Tag Archives: sales

The Way You Do Anything is the Way You Do Everything

Suzanne Evans’ book, “The Way You Do Anything Is The Way You Do Everything,” is a powerful reminder that the way we approach even the smallest tasks in our lives has a profound impact on our success in business and in life. Today, we’ll explore some of the key takeaways from the book and how they can be applied to smart prospecting strategies.

One of the main themes of the book is the importance of mindset. Evans emphasizes that the way we think and approach our work has a direct impact on our success. In the context of prospecting, this means that our attitude toward the process can either help or hinder our ability to generate leads and close deals. If we approach prospecting with a negative or defeatist mindset, we’re likely to struggle. On the other hand, if we approach it with a positive, growth-oriented mindset, we’re more likely to succeed.

Another key concept in the book is the idea of “setting the bar high.” Evans argues that we should always strive for excellence in everything we do, even the smallest tasks. This means paying attention to details and always looking for ways to improve. In the context of prospecting, setting the bar high means taking the time to research and understand our target market, crafting personalized messages that speak directly to their needs, and following up consistently to build relationships.

The book also stresses the importance of taking responsibility for our actions and outcomes. Instead of blaming external factors for our lack of success, we should focus on what we can control and take steps to improve our results. In the context of prospecting, this means being proactive about identifying areas for improvement in our strategy, tracking our results, and adjusting our approach as needed.

Finally, “The Way You Do Anything Is The Way You Do Everything” emphasizes the importance of consistency. Success in prospecting, as in any other area of business, requires consistent effort over time. We can’t expect to generate leads and close deals by sporadically sending out a few messages or making a few calls. Instead, we need to commit to a consistent, ongoing effort to build relationships with potential customers and cultivate a pipeline of leads.

Suzanne Evans’ book is a valuable resource for anyone looking to improve their mindset and approach to business. By applying the concepts in the book to our prospecting strategies, we can set ourselves up for success and build a sustainable, thriving business.

The Way You Do Anything is the Way You Do Everything The Why of Why Your Business Isn’t Making More Money

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New Month Motivation

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Happy Monday everyone! It’s the start of a new month, and with it comes new opportunities to grow and achieve our goals. As a business owner or marketer, you know how crucial it is to have a solid prospecting strategy in place to attract potential customers and turn them into paying customers.

The first step in creating a successful prospecting strategy is to personalize your communications. People want to feel valued and heard, so taking the time to understand their needs and tailor your approach can make all the difference. When reaching out to potential customers, make sure you’re addressing their pain points and demonstrating how your product or service can help solve their problems. Personalization can help you build stronger relationships with potential customers and increase the likelihood of converting them into paying customers.

Another critical aspect of successful prospecting is follow-up. The truth is, people are busy, and they may not always respond to your initial outreach. But that doesn’t mean they’re not interested in what you have to offer. By following up with potential customers multiple times, you increase the likelihood of staying top of mind when they’re ready to make a purchase. Don’t be afraid to follow up a few times, but make sure you’re not crossing the line into being pushy or annoying.

Finally, measuring your results is vital for improving your prospecting strategy over time. Keeping track of your efforts and analyzing your results will help you identify what’s working and what’s not. You can then adjust your strategy accordingly to optimize your results. You may want to experiment with different outreach methods, messaging, or targeting to find what works best for your business.

The start of a new month is an excellent opportunity to refresh your prospecting strategy and focus on what matters most: personalizing your approach, following up, and measuring your results. By taking these steps, you’ll be well on your way to attracting new customers, growing your business, and achieving your goals.

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I was just on The Real Estate Uncensored Podcast. I talked about all things Real Estate, Smart Prospecting, and much more!

A quick summary of what we talked about on the podcast, the full podcast is listed below.

Smart prospecting is an essential component of the triage approach in real estate. By using smart prospecting techniques, agents can focus their time and energy on clients who are most likely to result in a sale. This approach can lead to faster closings and higher profits.

One key aspect of smart prospecting is identifying individuals who are ready, willing, and able to buy a house today. This is where the R.A.W. approach comes into play. By focusing on individuals who meet these criteria, agents can save time and resources by avoiding prospects who are not yet ready to make a purchase.

