2 Jeffrey Gitomer Resources for Jobs Seekers & Entrepreneurs

Jeffrey Gitomer is a best selling author, world class keynote speaker, and one of the most important resources available for job seekers and entrepreneurs today. Gitomer specializes in many important facets of business including business development, sales strategies, and networking. Yet it is one very simple concept, that remains one of the greatest takeaways I have learned in my business career. Jeffrey’s mantra “Give value before you receive value.” When you network with people he instructs people to give value, give it continously, and give value without asking for anything in return. Here are too very valuable resources that help people understand networking and the sales process:

1. Newsletter: Sales Caffeine

This is a fantastic resource. Jeffrey asks a weekly question that is both thought provoking and instructive.

Q: What is the most significant long-term benefit of successful networking?

A. You will not have to cold call to get new business

B. You will build business friendships and relationships

C. You will be able to use your contacts for sales and referrals

D. You can call people later and they will already know you

Answer is here

2. Books: “The Little Black Book of Connections: 6.5 Assets to Network Your Way to Rich Relationships

Gitomer has authored 12 books from customer loyatly and sales principles to persuasion and success. The most influential book I have ever read that changed my mind set and results is Jeffrey’s “The Little Black Book of Connections: 6.5 Assets to Network Your Way to Rich Relationships.” Here are some of the concepts that changed my business life:

  • How to give value constantly without asking for anything in return
  • How to become a go-to resource of value
  • How to research before networking
  • What to give first in order to create value for my networking partners
  • Why your network building is the most important concept that must be a continuous process throughout your business career
  • Understanding networking etiquette for different networking groups
  • What networking is NOT
  • Where to find the best resources to network
  • How to assess your networking efforts
  • How to stay connected and relevant in today’s networking environment

Realtor’s Video Tool: Monkeysee.com How To Library For Exposure

Chicago Sun-Times paper the Post-Tribune published this deansguide article 10-31-08

FoxBusiness.com published this deansguide article 10-31-08

How many times have we said: “If I could only watch someone do it first, I could really get the hang of it much faster”? And when we think of the concept of learning through video tutorials we are usually looking through youtube, or another video site. We often find amateur video with a wide variety of opinions on how something should be done. Not with Monkeysee.com. Monkeysee bills itself as providing “The highest quality, most credible how-to videos on the web.”

Monkeysee.com Features

1. 17 Categories: Everything from Auto & Mechanical to Business to Sports & Leisure

2. Upload: Upload your own videos for possible inclusion, save your favorites for future use

3. Become an Expert: Submit your video to be considered for inclusion on Monkeysee.

Monkeysee.com Benefits

1. Huge Library: Great informational videos for your education

2. Opportunity: Featured Videos are on the home page for each category and become a huge opportunity for exposure: Newest, Most Viewed, Recommended, and Highest Rated

3. Expert Spotlight: Expert page is a fantastic spot to land if you can get accepted

4. Traffic: Monkeysee.com has huge traffic numbers and would provide you with networking and exposure opportunities

Realtors Branding Guide

1. Public Speaking: If you create a video that showcases your expertise, and it is chosen for inclusion, you will have the beginnings of your public speaking platform

2. Exposure: If your video is chosen you will have the opportunity to gain wide spread exposure to your message and your business. Monkeysee.com’s Alexa ranking is 24,545 worldwide and 6,736 U.S. which translates to huge traffic numbers

3. Content-Research: The site library has how to videos with rich content and resource potential for ideas and projects

Realtor’s Demographics Tool: iCityData.com US City Statistic Machine

iCityData

The following tool was featured on emily chang’s excellent site eHub. eHub is a fantastic tool for bloggers in search of content, Web 2.0 entrepreneurs looking to stay up on the latest business models, and for anyone interested in new tools that make our lives easier. Thanks go to you Emily!

Rapid access to accurate information that comes from valid sources is the key to Realtor’s staying in tuned with their market, concerns facing buyers and sellers, and proving themselves valuable resources of information. One very simple, speedy tool that delivers instant city statistical information is the site icitydata.com.

