Be Prince-Like

Last week we suffered another cultural loss with the passing of music icon Prince.  Even though he is physically no longer with us, his legacy and spirit can live on in your business if you can emulate some of the traits that made him so great.  Here are just 5 of his “skills”  that can help you grow your business:

STYLE – Prince had his own unique and inimitable style.  Whether it was his dress or his music, his style distinguished him from any other artist.  He also wasn’t afraid to change his style over time.  Create a style for yourself that separates you from the crowd and don’t be afraid to adapt that style as the situation demands.

OWN THE STAGE – By most accounts, Prince was a shy, introverted, private person.  However, when he took the stage and the spotlight was on him, he gave every audience member the performance of a lifetime.  We need to do the same when we are in front of our clients or potential clients.  No matter how bad our day has been, or whatever personality type we have, when it’s “showtime” we need to give every client our very best.

KNOW YOUR CRAFT – Prince was the ultimate professional when it came to knowing everything about his music.  He played almost every instrument and went to great lengths to learn all he could about his industry.  Knowledge is power.  It demonstrates your commitment to your business and to your clients.  Always be in a learning mode.  As they say: the more you learn, the more you learn that there’s  more to learn.  Learn and know as much as you can about your industry, area, company and clients.

HARD WORK – Prince made it look easy, but he was always working to perfect his art.  We often see very successful people and contribute their success to their God-Given talent, but the truth is that in most cases, the most talented people are also the hardest working whether it be Prince, Michael Jackson, Jerry Rice, Michael Jordan or Tiger Woods.  The harder we work the luckier the get and the more successful we will be.

PASSION – Prince was definitely a passionate person and was very passionate about his music and fans.  Be passionate about your business.  If you love what you do, things will seem to be easier.  At one time or another, we will all face obstacles, difficulties or challenges but if we are passionate about what we do we can overcome anything.

So continue to be “Prince-like” in your business and if you do, like Prince, you will be innovative, influence others and have a very successful and memorable career.  RIP Prince.

Coach Chuck

 

Cover all the bases with your clients!!!

Happy Monday – With April came the start of a new baseball season.   Here is my suggestion on how to have a successful season with your clients:

“OUT” – when a client flat out doesn’t want to work with you and has no interest in real estate at all.  If this is the case, you need to get back to the bench to get ready for your next at bat with your next client.  Work on your sales skills so you don’t make too many outs.

“SINGLE or FIRST BASE” – when a client has enough interest that they give you their name and contact information to add to your data base.  You in turn, contact them on a regular basis informing them of the latest trends in the market, rates and other pertinent information to help them down the road.  “Dripping” on these clients can lead to future scores.

“DOUBLE or SECOND BASE” – when you are in regular contact with a client who has a clear vision of possibly doing a real estate transaction in the near future.  You have established a good enough relationship that the client is contacting you to ask questions or get information.  Be vigilant with these clients so you don’t get “picked off” of second.

“TRIPLE or THIRD BASE” – when the client trusts you enough to actually do a transaction with you.   Running all the way to third can be exhausting so you better be in good shape to get there.  Having a good third base coach and a supportive team is always helpful.  A score is within sight.

“HOME RUN  or “TOUCH THEM ALL” –  when you close a successful transaction and all parties leave happy.

“WINNING THE GAME” – when the client trusts you so much and has such a positive experience that they refer you, review you positively and actually become a repeat customer.

Remember to be totally successful you need a good combination of all four bases in your pipeline.  The goal is that all the singles proceed along the base paths and ultimately “touch them all”.  Hopefully you all swing for the fences and hit “HOME RUNS” with all your clients.  Wishing you all a successful season.

Coach Chuck

Treat Your Clients Like You are on Vacation

Well I’m back from vacation.  One of the things I like best about being on vacation is the opportunity to enjoy and evaluate customer service.  If you are like me, you want to feel special and be pampered on vacation.  For this, I am willing to pay a little extra.

While away, I was able to speak to a wide range of people from across the United States about their travel and their individual vacations.  What I found was a theme that I think we can incorporate into our business.  Most people perceived things like car rentals, air flights and hotels as being on equal footing for the most part.  Meaning they saw little difference in renting a car from Hertz versus Budget or flying American versus United.  Therefore, they were willing to “shop for” these items, often using on-line companies such as Expedia, Priceline and Hotel.com to book their travel at a discounted rate.    However when it came to their “excursions” or “experiences” such as zip-lining, parasailing or sunset dinner cruises (which are not inexpensive items), they were willing to pay top dollar.   No one wants to brag they got the cheapest zip line in town.

So the moral of this vacation tale is to position yourself with a perceived value.  Don’t be like everyone else where you are thought of as all being the same.  If you are like everyone else, you can be “shopped for” online for the best deal.  However if you provide real value and offer an experience to your clients that they will remember, they will be willing to pay top dollar for your services.  Wishing you all the very best and much continued success.

Coach Chuck