I have poison ivy. Both arms. My stomach. And my ear. I kid you not. I have poison ivy on my ear lobe.
The reason? I love my wife.
Earlier this week, she asked me if I would help her trim the landscaping in our back yard. Evidently – there is poison ivy back there.
When I do yard work, I binge-listen to podcasts. This week, I was listening to Michael Hyatt’s podcast – What if the Barrier’s Were Only in Your Head? It got me thinking about the things we believe in our minds.
Some of those beliefs are rooted in truth. Some are not. What we believe is true about ourselves has a tremendous impact on our performance. Our mindsets are rooted in truth, or they are rooted in a lie.
Commercial real estate is changing. The internet has helped in leveling the playing field. Best practices are now easily shared – within companies and without. It is now harder than ever to differentiate yourself from your competition.
This month’s webinar with my friend Kris Krisco of Buildout.com
is all about how your marketing should actually win you listings. You can register for the webinar – at 3pm Eastern on August 5th – by clicking here
by ShadeON via iStock.com
The marketing of your listings is for the purpose of finding the most potential buyers. The more buyers equates to more offers. More offers, if the listing is priced right, can generate a quasi-auction environment. So not only do you find a buyer, but the best buyer – and, get the most out of that buyer.
But you can also use your marketing to win listings.
I’ve recently had a number of my New to the Business (N2B) coaching clients ask me for prospecting scripts. They are new clients, and they are new to commercial real estate (CRE). Had they been with me for a while, they would have known not to ask. I want to share with you why in this post.
But first, a story…
Image from shironosov via iStockPhoto.com
I’m in my 15th year of marriage. I love my wife more today than I ever have. She is incredible, and I count myself one of the most blessed men on the planet.
But…we still deal with conflict. She is not married to a perfect man. And despite her awesomeness, she isn’t perfect either.
Recently, we were dealing with some conflict in our marriage that had gone on for a number of days. My wife was frustrated with me. I was frustrated with the situation. Life in the Barron household was not smooth or enjoyable…at all.
I heard a great story this week that has had my wheels turning ever since. I’m going to share it with you in a minute.
But first, I want you to consider how you talk to yourself – in your head. I think I’ve heard someone call this self-talk.
Photo by David Meier
The way I talk to myself holds me back all the time. My first couple of years in commercial real estate, it held me way back. I would talk myself out of making a call. I would decide for a prospect that they weren’t interested…before I made the call.
This self-talk makes a difference. What does the talk in your head sound like? Consider this story.
A rich oil sheik decided he wanted to learn how to play golf. So he built one of the world’s best golf courses. It was perfect – gorgeous.
The sheik then invited a US club pro to spend two weeks with him on his new golf course giving him lessons. The pro accepted the invitation.
So the Sheik sent his private jet to collect the pro and bring him to the Middle East. Once there, the pro spent two weeks in complete opulence. Everything that he could have wanted was available to him.
The pro loved the course and very much enjoyed teaching the Sheik.
After 2 weeks, the pro was boarding the private jet to go back to America. The Sheik, being very pleased with his two weeks of lessons, offered the pro anything.
The pro responded and told the Sheik that this had been the best 2 weeks of his life. His hospitality and generosity were payment enough.
The Sheik insisted, asking the pro if he collected anything.
How to Thrive as a New to the Business (N2B) CRE Webinar
CRE brokerage does not come with a playbook or a manual. It is super easy to get into CRE, but very difficult to survive – let alone thrive. In this webinar, we discuss:
- How the N2B broker should spend their time to rapidly ramp up their career
- How to implement a targeted prospecting system to generate consistent deal flow
- How to track your metrics and analyze your pipeline
For more information on the N2B Program through the Massimo Group, CLICK HERE.
“Put that coffee down. Coffee is for closers.” ~ Blake
In 1992, a movie came out titled Glengarry Glen Ross based on a play of the same name. It is a classic sales movie – more for the cast than the ethics for sure. You get to see Al Pacino, Alec Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, and Alan Arkin.
In one scene, Blake, played by a young Alec Baldwin, holds a meeting with the sales staff. In that meeting, he introduces to the team the AIDA method of prospecting. (If it weren’t so R rated, I would provide a youtube link to this scene.)
- Attention – “Do I have your attention?”
- Interest – “Are you interested? I know you are ‘cuz it is…”
- Decision – “Have you made your decision for Christ?”
- Action – “And action.”
You can trace the first iterations of this method all the way to the 1900’s. At the Massimo Group, we believe this method is outdated. So we’ve come up with our own version. Our version allows anyone in sales to secure more meetings through their prospecting.
Free Webinar - How to Thrive as a New to the Business Broker
Join Rod Santomassimo, founder and president of the Massimo Group, and I as we share how to thrive as a N2B broker. We are also going to announce two exciting offers during the webinar.
If you are a CRE broker with 2 years of experience or less, you should be on this webinar. If you employ new brokers, or are trying to recruit them, you should be on this webinar.
The session referenced in this video filled up so quickly we had to open up a 2nd session. The second session is at 3pm Eastern today.
You can REGISTER HERE.
Join us for an engaging, educational and fun roundtable with the CRE Social Media Breakfast Club!
We will be discussing the power of social media with true stories of success and failure. Learn about all aspects of social media with real-life examples, discussion and debate. Come learn how these CRE joe’s have used social media to expand their network and grow their business brands…and how you can too!
With special guests:
Hosted and Sponsored by Matthew Smith and RealNex!
||January 21, 2015
||12:00 p.m. Eastern
||CRE Social Media Breakfast Club - Free Webinar
||CRE Social Media Breakfast Club - Free Webinar
||Click here to register.
When an emotion is triggered in your brain, your nervous systems responds by creating feelings in your body (what many people refer to as a “gut feeling”) and certain thoughts in your mind. ~ Mary Lamia, Ph.D., clinical psychologist
From 2002 – 2004, I was stationed in Georgia. One day, a door to door salesman came to our door selling a “world-changing” vacuum cleaner. The first thing he did was offer me a free hat because I had opened the door. He then went into his pitch. I politely interrupted telling him we weren’t interested.
Maximize your prospecting with emotional triggers
He then asked me a second request. Would I allow him to give me a demonstration? If nothing else, he would clean part of our house for us. I said yes.
One hour later, he was still in my home. Truth be told, I’ve never been more impressed with a vacuum cleaner. The only thing that kept me from buying it was it was very expensive. We simply didn’t have the money.
This salesman did a fantastic job using emotional triggers to get a desired result from me. And it worked…almost. Emotional triggers fall in the realm of evolutionary psychology. Essentially, triggers are events and tactics that “trigger” certain emotions. If you understand emotional triggers, you can use them to your advantage.
Wow! Because of the overwhelming demand and the fact that the first session filled up so quickly, we have decided to open a second session of the free webinar: “How to Thrive as a New to Business Broker”
Free Webinar: Join me and Rod Santomassimo, founder and president of the Massimo Group, as we share the keys to thriving in Commercial Real Estate as a new to the business broker. In this webinar, we will show you:
- Keys to success for new to business brokers
- What it takes to create a solid start to a prosperous career
- Specific strategies and tactics that will help you generate early income
This webinar is guaranteed to give you actionable tactics you can immediately apply to your business. If you are a new to the business broker, or the broker/owner who employs them, you want to be on this webinar.
Plus, we will be announcing two special offers to attendees.
Join hundreds already registered for the call, and I look forward connecting with you soon!
||January 23, 2015
||3:00 pm Eastern
||2nd Session | Free Webinar: How to Thrive as a New to the Business Broker
||How to Thrive as a New to Business Broker
The Massimo Group
||Click here to register.