Sunday, November 9, 2014

"Practice As If The Results Counted"

The purpose of practice is to get ready for the actual competition that counts in the standings - sports, sales, and life. In new home sales, you can't replicate in role-play or practice situations exactly how customers will act when you are front of them, but you can act as if the outcome will count.

You can go through the actions as if the person role-playing with you is an actual customer and that how you respond to them - with a script or hopefully without one because you have learned the basic techniques - will determine if they decide to purchase from you or not.

Even though a practice doesn't count, you can't be sloppy or lackadaisical about it. You must treat it as serious business so that when you actually do work with a customer, that same sense of focus, preparation, intensity for doing a good job, and interest in them as a person will show through.

Watch your favorite sports team. You can tell which players have practiced at full speed and which just went through the motions during the week. The attitude and performance of the team as a whole will reflect how much everyone on it has practiced and prepared under game conditions rather than just putting in time at practices.

Practice, rehearse, and prepare as if the results really do matter - because they really do.

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Learn about my new home sales training programs, or aging-in-place/universal design classes and programs by visiting my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker.

Thursday, November 6, 2014

"Like It Or Not, Your Email Address Is Part of Your Brand"

We do a lot to create and maintain our personal brand so that people will want to purchase a new home from us or ask us to renovate their home for them.

As a salesperson (regardless if you view yourself in this role or not), you should look like it every chance you get - including when you are using your email. Save the inventive names associated with your yahoo, hotmail, outlook, live, gmail, aol, and other accounts for personal use or when you are trying to maintain some level of privacy or anonymity.

Unless you are known by your nickname and it appears on your business cards, it should not appear anywhere in your email address.


Why do you send someone an email" Likely, to have it opened and to have your message read.

There are two inherent issues here: (1) the intended recipient has to get it, meaning that it has to get past the spam or junk filter and (2) they have to open it and read it, which stands a greater chance of happening if they recognize who is sending it.

I'm not saying you shouldn't have a yahoo, gmail, hotmail, or other free account. I'm not saying that at all. In fact, as you move about the marketplace, your gmail account may give you the ability for people to continue to contact you rather than to figure out which company you are associated with now.

Still, compare "steve123@generic.com" with "steve@companyname.com." In the first instance you (or my customer) might not recognize or know who it's from. In the second it's identifiable as a business email.

If you do not have a company domain or website to use as part of your email address, use your whole name (first and last) or the name of your company with the public email address. If you have a registered domain name, use that in your email - people will more easily understand who it is from and you'll get another opportunity to brand your company or community.


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Learn about my new home sales training programs, or aging-in-place/universal design classes and programs by visiting my website at stevehoffacker.com, or call 561-685-5555. © 2014, Steve Hoffacker.