Another important component of smart prospecting is assessing a potential client’s capacity to purchase a house. This involves understanding the client’s financial situation, credit score, and other relevant factors. By determining whether a client is able to purchase a home, agents can avoid spending time with clients who are not in a position to make a purchase.

Lastly, you should treat yourself as a Ferrari rather than a rental car. This means prioritizing your emotional and mental well-being by taking care of yourself and your personal needs. By doing so, agents can ensure that they are in the best possible position to provide quality service to their clients and close deals quickly.

In summary, adopting the triage approach and incorporating smart prospecting techniques can help real estate agents achieve faster closings and higher profits in 2023. By focusing on individuals who are ready, willing, and able to buy a house today, assessing a potential client’s capacity to purchase a house, and prioritizing their own well-being, agents can streamline their efforts and achieve success in the competitive real estate industry.

(You might need headphones or to keep the kids out for some of the language on this one)

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Smart Prospecting in Real Estate: How Simon Sinek’s ‘Start with Why’ Can Help You Build Stronger Relationships with Clients

While there are many ways to prospect, I’ve found that using Simon Sinek’s book “Start with Why” as a guide has been incredibly helpful in targeting the right clients and building long-term relationships.

“Start with Why” is all about understanding the deeper motivations behind our actions and decisions. As a real estate agent, this means understanding why people buy and sell homes. By getting to the heart of their motivations, I can tailor my approach to each individual client, creating a more personalized and effective prospecting strategy.

Here are some tips for smart prospecting using the principles outlined in “Start with Why”:

  1. Start with your own why: Before you can effectively prospect, you need to understand why you do what you do. What motivates you to be a real estate agent? What drives you to succeed? By being clear on your own why, you’ll be better equipped to connect with clients who share similar values and motivations.
  2. Understand your clients’ why: Take the time to really listen to your clients and understand their motivations for buying or selling a home. Is it to upgrade their living situation? To be closer to family? To invest in property? By understanding their why, you can tailor your approach to their specific needs and create a more effective prospecting strategy.
  3. Be authentic: Prospecting can sometimes feel like a sales pitch, but it doesn’t have to be that way. By being authentic and genuine in your interactions with clients, you’ll build trust and establish a strong foundation for a long-term relationship. Remember, people buy from people they like and trust.
  4. Focus on building relationships: Real estate is a relationship business, and the best way to prospect is by building strong relationships with your clients. By focusing on the long-term, rather than just closing the next deal, you’ll create a sustainable business and a loyal client base.

Smart prospecting in real estate involves understanding the deeper motivations behind our actions and decisions. By using Simon Sinek’s “Start with Why” as a guide, we can tailor our approach to each individual client, build stronger relationships, and ultimately create a more successful business

Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever.
START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over?
People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it. 
START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY

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The Power of Handwritten Notes in Smart Prospecting

With so many Real Estate agents competing for clients, how can you stand out from the crowd and create meaningful connections with potential buyers and sellers?

One of the most effective ways to separate yourself from the competition is through smart prospecting. This means taking a targeted and strategic approach to reach out to potential clients, rather than relying on a blanket approach.

So, what exactly does smart prospecting look like in real estate? It starts with doing your research. You need to know your target market inside and out. This will enable you to tailor your message and offer a solution that speaks directly to their interests.

Once you’ve identified your prospects, it’s time to reach out. But rather than sending a generic email or making a cold call, try a more personal approach. For example, you could send a handwritten note or card to introduce yourself and your services.

Yes, I said a handwritten note. In a world where digital communication dominates, a handwritten note can be a powerful tool to cut through the noise and grab someone’s attention.

Think about it – when was the last time you received a handwritten note or card in the mail? It’s a rare occurrence these days, and that’s exactly why it’s so effective. A handwritten note shows that you have taken the time and effort to reach out in a personal and meaningful way, which can be a refreshing change for someone who is used to receiving generic marketing pitches.

Not only does a handwritten note help you stand out from the competition, but it also helps to build rapport with your prospect. It shows that you value their time and appreciate the opportunity to connect with them. And when it comes to real estate, building trust and relationships is key to closing deals and generating revenue.

