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2007-02-16 17:39:00

7 Real Estate Sales Tips to Stay on Top of the Game

Joe Klock, Sr., CRS, CRBSales Tips from Joe Klock, Sr., CRS, CRB

Joe Klock is the author of an upcoming 432-page collection of sales tips. World renowned trainer Tom Hopkins says,

"The wit and wisdom of Joe Klock is a great tool to lift you up as you face the daily challenges of the wonderful world of real estate sales."

The following is a sample of Joe's tips.

Tip #1. Review Your New Year Resolutions

It is never too soon or too late to review your New Year resolutions. If, in doing so, you fail to see any progress toward those goals, now is the perfect time to either rededicate yourself to achieving them, or replace them with more realistic targets. This much is certain: You'll never have an earlier OR better opportunity to make it happen!

Tip #2. Have a 'Stress Rehearsal' Before Show Time

Before the curtain goes up on a difficult listing or contract presentation, take a tip from the folks in show biz and put yourself through a "dry run."

Make a list of the obstacles you're likely to deal with, including the actual words the customers are likely to throw your way. If possible, ask a friend or friendly colleague to play the customer role and test various responses until you come up with those that are most effective and comfortable.

If you have to "go it alone," find a quiet place, preferably before a mirror, then read the customer's "lines" to yourself and respond to them out loud. Either way, wind up the "stress rehearsal" by vividly imagining yourself sailing through the appointment with poise, confidence and a positive expectation of success.

Win or lose, when it's "show time," you'll go on stage feeling that you've already lived through the experience before, and only the customers will suffer from "opening night jitters."

Preparation is the sworn enemy of stress, whether before the footlights or on the firing line!
 
Tip #3. Catch Him ... And You Can!
 
If you're NOT worried about identity theft, skip this item and hold on to your rabbit's foot instead.  If it does trouble you, as it should, check out an article in  the January/February, 2007 edition of The REAL ESTATE
PROFESSIONAL, written by Frank W. Abagnale.

In case that name doesn't ring a bell, his real-life story was the basis of a hit film entitled, "Catch Me If You Can." The author, as a young man, cashed $2.5 million in fraudulent checks, clearly qualifying him as a master in the art of the scam.

In his REP essay, "What Every Real Estate Professional Should Know About Identity Theft," he lists critical steps that should be taken to avoid the predators who are eager to masquerade as you and relieve you of your assets.

Tip #4. Mail Bonding Makes for Lasting Relationships

Old customers, either as repeat business or a source of referrals, are potentially the greatest source of your future income, so failing to keep in touch with them is a major no-no. You can't personally visit or telephone everyone in all your spheres of influence to maintain frequent contact with them, but there's no excuse for ignoring them.

One easy and inexpensive way to get the job done is with a home-made newsletter, sent as often as you have information to impart that might be of interest to them -- market trends, recent sales you've made, maintenance tips, pending legislation and tidbits from publications they might have missed.

It needn't be anything fancy -- just you talking to them in print much the same way as you would in person -- but keep it short and punchy!

If you have your customers -- and prospects as well -- on an e-mail list, address your newsletter to an arbitrary e-address, then send blind copies to all of them. (Make sure they ARE blind copies to respect their privacy and protect your exclusive access to them).

If you don't already have an e-mail list (shame on you!), start building one right away and, meanwhile, send your newsletter via snail-mail, including a request for their e-addresses. Our newsletters go to thousands of subscribers with a few key punches and cost us no more than it would to send them to a single recipient.

You can't beat the system for top-of-the-mind awareness at an unbeatable bargain price.

You CAN, however, miss the boat by neglecting to launch it!

Tip #5. How Do You Do?
 
If (but ONLY if) you're really interested in knowing how you rate with your customers, send an inquiry to a sampling of your
most recent ones, enclosing a  self-addressed and stamped (not metered) return envelope and a questionnaire somewhat like the following:
 
On a scale of one to five (five being the best), please rate my recent service to you in terms of:

   1   2   3    4   5  -  Keeping you informed.
   1   2   3    4   5  -  Understanding our needs.
   1   2   3    4   5  -  Knowledgeability.
   1   2   3    4   5  -  Attitude.
   1   2   3    4   5  -  Availability.
   1   2   3    4   5  -  Keeping promises.

Please use the space below to let me know (very frankly) one aspect of my service that I could improve upon. 

_____________________________________________

_____________________________________________

_____________________________________________

_____________________________________________

No need for you to sign this, but please contact me with any questions you might have.
 
Contact all those who identify themselves, thanking them for responding. When comments are favorable, ask for permission to quote them in your presentation books and/or promotional flyers.

Tip #6. Do You Know Me?
 
I'm what some might call a "dream" customer.

I don't make a fuss when you're late for an appointment, fail to return my phone call or break little promises to me.

I don't act annoyed when you mislead me with exaggerations, little white lies and half-truths.
I don't roll my eyes when you talk so incessantly that I don't get to reveal my wants, express my opinions, ask questions and
fully answer the ones you ask me.

I don't take you to task when you leave me in the dark about what's going on (or not) with my pending transaction.

I don't make a scene when you subject me to undue pressure or make light of my fears and concerns.

I don't openly criticize you for anything you do -- or don't do -- while serving my needs.

I don't really give you any trouble at all.

(I just don't come back.)

Tip #7 Worth Thinking About
 
If the old answers and solutions aren't as effective as they used to be, it's probably because the questions and problems
have changed. (In case you haven't noticed, some of them are QUITE different these days!)

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