Archive for November, 2011

Happy Thanksgiving

November 23rd, 2011

Gratitude is a spiritual practice that I take seriously, not just once a year but daily. However, Thanksgiving is a wonderful time to share gratitude to friends, family and everyone whom we come into contact with.

So whether you are a current client or a Client to be, we want to take this moment to wish you blessings and hope you share a wonderful blessed day with your families.

We are thankful to be in contact with you throughout the year. Good times or bad we are grateful to be in the home building business because we know that our business, putting people into homes just may be the most important business in the world. Thanks so much for what part you play in this business. We look forward to 2012!

Shirleen Von Hoffmann
President
Home Builders Edge

Follow Up Frustration: They Won’t Return my Call?

November 14th, 2011


You finish your model presentation, and your prospect states, “Everything looks great but we’re going to keep looking. I’ll call you in a couple of days and let you know.” Several days pass, a week, then a month. They don’t return your calls, and you have no idea why. Sound familiar? I’m not sure what’s more frustrating; not getting the business, or not knowing why.

Here are some easy tips to get prospects to return your call.

Establish Follow Up Guidelines Upfront
Let them know you will follow up on this or that.
Keep a few tidbits to yourself that they may need, so it gives you multiple reasons for follow up and a reason for them to pick up your call. At the very outset, establish guidelines for the relationship you are about to enter.
You’re going to keep looking? Is there something in particular you are looking for that we have missed?

(Answer here will determine the next statement)

Okay, well just know I am going to follow up with you and I just want you to know, upfront, it’s okay to tell me if you find something else you like better… You won’t hurt my feelings and it will save us both time. Sometimes, a client chooses to go a different direction, and I get that. If at any point while working together, you determine my product isn’t the right fit, please let me know. If we could have that agreement upfront, I would appreciate it.

Voicemail with Email
So maybe that don’t return your voicemail. However, within your voicemail, you should inform them that you are sending an email. Many busy decision makers never take unexpected calls, but they will respond to email. In my email I write: Mr. or Miss Prospect, upon our last discussion, you requested I follow up with you at this date and time regarding… I’ve tried several times to call you, but unfortunately, we haven’t been able to connect. I don’t want to become a pest. Please let me know your situation, so I know a good time contact you.

Because many people aren’t comfortable telling you “no” over the phone or in person, this approach gives the prospect a way out of the situation, and you can spend time with people who are ready to buy. Often times, you uncover the reason for the delay.

Caller ID
Call your phone company and ask how to disengage your caller id. This way your prospect can no longer screen your calls. Do the same with your cell phone.

Follow Up should include: Calls, Emails, Mail, Video Email and texting if appropriate. You should be fluent in all forms of follow up and make sure to ask which way your client prefers to be contacted.

Discard
Finally, always be willing to walk away after all attempts have failed. Your time is valuable, and you shouldn’t waste it on people who lack the courtesy to respond to your calls or emails after multiple attempts. When you provide one final opportunity, state: Mr. or Miss Prospect, you requested I contact you on… I’ve tried several times, but I never heard back from you. The home we talked about is now being looked at by other families. So I’m going to discard your file if I don’t hear back from you by tomorrow.

It’s all about YOU

November 5th, 2011
Most important word in Sales…

YOU

The blood flow of a company starts with YOU.  When you think about it, all of the jobs in the company depend on YOU.  Your job and your performance of that job, really does make a difference in the world. When you think about it, the world revolves around real estate sales. And even more, because of the difference you bring and make in people’s lives, it might just be the most important job in the world!  Do you ever think about how happy you make people?
Even though sometimes it may not feel as though you get the admiration and respect you deserve,  the fact remains the same, it all starts with YOU and the sales floor you work on.
So never forget that and know, what you do is very important to the world. So it’s good to remember that from time to time and also good to continually grow your craft and never be complacent with where you are in your career, because you can ALWAYS become better, no matter how long you have been doing this.
This week I would like you to take a moment and ask yourself these questions and really take some time to think through the answers.
Write down your responses and give them some real thought…

Why should they buy from YOU?

What do YOU bring that is different from the rest?

Why are YOU in the business?

Do YOU have a plan?

What is YOUR plan?

Have a great sales week!   Shirleen

Growth

November 5th, 2011

If you’re feeling squeezed right now, it is because something is seeking to be born in you today. True growth causes us to expand our life. Growth is never easy, but is always fruitful and worth the work.


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