What is icitydata’s value

According to icitydata: “Overall, iCityData strives to give the common person a simple yet effective database of accurate city information.”

How Does it Work?

You can search for city information categories:

1. Demographics

2. Social

3. Economic

4. housing

5. Zip codes

6. Area Codes

7. City Maps

Realtor Tip: City Comparisons

Visitors can also compare two cities based on the city name, zip code, or area code – a feature that proves useful for real estate agents, families looking to move, anyone planning a vacation, and more.

Emily Chang’s eHub: Tool For Bloggers, Web 2.0 News

Emily Chang, MIT graduate, award-winning web and interaction designer, technology strategist and co-founder of Ideacodes, a design and web consultancy in San Francisco has a very cool tool for you to keep up with new applications at her blog: emilychang.com. This tool announces new Web 2.0 applications and provides a short description as well as reviews.

eHub

eHub is a listing within EmilyChang.com that is a stream of fresh news about the latest and greatest applications to come out of the minds of entrepreneurs. Why is this so important to bloggers?

1. Great content ideas provide constant information valuable to your readers

2. Great tools to help you in your business

3. Features and Reviews

4. Cutting edge and timely information on Web 2.0

5. Interviews with entrepreneurs and industry superstars

6. Submit a Site allows you to send your site or your favorite new tool for exposure

7. Tech Events and News

Example of Great Content

Project 10 to the 100th: According to the latest post on eHub this project is a very important event that anyone can become involved in:

“A call for ideas to change the world by helping as many people as possible. “Here’s how to join in. 1. Send us your idea by October 20th. 2. Voting on ideas begins on January 27th. We’ll post a selection of one hundred ideas and ask you, the public, to choose twenty semi-finalists. Then an advisory board will select up to five final ideas. 3. We’ll help bring these ideas to life. We’re committing $10 million to implement these projects, and our goal is to help as many people as possible. So remember, money may provide a jumpstart, but the idea is the thing.”

Follow Emily on twitter

profile image twittering: finishing up a style guide. it’s cool to be working with someone again that i worked with ten years ago.

Unigo.com: Student Content Driven Review Site Best Tool For Realtors and College Applicants

Students and parents looking for information on colleges, campus life, pictures of University grounds, reviews from unbiased sources, and everything wrapped up in one site search no more. Unigo.com is the answer to the propaganda machine that many Universities call blogs.

The majority of schools in America are clueless to the advantages of a blog for their school, Web 2.0 tools for their students and teachers, Web 2.0 as a business major or at least focus within a business major, or the value of student powered content for marketing purpose.

Filling a Need: Business Model Success

Unigo.com is a brilliant yet simple concept: poll thousands of college students on their universities. Have these students provide reviews and reports about everything the University has to offer. Describe academic and living conditions. Create audio and video resources; and package it all together so parents, students, and entrepreneurs can learn more about the institutions

Realtor’s Tool

If you have a great University or a concentration of great Universities within the region you sell you must consider this a strong selling point in real estate.

Unigo.com: Find, Review, Explore

Find: this is a rich search system that can pinpoint nearly every major university in the land

Review: this allows you to rate your university adding information for others to consider

Explore: this section aggregates all the information for your investigation. Sections include College Reviews; Video; Photos; Documents; and student Profiles

Unconvinced? About Us Document:

“Unigo is the world’s largest platform for college students to share reviews, photos, videos, documents, and more with students on their campus and across the country.

It’s also the best place for high school students to find out what life is really like at America’s colleges, and to make friends to help them find the school that’s right for them.

Unigo is the result of a nationwide grassroots movement to get the truth out about college life, and it’s growing bigger every day. Want to join?”

Realtors “Measure” Your Success For An “Unfair Advantage”

FoxBusiness.com published this deansguide article on August 5, 2008

Guy Kawasaki talks about the differentiating factor in a business being that businesses “unfair advantage.” The one person, product, or service that nobody else in the niche or industry can duplicate or “touch.” This must be quantifiable and measurable in order to illustrate the true value to the market.

