Two things I have found amazingly effective in sales is building rapport and making the client laugh and chuckle. The rental process is an anxiety filled process for clients. They are under pressure and need to make a major decision that will impact where they will live for one or two years.

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At the Kentucky Derby the race is won by a “nose”. That is how close the number one and two horses are. However, the winning horse takes home 10 times more than the second horse. Does that mean the winning horse is 10 times better than the second horse.

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How many times have you had a client who after seeing the apartment says, “I need to think it over!”

What do you say to that? Puzzled? Scratching your head? What to do?

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Take it from the Pros…

“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
- Zig Zigler (motivational speaker)

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Clients don’t care how much you KNOW until they know how much you CARE.

In today’s marketplace the relationship does not end at the sale, it continues much after the sale. The clients decision to rent an apartment is a long term decision.

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If you visualize your goals as though you have already achieved them, you will increase your chances of success dramatically. Olympic athletes do this on a daily basis.

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As I began my long journey from complete failure in selling to millionaire success, I had a lot of self-image building to do. You see, I was the kid in school who was too shy to read out loud in class. I was more interested in playing sports and making mischief in high school than in studying. I dropped out of college after 90 days because it just wasn’t “for me.” When I did that, my dad told me,

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So the goal is 31 deals in 31 days. It’s the 6th of the month and things have started slowly. Here are results:

Ads posted: 102
Appointments scheduled: 32
Clients met: 23
Applications Submitted: 6

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Every day you wake up you have a choice. You can live an extraordinary life or an average one.

You can sit in a restaurant and wonder about what things cost or never look at the right side and just order!

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“The history of the human race is the history of ordinary people who have overcome their fears and accomplished extraordinary things.” – Brian Tracy

Actually, I made $126,223!

I had no prior experience in real estate and no family members or friends in the field. In other words, I had no special advantages.

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“The aim of life is self-development. TO realize one’s nature perfectly – that is what each of us is here for.”
- Oscar Wilde

I want to take a moment to address the kinds of things that can make it very difficult for someone to become a successful real estate agent. Specifically, I want you to know what you’re getting into and to really evaluate if this business is right for you.

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For most agents, including myself, it’s a struggle to meet 4 people every day. For a month like February that is 88 new clients when you consider a five and a half day work week. However meeting four people on the weekend is relatively easier.

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I showed a client 1 apartment that he did not like very much. In the second one he said that it was good. So I suggested that we go put an application. He said, “I’m a geek and I analyze everything, I don’t make instant decisions” to that I responded that it was very wise of him and that this apartment was not going to last and then I shared with him all the features that he liked about the apartment.

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1. Set an annual financial goal. Such as $80000, $100000 or $120000 per year. Then do everything in your power to make it happen.

2. Break the annual goal down into manageable weekly goals. $100000 sounds big! $1923 per week doable.

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I would like to wish all of our rental agents a very happy New Year! I am the new Media Manager here at OBE NYC. Gary Oberoi and I will be working together throughout 2012 and further into the future, so you can expect to see many more posts from me! I hope you are having a very pleasant Tuesday.

“Men are wise in proportion, not to their experience, but their capacity to experience.” – George Bernard Shaw

If you have a partner or spouse with whom you spend a considerable amount of time, talk to them about your ambitions in real estate. When you’re suddenly unavailable 65-80 hours a week, discussing it up front will help you

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“Taxes are paid in the sweat of every man who labors.” – Franklin D. Roosevelt

As an independent contractor it’s important that you think of yourself as a business owner, not an employee. As far as Uncle Sam is concerned, that means tax responsibilities are yours alone. It also means that you should consider commission checks

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A vision board is simply a collection of pictures of everything you want to bring into your life – an apartment, a car, a certain income. But the important thing about a vision board is that it be as specific and vivid as possible. Let’s say you want to earn $120,000 in your first year. Don’t use a sign that reads “$120,000.” Instead use a picture that equates to that

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40 Rules of Sales Success! P.2

21. Use testimonials.
The strongest salesman on your team is a reference from a satisfied customer. Testimonials are proof.

22. Listen for buying signals.
The prospect will often tell you when he is ready to buy – if you are paying attention. Listening is as important as talking.

23. Anticipate objections.
Rehearse answers to standard objections.

24. Get down to the real objection.
Customers are not always truthful, they often don’t tell you the true objection at first.

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40 Rules of Sales Success!

Concentrate on the fundamentals; 99% of all sales are made that way.

1. Establish and maintain a positive attitude.
The first rule of life. Your commitment to a positive attitude will put you on an unstoppable path to success. If you doubt it, you don’t have a positive attitude. A positive attitude is not just a thought process, it’s a daily commitment. Get one.

2. Believe in yourself.
If you don’t think you can do it, who will? You control the most important tool in selling, your mind!

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