Monthly Archives: April 2008

SmartProspecting Show Review and Resources 4.22.08

Today we focused on how to mobilize your family and friends to be your “Evangelist”. An evangelist is one who proclaims your praises and shares your good works with everyone. First rule…..It’s good to have more evangelist spreading the good news…..Yes, more evangelist you mobilize more referrals creating more business.

People who only will do business with you. This is heaven… Yes….Only you… Nobody else…. Your evangelist create expectations (you leap tall buildings), perceived values (you dine with the President) and great sense of worth without you bragging (a really good guy…Your kind of guy)…..

So tell me, “What motivates an evangelist”? Money no.  Generosity maybe.  Like your spouses says,  “It’s the little things I love about you”.  We  needs to be appreciated…. Therefore, after the money, generosity wears off, it all boils down to “I just like him”. You connect. Your values are their values.

So what gets you in the morning?….Money…maybe for short while… New Stuff… maybe for short while… No, what really motivates me at the end of the day is being appreciated, thanked and encouraged.. Just so you can see for yourself, I attached my “What motivates Me” as guide for you… It’s just who I am. Make your own list.

So now we know what motivate you, how do we do it…. What do we say….. What happens if they don’t say “Absolutely Yes… It’s my pleasure”… Well, for one thing…. Realize not everyone will refer or do business with you for untold number of reasons… Just accept this as truth. Chuck and I want you to have 7 Life Empowering Scripts to empower you Family and Friends to generate Referrals…. Now you should be on easy street. Not really… Now the work really starts….

Next Tuesday we’ll focus on Business2Business referral empowering. Strategies, scripts. Till next Tuesday….. Be The HERO…. go and do…. Terry

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Think outside of real estate… Look to those who perform… I received this morning, thought you would enjoy his insights and thoughts…. I recommend you buy his books and visit his seminars… He has very witty way of communicating….

Be THE Hero… Go and do…Terry

Bring sexy back, and your sales will

go through the roof..

When I say Justin Timberlake, what one word comes to mind?

Singer? Rich? Celebrity? Sexy? All of those words are correct. Add a couple more: Performer. Musician. Dancer. Entertainer. And of course, the .5 would be Britney.

I went to the Justin Timberlake concert. Paid a premium, and sat in the front. Actually, stood in the front. But I didn’t care. It was a spectacular event that none of the 20,000 plus attendees will soon forget.

What’s that got to do with sales? Justin Timberlake did not have to sell one thing. People bought. Every ticket. Every bag of peanuts. Every drink. Every t-shirt was bought by fans who stood on line for a half an hour waiting to overpay. And they were happy they did.

Justin Timberlake is the essence of the law of attraction. His customers are his fans. His theme, “Bringing Sexy Back” should prove once and for all that sexy sells.

But let me put this in perspective. I’m 61. What the hell am I doing at a Justin Timberlake concert, singing and dancing for three hours? I’m having a blast, that’s what I’m doing. And I’m learning the difference between the rock concerts I attended growing up in the early ‘60s, and the rock concerts of the 21st century.

Six months ago, I went to see Panic at the Disco. Both of these concerts had one thing in common. Excellence. You may not like the music, you may not appreciate the music — but the quality of their performance, and the performers dedication to their craft, is undeniable.

What’s your level of dedication? How excellent is your performance? Who is willing to pay to watch you perform – and buy the t-shirt? That’s what I want to talk about for the next 400 words.

Let me give you the qualities that Justin Timberlake exuded during his performance, so you can see how they match up to your sales qualifications.

In his 2.5 hours of performance, he never missed one note.

In his 2.5 hours of performance, he never missed one word.

In his 2.5 hours of performance, he never missed one dance step.

There were 20 other dancers and musicians in his troupe who also performed to perfection. Everyone gave their BEST performance. Justin sang, played, danced, spoke to the audience, and performed as well as any entertainer I have ever seen. He owned the audience of 20,000 people from the first note. He’s 26. How old are you? How well do you perform?

If you’re going to sing and dance and play instruments for 2.5 hours, you better be in shape. Justin Timberlake is in sexy shape. And the audience responded in kind with the appropriate singing along to every word of every song, and shrieking every time he came close to them.

I wonder if being in shape, and giving his all, and preparing for months, had anything to do with his ability to sell out the house, win the approval of fans, win Grammy after Grammy, and make millions of dollars.

I wonder how in shape you are? And I wonder how that affects your ability to perform and earn at the level of “best.” How many “Sales Grammys” could you win?

And, oh yeah – he also writes his own music.

From a business perspective, there are a lot of lessons you can learn from this event and this performer.

His image, his reputation, his music, his attraction, his marketing, his level of performance, his self-confidence, his team, and his ability to communicate are all beyond excellent. And when combined into a concert, it’s not just an event; it’s an experience.

After 2.5 hours of Justin Timberlake’s performance, no one wanted the concert to end. Appropriately, he ended with his current anthem, “bringing sexy back.” Not just singing and dancing and playing — but literally jumping on top of the piano with one leap. He didn’t win the approval of the crowd; he earned the accolades of the crowd.

If he would have said, “Okay, everyone give me 100 more dollars when you leave,” EVERYONE would have gladly donated.

And they will talk about it, write about it, blog about it, and YouTube about it for years to come.

What do people say after your sales performance? Your service performance? How much applause do you get from your customers?

Maybe you should attend a Justin Timberlake concert and discover his sex, er, sales magic.

If you would like a few of Justin’s lyrics to get you in the sexy selling frame of mind, go to, register if you’re a first time visitor, and enter JUSTIN in the GitBit box.

Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development at Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit Jeffrey can be reached at 704.333.1112 or by e-mail at

© 2008 All Rights Reserved – Don’t even think about reproducing this document without
written permission from Jeffrey H. Gitomer and Buy Gitomer, Inc • 704/333-1112

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Smart Prospecting: Social Phobia article with Comments

Social Phobia

The article mentioned during the April 3rd Smart Prospecting talk show……See you next week Wednesday at our new time………2:00 California Time…….

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Web Show

Greetings…. to listen to the SmartProspecting Talk Show dail (724) 444-7444 and enter the following code 15696 (call id):

then enter (1 )and pound sign (#)…. you can just listen or share your thoughts and ideas…. Join us today….Terry

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Smart Prospecting Talk Show

Greetings…… Yes, today is our first show….. I have Chuck Lamb as my guest and we’ll discuss how to use the Next Generation Prospecting….. Shifting from traditional methods to social networking…..Join us today at 11:00 California time…. Dial in (724) 444-7444 and enter the following code 15696 call id… then enter 1#…. you can just listen or share your thoughts and ideas…. Join us today….Terry

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