Try incorporating handwritten notes into your outreach strategy. It may seem old-fashioned, but in a digital age, sometimes the most effective way to connect with someone is by taking a step back and doing things the old-fashioned way. A handwritten note can make all the difference in creating a lasting impression and building a relationship that will lead to successful transactions in the future.

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Unlocking Referral Opportunities: Why Asking How You Can Be a Better Referral Is Crucial to Your Success as a Sales Professional

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Prospecting plays a vital role in business growth. Establishing strong relationships and obtaining referrals are key factors in achieving success. One strategy that has proven effective is to invite select individuals to coffee or lunch and inquire about ways to improve your ability to refer business to them.

The first step is to identify a few people who you believe could benefit from your services or expertise. These could be past clients, colleagues, or industry contacts. Reach out to them inviting them to meet for lunch or coffee.

During the meeting, focus on building a connection and learning more about their business or industry. Ask open-ended questions and listen carefully to their needs and challenges. You may discover new opportunities to collaborate or refer business to each other. Additionally, by actively seeking ways to support them, you demonstrate your commitment to their success and build a stronger relationship.

As the meeting comes to a close, be sure to ask how you can be a better referral for them. This is a powerful question that shows you are invested in their success and willing to go the extra mile to support them. It also gives them an opportunity to share specific needs or preferences that can help you identify new opportunities for referrals.

By using this approach, you create a win-win situation. You build a stronger relationship with your contact, and you also gain valuable insights into their needs and preferences. This can help you identify new opportunities for referrals and increase the likelihood of generating business from them in the future.

In conclusion, smart prospecting and inviting people out for lunch or coffee can be a powerful way to build relationships and generate referrals as a Sales Professional. By approaching these meetings with a clear goal and strategy, and by actively seeking ways to support your contacts, you can create lasting partnerships that benefit everyone involved. So why not reach out to a few people today and start building those connections? You might be surprised at how much you can accomplish with just a little bit of effort and intentionality.

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The Power of Smart Prospecting: Why Giving Three Business Cards Can Make a Difference

As a sales professional prospecting is key to building a successful business. However, not all prospecting techniques are created equal. We will discuss the power of smart prospecting and one particular technique that can help you make a lasting impression on potential clients.

Have you ever heard of the “three business card” technique? The idea is simple: when you meet someone new, give them three business cards. The first card is for them to keep, the second card is for them to lose, and the third card is for them to give to a close friend or family member who may be in need of a sales professional.

By giving someone three cards, you’re not only increasing the chances of them keeping one, but you’re also giving them a tangible item that they can pass along to someone else who may be in the market for a sales professional. This simple gesture can go a long way in building your network and generating new leads.

But smart prospecting goes beyond just handing out business cards. It’s about building relationships, providing value, and being genuine in your interactions. Don’t underestimate the power of smart prospecting. By using techniques like the three business card method and focusing on building relationships, you can set yourself apart from the competition and achieve your goals as a sales professional.

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Relationship-building, authenticity, and providing value to clients

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I am always looking for ways to improve my business and serve my clients better. That’s why I was so excited to read the book Ninja Selling by Larry Kendall. This book has completely transformed the way I approach real estate sales and has helped me build better relationships with my clients.

Ninja Selling is a refreshing approach to real estate sales that emphasizes relationship-building and authenticity. This book teaches agents to focus on providing value to their clients, rather than just pushing products or services onto them. By doing so, agents can build a loyal client base that refers them to others and creates a sustainable business.

One of the key concepts of Ninja Selling is the “Ninja Nine,” a set of nine practices that help agents build authentic relationships with their clients. These practices include being present, listening deeply, finding common ground, and providing value. By implementing these practices in my interactions with clients, I have been able to build deeper relationships and provide more personalized service.

Another valuable concept in Ninja Selling is the “Four Quadrants of Real Estate,” a framework that helps agents prioritize their time and efforts based on the potential for growth and impact. This has been particularly helpful in managing my time and focusing on the activities that will have the biggest impact on my business.

But perhaps the most valuable aspect of Ninja Selling is its emphasis on personal growth and mindset. The book encourages agents to develop self-awareness, a growth mindset, and continuous learning in order to become better agents and better people. This has helped me not only improve my business but also improve myself as a person.

