What do YOU Want???

I am Catholic school girl.  From aged 6 until 22, I attended St. Agnes and St. Francis for elementary school, advanced to Carondelet High School, where I spent most of my time at the boys’ school, De La Salle, across the street, and got a degree in Marketing from Santa Clara University.  What all that means is that I started selling, aka fundraising, at a very early age.  Luckily for me it came naturally.

My first exposure to “foot canvasing or door knocking” took place in 1st grade.  We had these boxes of peanut butter and chocolate candy bars to sell.  The winner of each class got a trip to the amusement park, Great America.  I thought that sounded like a great day for a six year old!  I figured if I sold five boxes of candy, with 20 bars in each box, I would win the award.  My mother once told me that I came to her with a plan.  The plan was to wear my St. Agnes uniform as I went around to the neighbors to sell the candy bars.  My dad would walk with me and I would do the talking.  I sold the first box in an hour.

I was the top fundraiser for my class every year, even when I moved schools and fundraising was for the wheel-a-thon.  In seventh grade I got beat out by a 1st grader whose parents had sponsored him to win with such high dollars, that I lost.  My parents taught me to go out and earn my own success and it frustrated me that I had done all the hard work.  So my eight grade year, I didn’t get mad, I got even, or get better.  That year also my father had forbidden me from buying a very popular, “boom box” of the mid-1980.  My Dad said that the size of boom box was inversely proportional to the size of the person’s brain.  It turned out that the prize for winning the top fundraising award for the wheel-a-thon that year was a Boom Box!!  I was so focused on my goal that I didn’t care if someone’s parents wanted to contribute extra money, I was going to WIN!  I knocked on hundreds of doors, spent hours after school every day and was committed to getting that Boom Box.  I was committed to the goal and knew the work it would take to get it.

After the final numbers were tallied at the school assembly the winners would be announced.  Each class, K-8 would have a class top fundraiser and then the overall winners would be announced.  I could see the Boom Box for the top fundraiser and I prayed I had won it.  When my name was announced as the top fundraiser for the school, the President of the Parent Council handed me the prize.  The President that year happened to be my Dad, Gene Dallosto.  The smile on my mother’s face was priceless.  She knew how much my Dad hated those Boom Boxes and was so proud of the work I had done to earn something I wanted so badly.

As a Real Estate coach and sales manager, I have had real estate agents and loan officers come to me for business planning advice.  Some have very lofty goals shared with me and some very modest ones.  What is important is…what do YOU want?  If you want it, we can make a plan to get you there.  Wanting it includes wanting to do all the activities and commitments that get you there. It is wanting more than just the results.  It is about wanting every part of the journey to get you there too!  What do you want?  Are you willing to do what it takes to get there?  If you want it bad enough, you will do what it takes to get there.

 

Stop selling when the customer says YES!

My son Nathan, that seems to repeat back to me the “fortune cookie” comments.  Once when I was asking for help on a project, I had to sell it a bit to him.  After some discussion, he agreed and I kept telling him all the great benefits he would have by helping me.  After a few minutes of me continuing on with the benefits, he looked at me and said, “Mom, I said YES.  Stop selling when the customer says YES!”

When we listen to the needs of our clients, the selling becomes more of a conversation.  I have seen many sales people in my career get tripped up over this tried and true adage.  When the customer says “YES”…you are finished!  It doesn’t matter how long you spent preparing the most amazing sales presentation.  It doesn’t matter that you were only on the third of five points you wanted to make.  It doesn’t matter that you budgeted 90 minutes for this meeting and it has only been 20 minutes!  When the customer says YES…stop selling!