Lawyers measure their success, in many cases, through their percentage of wins in the courtroom. Professional baseball players measure their success through their batting average or wins. Chefs measure their success through restaurant reviews and Michelin stars.

Here Is The “Salesperson’s Problem

Unfortunately sales people often measure their success by pointing to their sales volume, innocuously siting vague buzzwords like “value add” and attempting to push the idea they are experts without providing any objective outside source for validation

Examples of “Old School Hard Sell” Measurement

When Realtors utilized their promo, marketing, or ad materials they often site the following “reasons” for consumers to blast down their doorway:

1. Sales Volume: Sales volume does not equate to salesmanship, customer service, or expert knowledge. Selling big volume can be, and has been in many cases, the product of nepotism, favoritism, smoking white hot markets, and the always present hard work

2. Top Producer: Brokerage top producer logo’s and marketing materials are an attempt to impress consumers by showing experience and effectiveness WITHOUT really showing anything of detailed substance

Top Producer “tags” are only relevant to a consumer if you can negotiate a great price to sell their home or help them buy a home. It is more relevant if you can show properties before they hit the market or warn the consumer about a problematic area

Differentiate Through Measurement?

1. Find Measurement: Find a stat that consumers can understand and appreciate. One that they find value in and believe is helpful to their needs

Differentiating Measurements

1. Sales Dollars Below Asking: Why not keep a running spreadsheet on sales dollars below asking? Or find a measurement that will describe your ability to negotiate and save your clients money

2. Go-To Source Before Market: Can you find great properties and offer a full list of properties no other agent can offer to consumers? Can you do this prior to the property coming on the MLS? Can you be perceived as a go-to source of information? How about a stat you keep of the number of properties you sold that were not on market as a method of showing your ability to bring more to the table?

3. Transaction Savings: Is their an affiliate relationship that you can leverage that brings dollar savings to your clients? If so can you total the dollar amount into an impressive measurement tool that shows how consumers benefit by doing business with you?

“Hyper Local” Blog Strategy Is Realtor’s #1 Weapon Of Mass Introduction

The following is a brief description and outline for Realtors to consider when formulating strategies for their blogging efforts, considering SEO tactics, and preparing an action plan for their next generation online marketing campaign.

What Is Hyper Local Content?

Hyper local content is content that describes a community’s characteristics, assets, and overall climate. It is a method of blogging that produces a wide variety of information about a community not restricted to real estate subjects.

Hyper Local Content Topic Examples

Schools; Political scene; Dining; Parks; Festivals; New businesses; Local businesses; Concerts; weather; community services; non profits, charities; local heros; historical buildings; WiFi access; coffee houses; public transportation; city planning; sports teams; where are they now segments; and the list goes on and on

How about this for hyper local content: Realtor John Harper’s brother Craig and friends jam for fun and profit

Why Is It Important?

1. Become an expert on your area

2. Perception as community go-to source of information

3. Search Engine Optimization on multiple topics provides exposure during multiple topic searches

What Does It Mean To Your Blog?

1. Never ending source of content

2. Well rounded content

3. Internal linking strategy

4. Multiple subjects provides multiple “Guest Contributors” possibilities

5. Opportunities to provide exposure to community businesses, citizens, and policies

Hyper Local Blogging “Superstars”

1. Teresa Boardman St.PaulRealestateblog.com

2. Kevin Boer 3oceansrealestate.com

3. John Harper theharperteam.com

Guy Kawasaki’s “Unfair Advantage” For Realtors: Create Your Writing Platform

Guy Kawasaki asks the eternal question of business owners, entrepreneurs, and corporations when he says “What is your unfair advantage?” Simply put what makes you or your business so special that your competition can not or will not compete with you.

In the real estate niche, the majority of Realtors point to the same “differentiating factors” when attempting to create a perception of a unfair advantage. Some Realtors claim their experience and customer service are “unfair advantages” over their competition. Yet the fact remains that there are thousands of Realtors with great experience and superior customer service.

