Tag Archives: sales tips

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

Are you a Giver or a Taker?

The question I have for you this week is: Are you a “giver” or a “taker”?  I would venture to say that most people would  answer that it is better to be a giver than a taker – following the old adage that “it is better to give than to receive.”  But for the sake of growing your business, I want suggest that you might want to think about being more of a “taker.”

 Have you ever been asked by a perspective customer:  “why should I use you?” or “how can you help me?”   Often time our first response is to “give” our resume’ or to “give” them a list of all the great products and services our company provides.   If this should happen to you again, I propose that rather than “giving” them this standard response,  first “take” some time to say “I’m not sure you should use me or if I can help you until I know more about you.”  Then “take” some more time to ask questions and “take” as much information from them as possible.

The truth of the matter is that to be truly successful building a quality relationship with a customer, you first must understand THEIR wants, needs and goals.   “Take” this information so you can tailor a strategy that best suits their ultimate desires.  In some situations, once you have the whole picture, you may not be able to help them or maybe you aren’t the right fit for them.  If that is the case, you will make a much bigger impact with them when you tell them you can’t help them or end up being the resource that points them in the right direction than you would by not living up to their expectations.

 So when meeting new clients, growing your database or acquiring new customers, be a “taker“ not a “giver.”  If you do, you and your clients will be much happier with the results.