Sales people get paid when they close transactions, not for how long their sales presentation is or if they covered every item in the presentation.  Part of being a great salesperson is to engage with the client.  Stop “selling” when the customer says yes and you too will be a Great sales person!

tips for a shifting market…again

In 2008 I had the pleasure of training with Gary Keller of Keller Williams Realty on his book titled, Shift.  It was the Shift Book Tour and was filled with great information.  As it seems the market might be “shifting” again, I wanted to list out some of the high points of Gary’s book, Shift:

1. Get Real, Get Right – Mindset and Action

2. Re-Margin Your Business – Expense Management

3. Do More with Less – Leverage

4. Find the Motivated – Lead Generation

5. Get to the Table – Lead Conversion

6. Catch People in Your Web – Internet Lead Generation

7. Price Ahead of the Market – Seller Pricing Strategies

8. Stand Out from the Competition – Seller Staging Strategies

9. Create Urgency – Overcoming Buyer Reluctance

10.Expand the Options – Creative Financing

11.Master the Market of the Moment – Short Sales, Foreclosures, and REOs

12.Bulletproof the Transaction – Issues and Solutions

Tips for Rock Star Real Estate Professionals

Tips for Rock Star Real Estate Professionals…

  • Don’t play your music so loud that you cannot hear the client
    • Talk to them about the process versus tell them
    • Connect personally, not just through email
    • Ask if they LIKE the home/loan/experience
    • People buy and sell real estate for the time in their life, not timing the market
  • Play the songs they want to hear
    • Are they enjoying the process
    • This is the American Dream!
    • Get to know their wants and dreams
  • Love ballads sell more records than loud rocking songs
    • Touch the heart
    • Connect with the motivation and the feelings
  • Celebrate and have fun
    • Make getting your offer accepted/loan approved a celebration
    • Celebrate each step
    • Have champagne, music, excitement
  • Make sure your clients love your music and want to share it with others
    • Do they download your song?
    • Do they tell their friends about your music?
    • What memories happen when you hear your favorite love ballad?

True Rock Stars love what they do and want to share their passion with others.  Love ballads sell more records than dance music.  Connect with the heart and the mind.  It’s fun to be a Rock Star!!

Don’t Force It!!

This is for my Dad.   My Dad, Gene Dallosto, is a math major, so is my sister, Karolyn.  I’m pretty sure they think I am from a different planet.  My Dad and I look alike and that is where the similarities end. Since my Dad is a High “C”, analytics, numbers, black and white, all come very naturally to him.  He is the guy that actually reads the instructions before putting something together.  In fact, I believe he reads them twice!!  Once we went 15 rounds of yelling over my philosophy on a computer program, of “let’s just try a few buttons and figure it out quickly” and my Dad’s philosophy of “Let’s get out the operations manual before we proceed.”

My father is always reminding me not to “force it”.  My childhood memories are mostly with the phrase being used when putting something together or taking something apart.  Of course, as an impatient person, and a child, I had to test the theory.  Usually, Dad was right.  My efforts often resulted in less than desirable results.

This same moto of “don’t force it” can be applied to sales.  The best opportunities, clients, promotions, etc. are often the ones that seem to present themselves seamlessly.  We have all had experiences with clients or prospects where it felt like wedging a square peg into a round hole.  It just doesn’t work.  Those seem to drain our energy, rob us of our joy and make us question our instincts.  I think the “don’t force it” philosophy can be closely tied to the “trust your gut” philosophy.

Joel Osteen once wrote that when you work in God’s plan it is effortless and when you work outside of God’s plan, it is rough and draining.  In sales, we need to trust our internal guidance system.  Do you need EVERYONE you meet to be your client?  How many clients do you really need to meet or even exceed your goals?  It is OK to fire a client, step away from a bad opportunity or business relationship to welcome the good ones.

Don’t Force It!  Sometimes it is ok to read the directions, take a deep breath, look around and remember that you are amazing.  Your product, service, experience and talents are not for everyone.  They are for the clients that are a joy to serve, that you look forward to working with them, even during a tough transaction.  Your willingness to be vulnerable, to share your gift and your wisdom is what will get you to success.  No need to force it.

What do YOU want?

I am Catholic school girl.  From aged 6 until 22, I attended St. Agnes and St. Francis for elementary school, advanced to Carondelet High School, where I spent most of my time at the boys’ school, De La Salle, across the street, and got a degree in Marketing from Santa Clara University.  What all that means is that I started selling, aka fundraising, at a very early age.  Luckily for me it came naturally.