“Unfair Advantage #1: Writing”

Creating a writing platform within your business is a major “unfair advantage” when you consider the number of Realtors who do not consistently utilize this strategy. Separate yourself and your business by creating all of the following tools:

1. Blog- The most powerful writing tool for your “next generation” marketing campaign, lead generation, SEO tool, and exposure is the blog. Whether you like the idea or not, blogs are here to stay. First adopters will reap the search engine optimization benefits while those Realtors that refuse to blog will be left off line in world this online. Eventually you will immerse yourself in Web 2.0 “social networking” via Digg, Reddit, delicious, stumbleupon, twitter, facebook, LinkedIn, Plaxo, friendfeed, and other social bookmarking or sharing sites

2. Freelance Contributor- Hone your writing skills first by practicing on your blog. Then contact your local newspapers, trade association, affiliates, community groups, rotaries, Kiwanis Clubs, investment clubs, church groups, and any other local organizations and offer to do a guest column

3. Newsletter- Create a newsletter for delivery EVERY OTHER week (no more-no less). Ask for permission (permission marketing) to deliver your newsletter via email to your list (those who have opted in to be on your list of course)

Tone for your newsletter is simple-valuable free information on a continuous basis asking for NOTHING in return from your readers. Write short succinct articles (2-4 paragraphs) like Top 10 lists, how to guides, tips, or resource listings

Proof This Works

You need not go any further than the following list of blogger-Realtors/affiliates for the reasons why you should be creating a writing platform within your business. Most of these people have either written or stated that blogging (writing) has changed their life and their business in such positive and profound ways.

1. Brian Brady www.mortgageratesreport.com
2. Tom Royce http://therealestatebloggers.com
3. Ardel’s www.searchingseattleblog.com/
4. Athol Kay’s http://reagentinct.com/about-page/
5. Marlow Harris http://360digest.com/
6. John Harper’s http://www.theharperteam.com/blog
7. Teresa Boardman http://www.stpaulrealestateblog.com/
8. Dustin and the gang at http://www.raincityguide.com/about/
9. Joshua Dorkin http://www.biggerpockets.com/renewsblog/contributors/
10. Kevin Boer http://3oceansrealestate.com/blog/

11. And me dean http://deansguide.wordpress.com and innerarchitect.com

“Word-Of-Mouth” Expert Valeria Maltoni: Power Of Viral Marketing

Reuters.com news agency published this deansguide article July 14, 2008

Valeria Maltoni a University of Bologna (Italy) and Villanova University graduate, is one of the most influential marketing experts in the country. Her bio reads like a who’s who of Web 2.0 and marketing.

Her blog ConversationAgent.com is recognized among the world’s top online marketing blogs. Valeria is a FastCompany.com Expert blogger and a contributor to The Blog Herald, Marketing Profs Daily Fix, and Marketing 2.0.

She is an active member of the International Association of Business Communicators (IABC), the American Marketing Association (AMA), the World Affairs Council of Philadelphia (WACA), and the Public Relations Society of America (PRSA).

In her article “Permission Marketing Revisited” Valeria points out 3 interesting studies, dating back to 1955, about the power and validity of “word of mouth” aka viral marketing.

Realtor’s Gold

1. Real estate is a transaction business and a Realtor’s opportunity to shine, like gold, is a direct cause of word of mouth aka viral marketing. If you do a great job your clients will tell 5 or more friends–nothing new here.

2. But if you do less than advertised in your transaction, your less than enthused customer (according to studies performed by Nordstrom Dept store while I was an employee) will tell 10 friends not to use your services

Thought Provoking Studies: Valeria’s Research

1. “Columbia sociologists Lazarsfeld and Katz estimated that word of mouth was seven times more powerful that newspaper or magazine ads in motivating brand-switching as early as 1955.

2. “In 1975, the Roper Organization showed that word of mouth was mentioned as the best source of information about new products and services 67% better than advertising at 53% or editorial content at 47%.

Note: That flys in the face of conventional wisdom for people who believe that “media relations” should be the more powerful “component” in an integrated marketing plan

3. A 2003 Cap Gemini study into the influences on car purchases showed that 71% of the 700 respondents pointed to word of mouth compared to only 15% for television ads.

