Dr. Tony Alessandra

www.Alessandra.com

www.PlatinumRule.com

Prosperity Series Memphis Featured Sales Expert

The Prosperity Series Featured Expert – Nido Qubein on March 29, 2010

What an amazing evening!  Below are photos from the event…

Nido Qubein & Don Hutson

 Networking

 Marguirete Piazza and Nido Qubein

 Marguirete Piazza and Shirley Condon

  Networking

First impressions are almost always irreversible and can make or break your connection in a matter of seconds, and how you connect on and offline will make determine if you will win or lose!

What can you do differently than you have been doing?  Are you relying on the same old things, systems, and habits…. or even more concerning, doing the same things your competitors are doing?

Today’s savvy consumer knows what they want, and are not willing to pay for services that do not meet their need. The largest buying segment of housing is GenX, and they are especially good at finding another professional who is willing to do it “their way” and fast!

So, how about tune up for your presentation program?  Whether you are presenting to a buyer or seller, creativity, expertise and delivery will boost or beat your chances.

Here are 3 key tips on how to fine tune your connection:

1) Speed of Response:   How fast are you responding to your lead requests?  If you don’t have systems in place to respond in a nano-second, your prospects are moving on to the next agent who does have a method to  respond  in real time with targeted information …and that is what it takes to make a first WOW impression!

2) When you are meeting face to face, have you revamped how you personally “go to market”?  Are you “market” presentable? Are you fully focused on your client? Have you anticipated their every need?

Before your meeting, are you equipped with a with deep needs analysis pre-written questionnaire that demonstrates you are prepared, interested and focused to authentically discover and fulfill their real objectives? 

Unfortunately, this is an area where many of us have slacked off. Having left a fast and furious marketplace, we didn’t have the luxury of time or the need to build trust bridges with our prospects. 

A slower market is loaded with multiple opportunities to engage, connect and earn the right to provide our services to those in need and a great time to demonstrate strong differentiation from our competitors.  As an example, if you are still running a paper CMA from your local MLS and showing up with a worn out one size fits all presentation, you might need to start looking for another job! 

NAR reports that in 2009 that 34% of the properties sold were purchased by GenX. Translated that means they are driven by their own core values and preferences.  Those preferences include real time response, deep expertise and real accountability.   Think about investing some time in a marketing makeover and don’t wait another minute to re-design how you go to market while you still can! NAR’s Learning Library offers some free and almost free online webinars to help you do just that.  Check them out at: (http://budurl.com/MurphyMktgMakeover)

 3) Get rid of the old tools and get good with the NEW ones!   You are right to be confused, frustrated and downright stubborn about trying to figure out what’s in what’s out/what’s hot and what is not, but that is no excuse. 

You might be able to connect with prospects, but keeping all the updates consistent and valuable takes help from techno tools.  Set aside some time or ask the experts what tools are recommended to help you service 24/7 without working all those hours.  

Learn how virtual tours like OBEO.com will do the reporting on activity to the seller automagically for you and engage an interested prospect with interactivity on the tour. 

Your time is your money, so employing automated, customized drip systems that offer opt-in/opt-out options integrated with your IDX information is the only way to provide real time information as it is listed to prospective buyers or sellers considering to market their home. 

NAR reports that approximately 98.9% of prospects search for properties on the Internet BEFORE engaging an agent. Surprisingly only 60% of agents even have a website!  Do the basics, but do them right. Get a full web marketing website that does the work for you. Check out  http://www.realprosystems.com/  and get the whole enchilada:  Podcasts, blogs, drip systems, automated campaigns, back end training and the list goes on.  You can’t afford to be the jack of all trades, so figure out what systems can best support your goals and go for the gold. 

We’ve heard if you keep on doing what you’ve always done, you’ll keep on getting what you’ve always gotten…and that’s just not true anymore!  We know we can no longer do what we’ve always done to even stay even with what we’ve generated in the past!   If you are truly serious about making money by leveraging your time and expertise, get with the program.   Very few customers or clients say I don’t want to work with that professional because they are too good at what they do, too eager to help me get exactly what I want and too much of an expert at their craft….just ask them!

