowledge – Interestingly, both conduct incredible research to understand markets, trends, industry, consumers, constituents, etc. The prepared person is always ready to handle change.


Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.

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Wednesday, February 21, 2007

4 Business Success Factors

Many of my clients are either small to medium business owners (5 to 150 million in annual revenue). My focus in working with them is in the areas of profits and productivity. These hard working ladies and gentlemen have may aspirations- one of these is while creating profits for the company is making a high level six and seven figure income. The question then remains, how?

In my many years of sales and entrepreneurship, I have become knowledgeable in the four vial areas of success. These include sales, marketing, financial and personal processes.

My belief is that in order to run a profitable, successful and lucrative business all four processes must share equal time and attention. Business owners must focus on these four aspects to create success and most importantly must have others in the company understand the importance of these as all become completely entrenched in sharing the mission, vision and pragmatism of the company.

To begin, a sale is perhaps the most crucial element of any firm. Without sales nothing happens, the lights do not illuminate, phones do not chime and computers do not buzz with necessary content to create business inventory. An owner must concentrate all outbound efforts on creating the necessary communication to produce the necessary revenue to operate a profitable firm.

The second critical element is marketing. There tends to be confusion between sales and marketing. With sales owners are aligning products and services with the wants and needs of the prospective buyer. Marketing is the essence of the message and how you communicate your services to indicate to potential buyers that your product exists.

The third critical element is financial. Give anyone money and they can easily spend. Business owners can either be too frugal or spendthrift. Successful people understand the importance of balancing this. Great business owners understand money must be invested in sales and in marketing so that the public is aware of your offerings. Business owners must spend money on advertising and promotions or on lunches and presentations so that potential clients understand how your product or service meets the need. Yet while money is invested in these vital elements money coming in from sales must also be invested and most importantly saved for future use. Business like much in life is cyclical and business owners understand the importance of riding the volatility curves of business cycles, economic turbulence and buying trends.

Our last process element is as important as the other three. The personal process is about you. The personal element means creating balance in your life. You must gain time for family, time for your creator, time for education and civic duties or however you want to spend time on you. The hardest part of ownership is breaking away from the conundrum of business and providing necessary “downtime” for you to rejuvenate and recharge, doing so enables you to remain passionate, remain persistent and remain powerful in staying the course for success. Achievement is not only about how much money you bring to your wallet but the passion and commitment you make to you.

While many owners are seeking a magic bullet or a secret to success it will surprise you to learn that it does not exist. Balance, commitment and consistency are the true keys. Committing to equilibrium in sales, marketing, and financial and personal gain you are guaranteed success in your business and perhaps the millions that keep you awake at night!

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Tuesday, February 20, 2007

Welcome

Drew Stevens PhD helps organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.

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Posted by Drew Stevens at 9:35 PM | | Comments