I highly recommend Ninja Selling to any real estate agent looking to improve their business and approach to sales. The principles and practices in this book are backed by research and real-world experience and have helped me become a better agent and serve my clients better.

Ninja Selling Audiobook

2018 Axiom Business Book Award Winner, Gold Medal

Amazon Best Seller in Sales and Selling and Consumer Behavior

Stop Selling! Start Solving! 

In Ninja Selling, author Larry Kendall transforms the way listeners think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches listeners how to shift their approach from chasing clients to attracting clients. Listeners will learn how to stop selling and start solving by asking the right questions and listening to their clients. 

Ninja Selling is an invaluable step-by-step guide that shows listeners how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.

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Hour of Power consistently: develop good habits and routines

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As a real estate agent, I know that success in this industry is all about productivity and generating new leads. That’s why years ago I started implementing Howard Brinton’s Hour of Power into my daily routine, and it’s been a game changer.

The Hour of Power is a simple concept that involves dedicating the first hour of each workday to lead generation and prospecting. During this time, I focus solely on making phone calls, sending emails, and networking to build my client base and generate new business. I turn off all distractions and notifications to be present for the hour of prospecting.

What I love about the Hour of Power is that it provides me with a clear and concise plan for my workday. Before I started using this method, I would often get sidetracked by other tasks and lose focus on what’s most important – generating leads. But now, I know that the first hour of each day is dedicated to this critical task, and I can stay on track and avoid getting distracted.

The Hour of Power has also helped me hold myself accountable. By committing to this program and making lead generation a top priority, I can track my progress and see tangible results over time. It’s incredibly motivating to see my client base grow as a result of my consistent efforts.

Another benefit of the Hour of Power is that it’s helped me develop good habits and routines. By consistently dedicating the first hour of each day to lead generation and prospecting, I’ve established a routine that’s become second nature over time. It’s amazing how a simple change to my daily routine can make such a significant impact on my business.

The Hour of Power is a highly effective real estate sales program that’s worth implementing for any agent looking to take their business to the next level. By dedicating the first hour of each workday to lead generation and prospecting, agents can create a steady stream of new business and build a strong foundation for long-term success. I know it’s made a huge difference in my career, and I highly recommend giving it a try.

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Customer Service is Everything

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In the real estate industry, customer service is everything. It could be the difference between landing future referrals and losing out on repeat clients. With people more connected to industry information than ever before, including the state of the economy, interest rates, supply chain’s effects on pricing, inventory availability and more, knowing how to serve those clients is more important than ever.

I will discuss some ways agents can personalize their approach to customer service and potentially open the door to more referrals, and continued lead generation.

Be Transparent

In today’s real estate climate, with houses flying off the market faster than ever, it’s important to be as honest and upfront with your clients as possible. This means setting fair expectations right from the start.

One important way agents can create trust with clients is to assure each side of the transaction’s needs is attended to. Be sure to familiarize buyers with the current inventory, average home price, activity and the overall process they’re about to experience. With sellers, work with them on presentation and marketing for their property and give them a realistic picture of their home’s value. These are the essentials of creating confidence with your clients, a vital part of being a transparent realtor.

Be Proactive

Exceptional real estate agents don’t just sit and wait for their clients to reach out with a question. They need to be proactive and anticipate client needs, especially in a time like this with limited inventory and a competitive marketplace.

Agents need to ask questions to truly understand where their client is coming from. Are they looking to purchase a new home because they need additional living space for an elderly parent? Are they looking to sell because they are going through a divorce? Going above and beyond to understand your client boosts trust between buyer/seller and agent and adding a personal touch to the process can potentially help you gain more leads through valuable word-of-mouth referrals.

Follow Up

In today’s fast-paced real estate market, time is of the essence. Homes sell in a matter of days and sometimes even hours. To be successful in this market, agents need to follow up on leads fast and stay in contact with clients and potential clients as much as possible.

Providing great customer service makes a great impact on your clients and therefore can improve your reputation and boost your name recognition in the marketplace. When you stay in contact with your clients, anticipate their needs, and address their concerns in a timely manner, you set yourself up for success in an industry that hinges on impactful ongoing relationships. Real estate is a layered industry and requires agents to play many different parts, but providing exceptional customer service is one aspect that will always be essential.

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