My first exposure to “foot canvasing or door knocking” took place in 1st grade.  We had these boxes of peanut butter and chocolate candy bars to sell.  The winner of each class got a trip to the amusement park, Great America.  I thought that sounded like a great day for a six year old!  I figured if I sold five boxes of candy, with 20 bars in each box, I would win the award.  My mother once told me that I came to her with a plan.  The plan was to wear my St. Agnes uniform as I went around to the neighbors to sell the candy bars.  My dad would walk with me and I would do the talking.  I sold the first box in an hour.  Needless to say, I went to Great America that year.

I was the top fundraiser for my class every year, even when I moved schools and fundraising was for the wheel-a-thon.  In seventh grade I got beat out by a 1st grader whose parents had sponsored him to win with such high dollars, that I lost.  My parents taught me to go out and earn my own success and it frustrated me that I had done all the hard work.  So my eight grade year, I didn’t get mad, I got even, or get better.  That year also my father had forbidden me from buying a very popular, “boom box” of of the mid-1980’s.  My Dad said that the size of boombox was inversely proportional to the size of the person’s brain.  It turned out that the prize for winning the top fundraising award for the wheel-a-thon that year was a Boom Box!!  I was so focused on my goal that I didn’t care if someone’s parents wanted to contribute extra money, I was going to WIN!  I knocked on hundreds of doors, spent hours after school every day and was committed to getting that Boom Box.  I was committed to the goal and knew the work it would take to get it.

After the final numbers were tallied at the school assembly the winners would be announced.  Each class, K-8 would have a class top fundraiser and then the overall winners would be announced.  I could see the Boom Box for the top fundraiser and I prayed I had won it.  When my name was announced as the top fundraiser for the school, the President of the Parent Council handed me the prize.  The President that year happened to be my Dad, Gene Dallosto.  The smile on my mother’s face was priceless.  She knew how much my Dad hated those Boom Boxes and was so proud of the work I had done to earn something I wanted so badly.

I have lots of stories like that one.  I sold 106 pizzas my freshman year of high school for a fundraiser, the runner up sold 28.   First Wal-Mart intern from the West Coast in 1992.  President Club award winner my first ten months in corporate sales.  Multiple years of achieving President Club awards and achieving sales goals.  Keeping my real estate office profitable during the credit crisis of 2008.  Losing 35 pounds in 2012 to get my health goal achieved and be a good healthy role model for my kids.

I have often remarked…”I will do crazy things for a $10 gift card!”  Yes, there were financial benefits of achieving these goals. Sometimes it was just the recognition.  Sometimes it was the trip, seeing my name at the top of sales board, or just the personal satisfaction of a job well done.  What do you want?  Are you willing to do what it takes to get there?  If you want it bad enough, you will do what it takes to get there.

As a Real Estate coach and sales manager, I have had real estate agents and loan officers come to me for business planning advice.  Some have very lofty goals shared with me and some very modest ones.  What is important is…what do YOU want?  If you want it, we can make a plan to get you there.  Wanting it includes wanting to do all the activities and commitments that get you there. It is wanting more than just the results.  It is about wanting the journey to get you there too!  So…what do YOU want??

Nate Ellis…Danke Shoen!

What is vision??  Our brains tend to work in pictures.  Today I am thinking of my dear friend, Nate Ellis and all the pictures in my mind of the memories we shared.  Nate died at the early age of 39 after long fought battle with a debilitating disease.  He is at peace now.  Nate was my employee, my friend, my co-conspirator, my vision caster, my inspiration and my kick in the pants.  Nate and I both had a passion for training, coaching and public speaking.  Often as a public speaker, when so many have strong fear around public speaking, it is difficult to get constructive feedback.  Nate and I helped each other to improve our skills as a trainer and speaker.  I always valued his opinion and his feedback was invaluable.

