[Free Webinar] How Your Marketing Can Win You Listings

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

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 shared with you last month how I would use Buildout.com to produce brilliant and beautiful proposals quickly. I was asking one of my Massimo Group coaching clients last week how long it takes him to prepare a proposal. For a good one, it takes him 7-10 days. That’s just too slow.

Moving faster than your competition is a great way to win business.

Another tactic Buildout allows you to do to win business with your marketing is creating websites at the click of a button.

I remember doing this a few years back. I was preparing for a listing presentation. So I created the listing website as if the property were being marketed. With Buildout, this took one click of the button. I then uploaded my proposal to the site.

I went to the meeting with nothing in my hands. I logged on to the prospects computer and brought up the website for his property. He was impressed. I then showed him how to download his proposal. He was really impressed.

I then showed him how I just need to perform a few more mouse-clicks and the world would know his property is for sale. He thanked me for the demonstration and said he would make his decision the following week.

When I got back to my office, I logged in and took his website down. He called me that evening asking where the site had gone. He wanted to show his wife. I shared that the site will go live when he signs the listing agreement.

I won the listing before my competition was even able to put their proposal together. That is what Buildout gives you the tools to do.

FREE Webinar: How Your Marketing Can Win You Listings

When: Wednesday, August 5th at 3:00 pm Eastern

Capacity: 100 (we filled up last month)

Register: Click Here

Why You Should Register:

  • Regardless of whether you sign up to use Buildout or not, you are going to hear some great ideas that you can do own your own.
  • The webinar is free!
  • I have negotiated an offer with Buildout that you can’t get anywhere else.
  • And if you just like seeing cutting edge technology, then this webinar is for you.

Who the Webinar is for:

  • Brokerage Owners – if you have as few as 2 brokers in your firm, Buildout is a no-brainer.
  • Marketing Directors – if you are responsible for preparing the proposals and packages for your firm, you are going to love Buildout – and you can thank me later.
  • Brokerage Teams – if you are on a team of brokers, Buildout will make you more efficient and keep you in front of your prospects and clients.

Who the Webinar is NOT for:

  • Tenant Reps: Buildout doesn’t quite have what you need. But stay tuned…it will!
  • One-man shows: There will likely be a product for the one-person shop in the future, but not yet.

Get Me My Seat for the Webinar!

5 Reasons Why There Is No Magic Prospecting Script

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 of young upset female in quarrel with her husband

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 was talking with one of my mentors sharing with him the situation. I explained that I was wracking my brain trying to construct the perfect sequence of words that would miraculously bring my wife around to my way of agreement. There must be some perfect way for me to communicate my position which would render her helpless to disagree. Right?

He laughed. He is a serious man. I can’t remember the last time he laughed. I didn’t find any of this funny at all.

But explaining this story to you, it is funny. It is funny that I had believed a fallacy – a lie. The truth is…you can’t say X in such a perfect way that guarantees Y. None of us are a real life Heisenberg (if you get that reference, then you and I would be great friends).

The same is true in CRE prospecting. There are no magic scripts. There is no perfect sequence of words that you can say in a particular tone that will instantly persuade your prospect to meet with you. It just doesn’t happen.

So in case you don’t want to take my word for it, here are the 5 reasons why using a prospecting script won’t work for you.

The 5 Reasons A Prospecting Script Won’t Work For You

1. Your Prospects Are Different – They have different pain points. They have different needs. They have different motivations. No two of them are the same. That is why CRE is such a constant challenge. No two deals, prospects, or clients are the same.

2. You Don’t Commit Intellectual Suicide – Prospecting is about getting inside your prospects’ heads and understanding what problems and opportunities they have. That means you have to think. You have to react. You have to be proactive. You do not commit intellectual suicide to prospect.

3. Specialties In CRE Are Different – Line up 5 brokers in a row, each with a different specialty. There is no script on the planet that will work for all of them any conceivable amount of time. Different property types attract different types of people with different needs.

4. Asking Questions Is The Most Critical Skill – And how do you know what problems and opportunities exist for a prospect? You learn to ask great questions. My brother-in-law is a natural at this. It is a learned skill for me. Regardless, you need to get good at. Your competition is going to talk about themselves and their companies. You need to ask great questions and allow your prospects to tell you how to win their business.

5. System over Script – In prospecting, it is your system that is important, not the script. How do you warm-up a prospect? What are your ratios – your numbers? A system will produce predictable results over a long enough period of time. The system is what you tweak and improve.

Now don’t get me wrong. Having a plan for your prospecting calls is huge. You need to prepare. You need to understand the purpose of the prospecting call. You need to understand how to turn a call into a meeting. You need to understand the anatomy of a prospecting call. You need to utilize prospecting best practices.

You need to research and do your homework.

Being a market expert and implementing prospecting best practices gives you the ability to understand the need of the moment for your prospects and customize your solution, on the fly, so you can get a meeting.

To understand how to better do these things, I have two resources for you. The first is a prospecting infographic cheat sheet. It shows you what you need to be doing to drive the business you want. You can download it by clicking the button below.

Send me the prospecting infographic cheat sheet

The second is my brand new ebook – The Beginner’s Guide to Prospecting: The Proven Step-By-Step Process to Maximizing Your Income by Pursuing the Business You Want. You can download it for free by clicking the button below.

Send Me The Free Prospecting Ebook

So Question: What do you think? Do you agree that scripts are not the best way to generate business? What other reasons can you come up with? You can leave a comment by clicking here.

How The Voices In Your Head Can Hold You Back

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.

eye

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.

Win More Meetings with the New AIDA Technique

“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.

putthatcoffeedown

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!

Date: January 21, 2015
Time: 12:00 p.m. Eastern
Event: CRE Social Media Breakfast Club - Free Webinar
Topic: CRE Social Media Breakfast Club - Free Webinar
Sponsor: RealNex
Public: Public
Registration: Click here to register.

Increase your Prospecting Effectiveness by Utilizing these 11 Triggers

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

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!

Date: January 23, 2015
Time: 3:00 pm Eastern
Event: 2nd Session | Free Webinar: How to Thrive as a New to the Business Broker
Topic: How to Thrive as a New to Business Broker
Sponsor: The Massimo Group
Venue: Live Webinar
Public: Public
Registration: Click here to register.

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 over 150 already registered for the call, and I look forward connecting with you soon!

Date: January 23, 2015
Time: 1:00 - 2:00 pm Eastern
Event: Free Webinar: How to Thrive as a New to the Business Broker
Topic: Free Webinar: How to Thrive as a New to the Business Broker
Venue: Live Webinar
Public: Public
Registration: Click here to register.