4. Renouned consulting firm McKinsey estimated that word of mouth drives two thirds of the US economy.

Final Analysis

Viral Marketing aka word of mouth marketing is much more powerful than most people expect. It is under estimated and often overlooked as a major component in a marketing plan–more so now in the globally communicating Web 2.0 World

Silicon Valley’s Most Prominent Connection CSIX Connect: It’s The People

Today’s CSIX Silicon Valley networking meeting was another example of why I am willing to drive 65 miles through three counties, 60+ minutes of mayhem similar to LA style freeway traffic in order to attend: it’s the “touches.” The personal nature of this meeting is it’s strength as people are given the opportunity to really meet, build relationships, and foster the ultimate connection-friendship.

Hamid Saadat, the sparkling presence with MC qualities and charismatic flair, provided much needed reminders of the importance of a clean-updated resume. He gave away 3 timely handouts: Top 10 Guidelines-Resume; The Eight Worst Things to Say in an Interview; and Networking, what not to do. This dovetailed perfectly with impromptu presenter Pamela Livingston of M Shift.

Pamela a woman of obvious boundless energy, provided what was the best most succinct tips of the day. She spoke of the importance of networking, the idea that nearly every waking moment of the day is an opportunity to network, and most important of all–give value and give often.

As the Vice President of Business Development for M Shift, Pamela related stories of her own employment history, her strategy in becoming more valuable to an organization, and a general approach to life that has a lets get it done together feeling.

Attendees with Expertise

1. Barbod Varjavandi- An irrepressible charismatic man with fantastic communication skills, Barbod’s expertise includes: Engineering Operations; Software Engineering; Product Management; Release Engineering; Information Technology. Barbod is the type of person every organization should have in order to prosper. Contact Barbod at barbod@varjavandi.com and 408 802-9120

2. Nobuko Isomata- Nobuko is such a joyful intelligent woman. She is fluent in English and Japanese and her background specialty is Asian Market Entry and Product Launch. Her consulting services, Market Entry Experts, provides a full array of market to market management and strategy. Contact Nobuko at nobuko@marketentryexperts.com and (650) 922-1786 or 240-0460

3. Joyce Phillips-Joyce is a Human Resources expert with a focus on H.R. Management and Business Partnership. She is looking for an opportunity with a large company. Joyce has the savvy and warm intelligence to relate to any situation as well as substance factor. With companies facing an ongoing battle for human capital “assets”, Joyce would be key acquisition for any organization. Contact Joyce at jelp444@gmail.com

4. Susan Siegel-Susan is an intelligent communicator who I only had a moment to connect with at our meeting. She impressed me as well spoken and hard working in her approach to business and networking. Susan can be contacted at smsiegel1@aol.com or (415) 602-1120

5. Bill Gascoyne-A man of substance he is an ASIC Engineer, a corporate technical trainer, and an amateur Physics lover. Bill is the type of guy who can train and relate to an audience of experts, hold their attention, and most important of all–be effective communicating complex theory in the most effective manner. Contact Bill at bill@billgascoyne.name and 408 497-5682

6. David Strom-David is a Technical Writer with expertise in API, software, and digital video. David’s strength is not only his substance factor but as an effective communicator through both the spoken and written word. Contact David at davestrom@mac.com and www.davestrom.com

7. Barb Kinnune-Barb is a Career Consultant with experience as a Personal Coach. Barb’s focus is talent management, career mapping, resume building, and networking. With experience in Silicon Valley, Barb would be an asset in order to move employees forward with a plan for success. Contact Barb at bkinn_1@yahoo.com

Finally me, Dean Guadagni, I have 23 years of business development experience. I am utilizing my substance factor as a blog consultant, free lance writer, and agent to author Susan Hanshaw. I am the Business Director of Inner Architect and Inner Architect Media. I represent Susan Hanshaw’s newly released book “Inner Architect: How To Build The Life You Were Designed To Live” our workshops, keynote speeches, and products are aimed at providing the platform for you to become your own life coach, identify your passions, and plot a new destiny built upon your passionate interests.