Nate and I also shared a passion for listening to other speakers and trainers.  We read a lot of the same books, went to events together and shared our thoughts on these events.  One goal setting workshop reminded us that our mind works in pictures.  The trainer told us, “Don’t think of jelly donuts!”  What happens??  Immediately we started thinking of jelly donuts!  Often people set goals of what they don’t want versus what they do.  If I ask you to think of healthy food choices, most people think of a table filled with fresh and ripe fruits and vegetable, lean meats and whole grains.   Then the Universe conspires to help us.  Because our brains think in pictures, we easily are drawn to those healthy choices we saw in our mind.

After this session, Nate and I started to help each other stay focused on the positive images we wanted for ourselves.  Words along with images have power.  Nate was an inspiring trainer and speaker.  He loved to sing and was often known for breaking out into a rendition of “danke shoen” at any given moment.  We shared our visions and goals of being national public speakers and trainers.  When Nate’s illness made it too difficult to continue with travel he was already well known as one of the best trainers of the National Association of Realtors.  I loved to meet up with him after his travels to learn from him and share in his enthusiasm in living is passion.  We had often joked that someday we would be “high-fiving” each other as one took the stage after the other.  Even though Nate is in Heaven, released from his suffering, I am suffering and I miss my friend.  I have promised to make Nate proud and to continue the vision that we had set out to achieve.  As I continue to do speaking and training events, I will be taking a moment before each event to “high-five” Nate in special way in my heart.  Nate Ellis…Danke Shoen for the gift of your life!

Ask…Seek…Knock

You always find what you are looking for…

Ask, Seek, Knock...

“Ask and it will be given to you; seek and you will find; knock and the door will be opened to you. For everyone who asks receives; the one who seeks finds; and to the one who knocks, the door will be opened.” Matthew 7:7-8

This holds true in so many aspects of life, both personally and professionally.  I have a note on my refrigerator, which I have had up since 2009, that says, “whatever I ask from life, I will get!”  There have been so many books and movies like “Think and Grow Rich” and “The Secret” that remind us that our words and intentions have power.  Tony Robbins, Dale Carnegie, Oprah and countless others remind us to dream big and keep our eyes open for opportunity.  What we look for often shows up for us, usually when we least expect it.

That is why Vision Boards and written goals are so important.  Our mind works with images.  When we see pictures of what we desire, then the universe conspires to help us.

Ask…for what you want

Seek…look for the opportunity

Knock…be willing to be vulnerable

Closed mouth don’t get fed!

This is the most simple and obvious things in sales.  You must ask for the business.  No one is a mind reader.   It is amazing to me how many sales people I see that spend a lot of time developing the relationship and forget to ask for the business.  Everyone knows that you are running a business and expects you to offer your product or service, particularly in a sales meeting.  Of course the best sales video on this subject is Alec Baldwin with his ABC mantra in Glengarry Glen Ross.  ABC stands for Always Be Closing!

I was trained in a high pressure, high results focused outside sales environment.  Part of our training involved how to continue to “close” throughout the entire sales presentation.  Ask for buy in at the onset of the meeting.  Ask for clarification on needs.  Ask for clarification on objections.  The basic format for a great sales presentation is as follows:

  • Build Rapport (20%)
  • Need Analysis (50%)
  • Present solutions (10%)
  • Objection Handling (15%)
  • Close for next steps (5%)

When a prospective client and referral partner meets with you, part of the expectation is to learn about your business.  It is a safe place to ask for what you need.  If you need referrals to grow your business…Ask!  If you are looking to add valuable team members…Ask!  If you are looking for Yelp! Reviews…Ask! If you need feedback on your latest advertising/sales presentation/website…Ask!

ABC…Always Be Closing!

Always Be Closing
Always Be Closing

Fortune Cookie Leadership

Many years ago, my daughter, Kelsey Shinn, commented that I use a lot of “one liners”  to parent and coach business owners.  After the use of one of those one liners, she looked at me and said, “OK…Fortune Cookie” and the nickname was born!

It seems to me that a lot of sales and leadership can really be broken down into fortune cookie, bite size, themes.  My goal is to share with you fortune cookie tips from the field to help you in your every day business.  Whether you are a new business owner or run a major corporation, these theme can hold true.

This is my first formal “blog” as Coach Katey.  I look forward to sharing with you and creating value to your organization.

Thanks!