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1). Temperament Profiling is an Absolute Must. Sales managers who lack the benefit of temperament understanding are inclined to place too much emphasize on their gut-level feeling during the hiring process. Progressive organizations that understand the value of temperament profiling actively seek people with varied behavioral styles and thereby benefit from a richness and diversity of perspecti... 2). The Three Warning Signs of Not Doing Enough Prospecting Almost any salesperson can improve their results by doing more prospecting. When an salesperson is brand new in the business, oftentimes prospecting takes up a large part of their time because they really have no active transactions they're working on. But sometime thereafter salespersons can get out of the habit of prospecting regularly once they ... 3). Eight Ways to Sell Value - Not Price! If you want to get paid what you're worth here are eight ways to sell value - not price: 1. Be Unique. If there is nothing that differentiates you from your competition you become common. Webster defines the word common as, "ordinary or not special" and the only way buyers select one common service over another is price. Take inv... 4). 8 Great Interview questions to help you find the right Candidate 1) Do you have written goals you want to accomplish and if so, tell me about them? You are looking for indications of maturity, focus, planning ability and desire for achievement. 2) How did you earn your first paycheck, how old were you, and what did you do with the money? With this question you are probing to check their work ethic.... 5). Tips to make your home sell easier First: Bring in Lots of Light - Create a warm environment and make rooms appear bigger if you open the curtains and blinds, turn on lights and shine up the mirrors. Second: Warm Paint Colors - Instead of using white, which can seem cold, use pale colors, soft taupe or off-white. Nothing too bold, because the buyer may want to paint ov... 6). 10 Steps to a Successful Urban Redevelopment Project You’ve got a project with exceptional architecture, you’ve completed months of review and modification, your design team is sure this project will get significant notoriety, yet after hours of going back and forth in City Council meetings, they ask you to cut the project in half, increase the setbacks, or just drop the project altogether. 7). A Few Simple Ways to Jump Start Your Cold Calls Here are 7 key ways to jump start your cold calls: 1. Research Your Market Before you start your cold calls it's important that you’re prepared. This way, your prospect feels you really do understand their situation. Research the company you are calling, identify what issues they are having based on your other clients in their s... 8). Good planning will help you make a smooth business relocation Budgeting, goal setting, business planning - all are business objectives in the fourth quarter of the year. As businesses plan for 2006, I'd like to challenge all decision makers to not only think about the big-picture changes they want to make, but to also add one more item to the list - real estate. Whether your organization owns it or leas... 9). Be Careful and Diligent When Leasing Your Real Estate to the Government The general services administration (GSA) leases more than 150 million square feet of space from private building owners in over 2000 communities. This makes them an extremely important player in the real estate community. Because of the unique terms and conditions contained in government releases, buyers of office buildings where the government is... 10). Target Qualified Sales Prospects Use these steps to improve your cold-calling and prospecting: 1. Identify Target Industries Certain industries are more likely to need your product. Some have clearly defined buying cycles. Narrow your target industries to ones that have both money to spend and a high likelihood of spending it on your product. The final l... 11). Office Condo Market Cooling Off First off, here’s an article published recently at www.realtor.org: "A poll of more than 100 office appraisers, developers, and brokers found that 54 percent believe office condominiums are a trend that will come to an end once interest rates go up. The poll was conducted by Grubb & Ellis and PNC Real Estate Finance. The typical... 12). 6 Tried and True Tips for an Irresistible Offer #1 Be clear with your offer. Don’t beat around the bush, waste space, and distract the reader from your offer. Be clear and concise. #2 Make sure the offer has value. Customers are hard to fool. They know a good deal when they see one. #3 Have a logical reason for the offer. A holiday sale or introductory offer can be plau... 13). Steps to take to Stay on Your Mission You believe you’re on the right track. You have defined a career mission, set up goals in line with your mission, and you’ve even set up a daily priority plan. Now effective time management should kick in and simply take care of itself, right? Not so fast! As you become more productive, you may find that you’ll be forced to make choice... 14). In Direct Marketing, Aim for the Response Creating an effective marketing message usually calls for a three-step approach. Define your audience, define your goal, and define your message - in that order. 1. Define your audience Who are you marketing to? Who are you hoping to motivate and persuade? Sure, you want to get more clients - but get more specific than that. Go ... 15). Where are we in the latest real estate cycle? With the current economic expansion moving ahead in 2005, the key issue for real estate is: will the normal relationships between overall economic activity, demand for space, increasing demands for money, and rising levels of property development prevail as in past cycles? Or will be unusual curt flood of capital into real property mar... 16). The Changing Pace of Advertising Rapid advances in technology have changed everything from health care to communication. Now, as the latest technology becomes more accessible to a broader market, the advertising field is changing, too. Years ago, you could plan your advertising campaign around a few television commercials and print advertisements. And most companies would never ha... 17). Don't Think Objections Are Necessarily Bad. Begin by examining the positive aspects of a prospect’s objections to see them as challenges. Any salesperson who wants a job without difficult questions should go to the stadium and sell hot dogs! The point is, without the challenges of selling, you would simply be an order-taker, and sales is certainly not that! In terms of personal... 18). One of the Best Sales Techniques Around We hear all the time about all sorts of techniques for closing people in sales situations, and other approaches that are designed for us salespeople to gain more business with our customers and prospects, too. While some of these approaches can be useful, there's just no substitute for what’s considered one the best sales techniques around. That be... 19). Train Your Customers to Think of You First In sales, you can train your customers by building a relationship that will ultimately yield tremendous rewards. If you don't train them, your customers may forget you're out there and go instead to your competition, even if they were happy with you and the service you provided. They simply won't even think of talking to you about their current nee... 20). Changes afoot in the broader real estate market It's finally happening. The recent repeated warnings of economists and industry watchers predicted the housing boom of the 2000s is winding down. The recent news is full of reports about slowing existing home sales, rising inventories, longer selling cycles and lower asking prices. So if the housing market finally appears to be... 21). Increase Revenues with a Bigger Sales Force A sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. When you recruit the right person you will find that they're self-motivated and eager to train. Conver... 22). Selling Is Not Closing Customers, It's About Opening Relationships A sales rep friend and I were talking one afternoon about how to improve his selling skills. He's been in financial services for 13 years, but as of late his business has been slow. He was telling me how bad he felt because he wasn't getting many appointments. People weren't returning his phone calls. In addition, the few people he was speaking to ... 23). Seven Tips for Marketing Yourself Here's our crash course in the art of selling yourself, with seven tips to help you cope with the real estate market's new realities. Assess Your Soft Skills In 2004, two years of experience as an agent might have gotten you hired. No longer -- not when you are competing against hundreds of candidates with skills similar t... 24). Avoid Legal Battles over Broker Commissions Commissione agreements that spell out how brokers are paid typically use form documents. The commission formula sometimes changes, but the terms and conditions usually stay the same. Consequently standard terms and conditions of commission agreements are often ignored by brokers and owners once the agreement is signed. Since the broker’s income is ...