Turn Holiday Parties into Networking Opportunities!

As the Holidays approach, many of us will be attending parties, events and just being around more people.  Turn these events into ready-made networking opportunities!

Here are some simple questions to ask to be purposeful in your networking:

  • What are your family traditions during the holidays?
  • What do you do for a living?
  • Do you have any vacation plans for the holidays or 2018?
  • Are you currently living in your dream house?
  • What is your “Empty Nest” plan
  • Have you seen a lot of new construction in your area?
  • Who is your Realtor/CPA/Financial Adviser? (ask for an introduction)
  • What community holiday events do you attend each year? (more networking!)

Make it a goal to exchange three business cards at each event and follow up the next week with a personal note.  Be purposeful at the end of 2017 to make sure 2018 starts strong!

Actions ALWAYS Dictate Commitments

This weekend Chuck challenged me to “unplug” for a few hours while we enjoyed a “Day Date” in Los Gatos.  I have to admit that the first hour was a little weird for me.  The next six hours were fantastic!

This experience reminded me of times when my kids were younger and they made a game out of taking my phone from me so we could watch a movie.  That was a reality check.  How committed am I to my closest relationships if I am not truly present with them?  Does what I say am I committed to show up in my calendar and my actions?

How committed are we to our relationships, business and growth?  If we truly committed it will show up in daily actions.  Is the time blocked on your calendar to make lead generation calls?  Do you have time blocked on your calendar to meet with clients?  When are you leaving the office to go home and recharge with family and friends?

Our commitments are always demonstrated by our actions.  Take a look at how you spend your day to make sure you aligned with your goals and commitments!

No or low cost ways to create real estate business

Looking for new real estate clients on a limited budget?  Check out these suggestions…

  • Interview top producers at your office
    • Ask how they got started
       Previous experience
       Who mentored them
    •  What they love about real estate
      • What their biggest challenge is
      • Magic Wand Question…if they had a magic wand to change three things about their business, what would it be?
         Listen
         Take notes
      • Ask if they need help
         Distributing flyers
         Runner for marketing items
         Follow up calls
         Showing Assistant
         Door knocking homes or business parks
         Hold open houses

 

  • Go meet with Builders in the area (www.NewHomeSource.com)
    • Introduce yourself
      o Preview the models
      o Ask to host a broker preview for the office-coordinate with the Manager
      o Ask to do a Facebook Live video on the models
      o Find out if any potential buyers have house to sell before buyer
    • Ask to be on the list of preferred Realtors
    • You will help to make sure the house is sold so the buyer can get into the new construction home
    • Ask what they do with prospective buyers that do not qualify at that price point
       Can you follow up with them?
       Can you give them a referral fee for anyone that buys with you
       What other projects are coming up for that builder
    • Become a New Construction specialist
       Facebook
       Instagram
       Videos on YouTube
       Go visit 5-10 builders every week and promote it on social media

 

  • Starbucks
    • Bring business cards & laptop/iPad
    • Go to each table
    • Drop of your cards
       I am a Realtor in the area, if you have any questions, please let me know
       I will be sitting over there
    • Open up your laptop/iPad
       Research nearby homes for sale
       Research open houses that weekend
       Research new construction projects (www.newhomesource.com)
    • Be friendly
    • If you don’t know the answer, take down their info and call them back after to talk to your mentor or Manager
    • Have fun!!

Happy Realtors Sell MORE Homes!

Mentors have hindsight that is your foresight

If hindsight is 20/20…find someone that has your foresight as their hindsight.

When I as about nine years old, my parents invited my Dad’s co-worker, Cathy Fitzgerald, over for dinner.  I believe she was probably about 25 years old then.  My Dad worked for a small “startup” in 1980 called Tandem Computers.  Tandem built mainframe computers, so I grew up with those old magnet tapes all over the garage and cold rooms at my dad’s office.  Dad was in Sales Support.  Once the sales team had identified an opportunity and done an initial needs analysis, the sales support team would come in to make sure the technical aspects of the transactions were done well.  Cathy Fitzgerald was the top sales person at Tandem and in my eyes, an absolute rock star.  I had already demonstrated my ability to sell by the first grade and at the ripe old age of nine, an accomplished fourth grader, I was in amazement.  It was the first time I realized that my talents as a salesperson could be a REAL job!!  Cathy was the embodiment of what I wanted to be when I grew up!  She arrived at our house in a gorgeous suit, she is smart, beautiful, funny, interesting and successful.  My parents treated her like family and she is still a part of our lives today.

