6 bad sales habits to quit right now

It’s no secret: salespeople, and real estate sales people in particular, often get a bad rap.

For many, it’s deserved. We’ve all been harassed by a persistent telemarketer or an overly-eager junior sales rep who just didn’t know when to quit. Of course, for every obnoxious account executive, there’s an experienced professional who has dedicated their life to learning good salesmanship.

But even the most skilled seller can revert to bad habits from time to time.

Maybe you rely a little too heavily on email templates or maybe you’ve gotten in the habit of interrupting clients when speaking, but it’s never a bad idea to take a quick inventory of your habits and cull out the bad ones.

Here are some to start with:

Topics: Best Practices

New ebook: 9 Ways to Build (And Maintain) Strong Rapport With Anyone

As a commercial real estate broker, your business depends on strong relationships. Whether it’s with a prospect, client, architect, lender, developer, or admin, building a strong rapport with that person is essential to a successful business (and a happy life, for that matter).

And it’s easy enough to befriend people you get along with, but what about those who challenge or annoy you? Creating rapport with those people is arguably even more important.

Rather than succumb to your frustration, you can use relationship-building techniques to make a friend out of just about anyone. Whether you’re trying to win over a new client, strengthen an existing relationship or turn an adversary into a friend, the techniques in this ebook will help you build strong, lasting bonds.

Here’s a preview:

Topics: Best Practices

Is your marketing falling short? Ask yourself these 12 questions to troubleshoot.

The following is an excerpt from our ebook, The Ultimate Guide to Marketing Your Listings . Read the below and then download the rest for a simple but powerful marketing blueprint designed to help you get deals done quickly.

Let’s say you’ve won an exclusive rep agreement and you’ve started marketing the listing. Everything is in motion, but for some reason, you’re not getting a great response. If that’s the case, there may be some glitches in your marketing. For example:

Topics: Best Practices

Summer is (almost) over. Take these 7 steps to reset and finish the year strong.

We’re over halfway through 2017, and as we head into Labor Day weekend, summer is drawing to a close. It’s time to take a pause, evaluate how things have gone so far, and plan for a successful close to the calendar year.

It’s easy to get caught up in the day-to-day pace of work and life. And often, when forced to choose between an easy task and one that requires deep, critical thinking, we choose the one that we can cross off our to-do the fastest. This can lead your priorities askew and cause you to stray from your goals.

That’s why it’s important to carve out time in your schedule for the tough stuff—the deep thinking that guides those day-to-day activities in the right direction. Here are some tips for ensuring strategic thinking doesn’t fall by the wayside so you can crush the remainder of 2017.

Topics: Best Practices Efficiency

6 ways to generate more referrals

Referrals are an amazing way to pick up new business, but you don’t have to sit around waiting for them to happen! Asking for referrals should be an automatic part of your process, just like following up with contacts or prospecting for new leads.

Consider this: People referred to you by your loyal clients are 37% more likely to stick around, according to Deloitte. But without those referrals, you’re missing out on valuable opportunities, since word of mouth can influence 20-50% of all purchasing decisions.

It’s clear that referrals are a valuable source of new business. Here’s how you can get even more of them:

Topics: Best Practices

7 ways to use LinkedIn Sales Navigator to prospect better

Have you tried LinkedIn’s Sales Navigator tool yet? It can shortcut the process of finding qualified leads and lets you play with a treasure trove of user data so that you can unearth prospects based on everything from zip code to common interests—which is far more than you can do with the regular search function.

Here are a few ways the Sales Navigator can help you prospect:

Topics: Best Practices Efficiency

A step-by-step guide to nailing your elevator pitch

We’ve all been told to have our elevator pitch ready. After all, you never know when you’ll bump into the CEO of the company, or a major investor who just happens to be looking for new representation.

But how many of us really have something to say, besides the dry facts of what we do? We hate to say it, but no one really cares that you’re a tenant rep broker servicing the greater Seattle area…

That’s because there are many other commercial real estate professionals just like you, and simply saying what it is you do, rather than who you are and why you do what you do, doesn’t set you apart and it certainly doesn’t get you remembered.

Topics: Best Practices

Know your stuff, show your stuff. Your next deal depends on it.

A few years ago, my Honda Civic finally kicked the bucket and it was time yet again to go new car shopping. Some dread the task, but I was excited to put my years of reading Motortrend to work. I headed into the dealership armed with facts and figures, as well as the various opinions of automotive journalists in case the conversation got serious.

A sales guy started chatting me up right away so I threw him some softball question. I was looking to connect―all he had to do was react to what I said and display some semblance of knowledge. He didn’t do either of those things. He just sort of nodded and then started talking about the car in question and various “facts” that I was able to sniff out as falsehoods immediately.

I was out of there. He was out of a sale.

I hope you haven’t done this, or I hope you’ve only done it once. Once is all it takes to learn how important it is to know your product and your customer, and to have all that information on hand when it’s time to connect. Being able to have a smart, meaningful conversation is the key to being an effective salesperson.

Topics: Best Practices Efficiency

The broker's guide to better business writing

In business, first impressions are often made not with a handshake, but with an email. And the message we send with the quality and clarity of our writing often speaks louder than the content itself.

When was the last time you thought about your skill as a writer? If you’re answer is, "Not since high school English class,” then this post is for you. From crafting a tweet to sending a follow-up email, you will constantly be judged on your writing.

Keep reading for some of our favorite tips for better business writing:

Topics: Best Practices

7 ways to master the ‘invisible agenda’ at your next conference

How will you prepare for the upcoming fall conference season? Even if you love the spontaneity of chatting up a new contact in the lunch line or comparing notes with the person next to you at the panel discussion, planning ahead can pay off in far more high-quality opportunities.

Here’s the secret: at every conference, there’s always the official agenda and the “invisible agenda,” the one you won’t find on the website. It encompasses all the informal handshakes and conversations between sessions, as well as pre-arranged meetings and even a few “spontaneous” get-togethers. You could go through an entire conference and never notice this invisible agenda unfolding all around you. Or you could be the one who sets it.

Topics: Best Practices