There are many books and papers out there on how to be a great salesperson. Techniques, motivations, reminders, even cute little memes to ‘inspire the salesperson within’ can be found within a simple Google search. I believe Robert Herjavec is spot on with his 5 points but if I may be so bold, I believe I know the number one essential quality in a great salesperson.
LOVE your product. If you are not absolutely and utterly in love with what you are trying to sell, I don’t believe you can succeed. When you love it – you are passionate about it, you believe in it, you believe in all the people and processes that create it and make it happen – you gotta love the product. I love watching Robert Herjavec’s reaction on Shark Tank when someone presents and they are super passionate about it. Whether or not he invests, he feeds on their energy.
Remember the last time you walked into a furniture store? I do. It was last week. I walked in and was already braced. There were several salespeople standing around, some with phones and others with tablets, and all of them with a business card in the hand. I despise being preyed on by salespeople. This one was the exception and for one reason only – this guy was completely and utterly in love with his product. We ended up talking for over an hour about not only furniture, but buying and selling ethics, the economy, the changes we’ve both seen in this particular area, and even about his 50 year marriage!
Being a passionate salesperson means you mean business. It means you care about the business and the product/services. That’s a GREAT trait!
Up to 84 percent of millennials don’t trust traditional advertising. If you are not informing and entertaining them – you aren’t reaching them.
Are millennials your target market?
To market to millennials you need to
Offer Fast Solutions
Get on Social Media
Keep it Mobile Friendly
Make the VALUE of What You Offer CLEAR
Don’t Do Marketing Narrowing (if they think you are purposely targeting them, they’ll run!)
Let’s start off by defining millennials. These are people reaching young adulthood in the early 21st century, typically born between 1982 and 2004. There are traditionally two ‘sides’ to millennials. Generation Y (1981-1991) and Generation Z (1991-2001). The biggest difference, and generally the only one, is focused on technology. Gen Y grew up with computers, video games and cell phones while Gen Z grew up with tablets, smartphones and apps. Their most common trait? They have all played a key role in changing and transforming communication and identity.
According to the 2016 National Association of Realtors (R) millennials are purchasing single family homes outside of urban areas. The median buying age is 30 and the number one driver in choosing where to live and the type of house comes down to size vs affordability. They are getting married, growing a family, and they need more space.
Take a look at the entire report by click HERE from the National Association of Realtors. Don’t be quick to rule out this generation.
If a millennial customer feels you care about them and not just the money they have to spend, you will likely find a loyal customer. Millennial customers will share their knowledge of how great it was to work with you to thousands of other people and that means free marketing for you!
Don’t SELL Them Anything – Help Them Buy
Communicate the WAY They Do – text, apps, social media
Say It Quickly and Clearly
Don’t Try So Hard to Relate – They’ll Figure You Out Quickly
There are a myriad of reasons real estate investors fail. In fact, they are dropping like flies. People with great intentions drop out of the world of investing every day and although the excuses are as unique as the individual, the actual reasons typically come down to a few select reasons.
TIME: WHAT you spend time on is critical and many people are doing it wrong. Your head is swimming with ideas – you spend time scanning the internet and listening to the next great guru telling you how to find leads but you just don’t have the time to pick up the phone.
A recent quote from successful real estate investor Sharon Jones of SJonesREI.com in California (investing throughout the country) sums it up perfectly: “You need to make calls….make more calls…more calls….return calls, return text, answer emails…Believe in yourself & the journey you have chosen! It will not work itself -YOU must participate!“
WRONG ORDER: There are a few exceptions to this rule but you need to take things in the correct order. Don’t think you can jump to step 3, then back to step 1, then over to five, and so on. In Real Estate Investing, the successful ones have a conversation with the seller before they do any of the work. They will learn more from that initial conversation and will know if this is something to pursue. Stop wasting your time by running numbers, pulling statistics, doing research on a property before you find out anything about the property and having a conversation with the seller.You need to put the letters in order for them to make sense. Do things in the correct order – have a conversation with the seller THEN decide if it is a hot lead THEN do the due diligence and run the numbers. Taking this out-of-order is a waste of time and irresponsible.
OVER FOCUSED: One of my clients has spent the past 15 months signing up for almost every system on the market. In that time he has successfully closed no contracts and has actually spoken with 6 sellers. He is completely beside himself as to why this isn’t working. ORCVirtual brought him over 8000 motivated sellers names and phone numbers and he called 6 of them. You need to focus on one strategy, work it, and stay the course. Remember these words of Confucius:
Person who chases two rabbits catches neither.
GIVING UP EARLY: When do you quit? That’s a great question. Here’s the answer: you don’t. Don’t quit. Stay the course. Stay focused. Do what you KNOW you need to be doing. And don’t get upset when things aren’t handed to you on a silver platter. If you aren’t willing to work for your dream then throw the dream out right now and make room for someone else to close that deal.
Don’t ever give up on a dream just because of the amount of time it may take to accomplish it.
“What if I had given up at 15? Or 40? Or even 60?” – Kathryn Stockett on having her first novel The Help picked up by a publisher on the 61st try. It went on to become a New York Times Best Seller and a DreamWorks Studio movie.
Now – go forth and do what you KNOW needs to be done, in the right order, and don’t stop.