Realtor’s Floor Duty Tip #1: Stop Hard Selling-Start Engaging

This morning I called an agent to find out the listing price of a condo in my condo complex. The longtime resident is a good guy and I wanted to compare prices with some of the other properties as a measure for our market. When I called the agent I asked the question: “Hi, Tom can you tell me the list price on 123 Main St?”

The answer I received made me think of a few things I want to share with you since I am a consumer and NOT an agent.

Questions Are Not Buying Signals

1. Asking a question about a property is NOT a buying signal. Check out Mark Dembo’s article on buying signals for practical advice. When I asked for the price, I followed up that question with “What is the square footage of this condo?”  Tom the agent answered the square footage is “1,408” but then.  .  .

Hard Sell Launch

1. Agent Tom, thinking he had permission to slam me with a sales pitch launched into the following ramble:

Tom: “This is one of the biggest units in the complex (that’s not true-I know for a fact it is avg); this unit has one of the biggest garages in the complex (that is also false); you have private use of your own boat dock (that’s true); you have plenty of parking; two bedrooms 2 1/2 baths; community pool” and the list of features continued.

Note: During this Features “Puke” Tom was on a roll, never stopped to measure my interest, and continued at a speed where I could not ask another question. His attitude was just sit back and listen to how great this property is and how great it would be for you.

My Reaction

1. Run, run fast, run away immediately. So that is what I did to Tom. I told him: “Thank you I appreciate the information have a good day.” I hung up before Tom could react with ANOTHER DOZEN FEATURES I COULD NOT LIVE WITHOUT.

2. My perception of Tom:

a.) Tom knows the Hard Sell

b.) Tom does not know how to engage on a personal level and create a connection

c.) Tom is desperate, he is selfish

d.) Tom is unprofessional

e.) Tom did not attempt to brand himself

f.) Tom did not give me a feel for the buyer’s situation

g.) Tom did not ask one probing question

h.) Tom did not care for anything but puking his information all over me.

i.) Tom does not know how to give value in order to connect

If I Were a Betting Man: Tom’s Reaction To My Call

1. I was just another tire kicking clown

2. I was not serious

3. That call was a waste of time

4. That guy was rude as he did not let me continue my mindless info puke

5. Floor duty sucks!

Opportunities Tom Missed and Things He will Never Understand

1. I could be somebody who could help his career- I would write about him and help him with Web 2.0 transition or sales transition if he had just engaged with me

2. He doesn’t know who I know- I know lots of friendly people here on Active Rain. He needs to be here and I will bet (sorry I would make this bet) my house he is not aware of Active Rain or the power here

3. He did not try to befriend, engage, or create a personal relationship-again I do know the county as I grew up in Marin County when the market for starter homes was $19,500-I know lots of people even today

4. He did not ask permission to provide more information– this would have shown respect and I would have gladly accepted his info puke

5. He did not brand himself and offer a glimpse of his differentiating factor

6. He did not offer any value give, any value information, any value advice

The Secret That Is NO Secret

Every call is an opportunity to show why a person should be interested in you. The method to gaining access to people, their confidence, and their group of friends is to provide free information that people value.

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.

Help People, Make New Friends, Create Opportunities: Become An Expert In Your Field By Networking “The Right” Way

Networking events are the lifeblood of business in many niches. Yet one of the greatest benefits of networking is the education you should receive while looking to connect. If you are networking the “Right Way” you will begin to do your due diligence, research your niche, offer your expertise in keynote-workshops, provide constant valuable information, and you will write about your experiences during your quest to be connected.

One of the best sources of contacts important to the author I represent, Susan Hanshaw, has been employment networking groups. The following is a look at how Realtors, one of my client groups I consult, should position themselves, how to understand value, how to give value, and how to become a trusted source of information and help–the rest will take care of itself!

Why Networking Groups for Employment?

Many folks are being forced out of jobs, lay offs being the first step, and need to reevaluate their financial positions. Many decide they want more from life and wish to become entrepreneurs in a field that is a passion for them–following their hearts. Others feel stressed by their expenses including a large mortgage that is a continual source of stress. What is the biggest purchase and sale in most people’s lives? People need your expertise so start ACTING like the expert YOU are already!

The Solution

Many people sell their homes or property to fund their dreams, sell their property to relieve their stress, or many will “trade” down aka sell their larger home for a more manageable mortgage and smaller property.

Realtors being transaction oriented, you can see the trend here.

Position Yourself as The Expert

Position yourself as the real estate expert for a particular region. Go to these meeting with information that will help these people to decide on a course of action. Help them with information and you will find new clients

Tone

DO NOT TRY TO SELL ANYONE ON YOU, YOUR LISTINGS, OR YOUR OBVIOUS GREATNESS AS A REALTOR! This is the fastest way to being asked to leave, being ignored, and turning your potential referral audience off–forever!

1. Instead position yourself as someone who is an expert or having expertise and can answer questions, for free no obligations, and consult with the group.

2. Bring handouts for other employment networking events, job fairs, or offer knowledge of businesses that are hiring. Be a source of employment yourself

3. Write articles on your blog, website, or newsletter highlighting your new “friends” and their goal of employment. Call it your Expert Section and use it as a tool to bring more exposure to these folks. Maybe highlight one member per week or month. Print out your article(s) and circulate amongst the group.

4. Build a List when you offer to include these folks in your blog post you will receive their contact information. Ask for permission to include them in your list. You then have the beginnings of your “Employment” list to send people to your newsletter, blog, or info on things you are doing in the community

5.Offer to speak about real estate in your groups region, alternatives, and the state of the market today

Where Do I Find These Groups?

1. Google the phrases employment education, employment networking groups, and any other combinations of phrases surrounding employment, job search, group, organization. Include the region, county, city you want to focus upon.

2. CSIX Connect is a fantastic example of employment networking. Go to http://www.csix.org/ for more information and an example of the type of group you should attend

Remember

Have fun when networking. Provide great value that people want. Be open and listen to learn. Connect and make lasting relationships. Don’t ask but instead ask how you may provide help–the rest will take care of itself

Kurt Vonnegut’s 8 Basics Of Creative Writing: Tips For Marketing Your Business

The real estate industry, any business for that matter, could take note when searching for marketing ideas and strategies. American author and icon Kurt Vonnegut’s “8 Basics of Creative Writing” provides a few nuggets of wisdom that carry over nicely from his intended target-book readers to consumers.

Kurt Vonnegut’s Marketing Advice

1. Use the time of a total stranger in such a way that he or she will not feel the time was wasted
KV: Give consumers value for free, often, and consistently with blogs, keynotes, and workshops

2. Give the reader at least one character he or she can root for.
KV: Be sympathetic to your audience by being likable, honest, and authentic

3. Every character should want something, even if it is only a glass of water.
KV: Your marketing plan should have a goal that is measurable

4. Every sentence must do one of two things—reveal character or advance the action.
KV: Your writing must reveal your character or advance the reader’s knowledge

5. Start as close to the end as possible.
KV: Make your messages short with impact; do not waste your audience’s time

6. Be a sadist. No matter how sweet and innocent your leading characters, make awful things happen to them—in order that the reader may see what they are made of.
KV: Challenge the status quo. Be willing to take a stand no matter how unpopular with your peers

7. Write to please just one person. If you open a window and make love to the world, so to speak, your story will get pneumonia.
KV: If you do not stay interested in your message how will anyone else

8. Give your readers as much information as possible as soon as possible. To heck with suspense. Readers should have such complete understanding of what is going on, where and why, that they could finish the story themselves, should cockroaches eat the last few pages.
KV: Make your message one of “Radical Transparency” allow all to see everything to build credability