Commit to Action

Before going to bed each night, write down five things you must do the following day in order to advance toward your goals!

“People with goals succeed because they know where they are going… It’s as simple as that.“

— Earl Nightingale

One of the most important distinctions between an average agent and a champion is the way in which each handles rejection. To succeed as an agent you need to embrace rejection and recognize it for what it is – a necessary stepping stone to success!

Read the rest of this entry »

The entire process from inception to conception must be built on systems designed to bring out the best in candidates and help us qualify, quantify and hire the best among them. Once the systems and sub-systems for this goal are established,

Read the rest of this entry »

Even if you’re brand new to selling, you will have likely hear this one from clients. Nearly all of them say it. Some may use differenet forms such as wanting to shop around or look for a better bargain but it means the same thing. It’s nothing more than a little sign of fear on the part of the buyer.

Their fear is twofold. One fear is that they’re making a bad decision. The other is that they will part with too much of their money for what they’re gaining in benefits. Either way, they’re telling you that they do want your product. Your job is to calm those emotional fears and help them to rationalize the decision.

Begin by agreeing with them. Say, “That may well be true, Jerry. And after all in today’s economy, we all want the most for our money. A truth that I have learned over the years is that the cheapest price is nto always what we really want. Most people look for three things when making an investment (or purchase).

1. The finest quality
2. The best service
3. The lowest price

I have never yet found a company that could provide all three–the finest quality and the best service at the lowest price. I’m curious, Jerry, for your long-term happiness, which of those three would you be most willing to give up? Quality? Service? Or, low price?”

Rarely will clients want to skimp on quality or service. What you’ve done with these words is to remind them–in a kind and gentle way–that you get what you pay for. This reinforces the benefits you’ve already discussed with them as being of tremendous value. This should put a little doubt in their minds about the quality of product and service they might get elsewhere while trying to save a few dollars.

“The most important thing is not which system you use. The most important thing is you have a system!”
– Zig Zilar

Chaotic, haphazard, disorganized – would you prefer to describe your business practices in these terms?

Dr. W. Edwards Deming is the American statistician who is credited with bringing quality business

Read the rest of this entry »

Paperwork!
No one in sales is fond of paperwork. For most salespeople paperwork needs to be filled out and sent in. We have to do this too, but a larger amount of our time involves chasing clients for paperwork needed to go ahead with the lease.

Read the rest of this entry »

“If you hear a voice within you say ‘you cannot paint,’ then by all means paint, and that voice will be silenced.” – Vincent Van Gogh

There is no one in the universe like you. Your skill sets, character traits, and talents are unique. We all have our strengths and weaknesses, but your inner power lies in giving your attention to your strengths

Read the rest of this entry »

It’s the “why”, not the “how” that matters.

If I put a gun on your loved one’s head and said to you that unless you do a deal within 48 I will pull the trigger. Guess what would would happen? Every one would do a deal. It’s not “how” a thing is done but “why” a thing is done that matters.

Read the rest of this entry »

Does that sound like an exaggeration? In the realm of human experience, words have incredible power. They can inspire, entice, endear, or enrage. Words convey ideas, instill beliefs, and form the intricate weave of relationships. Words or phrases that

Read the rest of this entry »

Once you master conscious word choice, you will greatly improve your ability to control and command the client relationship!

When dealing with clients, your enthusiasm and positive energy should flow from you and into the very air your client breathes!

Read the rest of this entry »

Your primary goal when working with a new potential client is to get them to like you, trust you and want to listen to you. That’s the absolute most basic foundation of all of my training. The reason you take the actions and use the words I teach is that they’ve all been designed and proven to make you likeable, demonstrate trustworthiness, and say something worth listening to.

Read the rest of this entry »

“Advertising isn’t a science. It’s persuasion. And persuasion is an art.” – Bill Bernbach

What makes a great classified ad? First your ad must appeal to the reader, be clear and concise, and it must produce the desired results. The recipe for a well written

Read the rest of this entry »

“I cannot afford it”
“I need to think about it”
“It’s too far from the subway”
“It’s on the 6th floor, I want something on the first or second floor”
“I need to speak to my roommate”

There are no sales without objections.

Objections indicate interest.
When a client starts to object,

Read the rest of this entry »

1. Be completely prepared.
2. Involve the prospect early in the presentation; make them feel like they’re on your team.
3. Have something in writing. An article about your company or product from a

Read the rest of this entry »

• He has been going along at a certain pace and suddenly speeds up or slows way down. (He’s either thinking through the final decision, or he’s getting excited about the apartment!)

• He suddenly starts asking lots of questions. (Questions indicate interest. The more specific they are, the better!)

Read the rest of this entry »

Closing starts from the very first moment a client hears your voice. In fact, you must focus on closing during every link in the chain – the phone call, meeting, showing, follow-up, etc… Every single time you interact with a client you need the same level of

Read the rest of this entry »

I am occasionally asked by new agents what is the secret to making $100000.00 their first year in rentals.

FOUR

I cannot think of a more appropriate answer.

Read the rest of this entry »

The secret is not how soon you can master the skills of selling. The secret is how soon you can master your SELF.

The struggle is not out there, the struggle is within.

Read the rest of this entry »

While it’s always a good idea to be dressed professionally, being overdressed can make your potential clients feel inferior. This raises their defenses about wanting to buy anything from you. On the other hand, showing up drastically under-dressed for your potential client’s environment may cause them to dismiss you as not being serious about your career.

Read the rest of this entry »