Bio: Terri Murphy, Communication specialist is an author, speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. Email: Terri@TerriMurphy.com – And for more webinar resources visit: http://budurl.com/NARFREEWebinars

Social Media:

www.Facebook.com/TerriMurphy

www.Linkedin.com/in/TerriMurphyCommunications

www.Twitter.com/TerriMurphy

Have you ever enjoyed an experience like this:  You meet with someone and two hours fly by and you can’t believe the meeting is over!  You still have so much to learn from them that you just don’t want it to end!

What if every meeting or presentation you were a part of ended like that? Would your second connection with these people be easier or harder to schedule?  Easier is the answer of course!

So the question is: After working with you, do prospects leave so energized, so pumped up, so laden with valuable information, tips, strategies, resources and inspiration that they can hardly wait to meet with you again? 

If your goal is not to surprise, delight, engage, energize and really connect with people you are doing business with, you might want to fine tune your strategy.

 Today I met with a most amazing professional. Tony Jeary may not be a household name to you, but he is the executive coach of choice to the world’s top CEO’s and high achievers for over 20 years.  His clients include presidents of companies like Wal-Mart, Firestone, Shell, and even the United States Senate!  You can’t leave his presence without being so excited about possibilities that you need and want more…

And that is exactly what most sales people and leaders should aspire to….guiding those we serve to a place that shows our prospects and customers  how to achieve their own best scenarios to  attain their personal and professional success.

Whether you are selling houses, tires, cosmetics, or pharmaceuticals, your product or service must include specific components that ignite and inspire those we serve by providing solutions to their problems. Here are a few key activities to include in order to fine- tune your personal and professional interactions:

1) Be and sound ENERGETIC!  If you aren’t truly excited about what you do and how you do it, you will rarely communicate the value to another person.  Without contradicting your personal style, allow your enthusiasm and passion for what you offer be transparent so your prospects can engage with you and participate in working with them to provide solutions to their needs.

2) Invest in PREPARATION!  Want to really impress someone? How about having prepared a full spectrum of information about them and possible solutions to help their business available so they can see that you made an investment in them?  Too many sales people spend the bulk of their time perfecting their presentation, trying to “sell” their product or service instead of investing the time to get information about the prospect’s needs when preparing for the meeting.

3) Be a true EXPERT!  How deeply do you study your own product or service and that of the competition? Can you draw from accurate information and statistics to help determine the best solution for your prospect or customer?  People will ALWAYS pay for expertise.  Become an expert by investing even 30 minutes a day every day on a competency and you will develop solid expertise in your given niche.

4) Learn PRESENTATION skills.  All the information on the planet won’t help you if you haven’t learned the most engaging and powerful ways to communicate.  People connect logically and emotionally.  Logic will help them see the value, but emotions provide the actions to buy or not buy.  Study up on Behavioral styles and generational communication dynamics to connect with all four communication styles and age groups.  Invest in presentation skill coaching if this is an area for serious improvement.  It is guaranteed to pay off! (For a free report on the 12 biggest mistakes most sales people make, visit www.Fripp.com)

5) Be AUTHENTIC with your word. Nothing is more devastating than someone who shows up, makes all kinds of promises and doesn’t deliver. If you are not a systems person, set up checks and balances to keep you focused and on target with action steps and deliveries on what you promised.  There is no second chance when you compromise your integrity. It is a highly underestimated and powerful action that doesn’t cost in dollars, but in attention to executing what you have promised. 

 Focus on these simple steps and you are sure to be the provider of choice and create raving fans and repeat business.

Terri Murphy, Author of 5 books, her latest with Donald Trump. She is a Speaker & Consultant can be reached by email: Terri@TerriMurphy.com or for more information visit www.TerriMurphy.com

Terri Murphy, Pres, Terri Murphy.com
CIO, USLearning.com-Featured author with Donald Trump-”The BEST Real Estate Advice I Ever Received”
901-767-0000
www.TerriMurphy.com  -  www.WomensWisdomNetwork.com

Social Network:
www.Linkedin.com/in/TerriMurphyCommunications
www.Twitter.com/TerriMurphy
www.Facebook.com/TerriMurphy