Both directly and indirectly, Cathy became my mentor.  I bought my first suit at the age of nine and haven’t looked back since.  My parents would tell me of Cathy’s successes, opportunities to further her career and personal accomplishments.  Cathy and I have met several times over my life and her insight is always appreciated.  She is a success in multiple aspects of her life, professionally and personally.  Her Christmas card is one I look forward to getting every year.  Writing this reminds me that I need to spend more time with her!  Many of my dreams and aspirations come from things Cathy has done in her life.

If hindsight is 20/20…find someone that has your foresight as their hindsight.   If you want to be a top producing salesperson, go spend time with top producing salespeople.  If you want to learn how to invest in real estate, go meet with people already doing it.  If you want to write a book, meet with people that are doing it.  I have never been a fan of “reinventing the wheel”.  If someone has already done it, follow the recipe.  Once you follow the recipe a few times, then you can go and put your own style or spin on it.   The basics of success leaves clues.  The majority of what successful people have done or not done, in their past can be emulated by you.  I have been very purposeful on who my mentors are.  The areas where I struggle are often the areas where I do not have a mentor.

Do you have a mentor?  Are you a mentor?  The best way to learn is to teach.  When you find a mentor that can guide you in the direction you want to go, there is nothing better.  Also, make sure you are being a mentor to others.  The days of the old boys club can live on with one mentoring relationship at a time.  The mentorship of the old boys club are a great example of taking someone under their wing to guide and teach the next generation to success.  Be clear on where you want to go…then find someone that has already been there!

“This guy’s walking down the street when he falls in a hole. The walls are so steep he can’t get out. “A doctor passes by and the guy shouts up, ‘Hey you. Can you help me out?’ The doctor writes a prescription, throws it down in the hole and moves on. “Then a priest comes along and the guy shouts up, ‘Father, I’m down in this hole can you help me out?’ The priest writes out a prayer, throws it down in the hole and moves on. “Then a friend walks by, ‘Hey, Joe, it’s me can you help me out?’ And the friend jumps in the hole. Our guy says, ‘Are you stupid? Now we’re both down here.’ The friend says, ‘Yeah, but I’ve been down here before and I know the way out”

Win or Learn…never lose!!

I am a competitor.  Everything to me is a competition.  When my sister, Mom and I would play cards, I would use every advantage to win the hand or the game.  In most board games, the instructions include the rules of the game and how play.  I have never read the instructions in any game on How to Win!  Strategy to win is learned by playing the game, learning from others and observation.  This sound familiar?  Strategy for how to be successful in business is learned the same way.

My son, Nathan, is also a competitor.  He has always been that way.  Nathan always wants to play a game, race someone or challenge someone in trivia.  When Nathan was in the fifth grade, he was playing Little League baseball and had already proven himself as an All Star.  The team he was on had some kids who had not ever played baseball.  As a pitcher, Nathan would pitch a great few innings, then the team would sometimes lose the game due to inexperience of some of the new players.    He came off the field visibly frustrated.  I could understand the frustration and I wanted him to be a good teammate.

I was once taught to say after a child’s sporting event, to say, “I love to watch you play”.  In fact, that is the reason you are there, to watch the joy in your child’s face when they play a game they love.  This particular instance, Nathan was not loving the game.  I have to admit that I was not happy with his attitude.  So after he had a minute to vent his frustration, I reminded him that this may not be the season that they win a lot of games.  This would be a season of learning.  Did you learn anything today? Did you watch someone make a great play and learn from it?  Did you watch someone make a mistake and learn from it?  Was there a previous lesson that was reinforced by your performance or the performance of your teammate?  Did you learn how to be a better leader, to be more compassionate, to be a good friend?  What lesson did you learn on the field today?  If you lose the game and don’t learn anything from it, when why play?  Losing doesn’t feel good, and, it is rarely fatal.  Losing is a reminder of how badly we want to win and to test our commitment to getting better.

Failure is part of playing in any game.  In sales we win and lose clients, negotiations and opportunities.  Did you learn anything?  There are so many examples of great leaders that have failed and continued to learn to get and do better.  Oprah, Abraham Lincoln, Michael Jordan, Anthony Rizzo, and the list goes on to people you know personally.  What lesson did you learn to make you better with your most recent loss?  Are you still committed to your dreams, whether it be to become a Hall of Fame baseball player or take amazing vacations?  The dream and the commitment to it is up to you.  Keep failing, it is the best teacher.  Win or Learn…Never Lose!

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!