Archive for May, 2014

Branding and Marketing Yourself

May 28th, 2014

In my current Builder Certification training we are at a point where we are branding and marketing ourselves. We are in the process of putting together a nice group of Bio’s, Resumes, Taglines, Testimonials, Value Props and 30 second commercials for Builder Presentations.

Although it may be a drag to sit around and write Bio’s and resumes, gather testimonials and such on yourself and by yourself, it’s absolutely worth your time in our internet hungry, social media driven, world. And once you do it, you can utilize it for so many different things.  Blogs, websites, articles, cards, you name it!

Here’s a stat for you…85% of homebuyers visit the Builders site before walking into the model.  So guess how many are visiting your site?  Oh, you don’t have one?  Too Bad!  Oh it doesn’t look great? Too Bad!  Just try surviving in this environment without doing so.  You will soon be passed up by some young kid who has his marketing, social media stuff working, making him an “expert” to those out there reading it.  He might just get in front of your current clients looking more current than you look.

That’s the reason we do this type of marketing; to make ourselves, look like experts to attract clients.  You can’t go on a call looking anything less than that.  And when they meet you in person, you must have the skills to back up the marketing collateral.  You must be “good on your feet” as well!  But that’s a whole other topic.  Oh did someone tell you mortgages was just about moving some numbers around?  No my friends, being good in the sales business carries with it a horde of talents that include…marketing, selling, networking, time management, face to face skills, questioning skills, juggling acts, jumping high, running fast AND working a calculator and computer too! Whew!!

Making yourself a “brand” and an “expert” warms the room up before you enter it.  It has people recognizing your face from your marketing picture at networking events before you introduce yourself and is your personal commercial after you leave a meeting. So take the time to brand and market yourself, just as Mc Donald’s markets its Big Mac or The Colonel markets his chicken, being “finger licking good!” Oh please don’t use that one!

Just look around; branding and marketing are everywhere. It’s an invisible science and hard to measure BUT when you do it right, it’s never easy to forget and must never be forgotten, unless you want to be forgotten?

Have a great week and happy selling!

Ascending the Summit to the Top!

May 8th, 2014
By Shirleen Von Hoffmann, All rights reserved ©2014

Not all salespeople are successful. In fact the old saying 10% of the people do 90% of the business still rings true.  Just look at any President’s Club in any given company. 

So why do some salespeople succeed at being in that 10%, where others fail? Is it personality, persistence, skills or just plain luck?  It is my belief there is definitive skillsets to success in sales and personality traits that when put together make the best of the best.

Here are 10 things I look for when hiring.

Drive: Top Producing Sales People are very driven…I know because I was one.  They think about their game from the time they get up until the time they crash at night.  They don’t waste time doing anything that doesn’t benefit their bottom line and overall goals.

Focus: They have focus like a race horse…fast and straight.  They don’t look up much.  Many times I would become so focused on my world I didn’t know who the other potential top producers were out there.

Self-Sustaining:  Most top producers are good Managers of their own business.  They know what they want and how to get it.  As a Manager you really need to just support them, but they don’t need the day to day hand holding that some do but when they need it, you need to be there for them.

Big picture thinkers:  Top Producing Sales People are usually on commission and therefore running their own enterprise.  They are big picture thinkers…their world is big and it feeds many people.  So you usually find them to be wrapped up in their own world making sure everything runs smoothly and always looking at systems and better ways to do things.

Knowledge: I was always amazed at fellow President Club members.  They knew the products better than the people who created them.  They knew every inch of their products and could find the slight differentiations between their products and the competition’s products.

Charisma-:  Great Sales People have an energy you just want to be around. They are not fake, they are sincere and they look out for their client and the client feels that and knows that on a deep level.

Confidence: They have confidence that comes from expertise, knowledge and being secure with themselves and their place in the world.  It emits from them in everything they do. 

Persistence:  They get up, show up and go out and do it every day.  They know what they want, have a map and execute it.  They simply don’t give up.  The re-route when needed and keep on keeping on. 

Planners:  Though I do think luck can have some effect on some people’s success, but to sustain success you must have a plan and be altering and adjusting that plan all of the time to stay current.  Great Sales People have a plan and can tell you that plan without hesitation, its part of their DNA.

So do you want to be Great!  Do you  think you have what it takes?  Start with dedicating yourself to a great company, a plan of attack and making the commitment to taking the steps necessary to transcend yourself to the top of the mountain.  It’s a trip well worth the climb!




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