Expectations

Setting expectations is wildly important for everything.

The Employer to the Employee...
The Employee to the Employer...
The Sales Person to the Client...
The Client to the Sales Person...

You name the relationship and setting expectations is at the core of making it successful.

If you don't know what someone is expecting, how can you possibly satisfy them?

If your customers and clients don't understand how you will interact with them, how could they possibly understand when you don't call them back immediately?

If the employee does not understand exactly what is expected of them, how can they effectively prioritze their time?

If the Employer does not understand how the employee will be completing their job tasks, how can they feel comfortable when or if it will be done?

Setting proper expectations is a fantastic way to get that "micro-managing" boss off your back. It is also a phenomenal way to get your employees to become far more productive.

Setting expectations will ease the panicked customers concerns, it will greatly reduce the amount of phone calls and emails you receive, and it will instill confidence that you can and will get the job done.

In many ways, setting expectations is the key to any relationship.

People fear the unknown. The unknown creates angst, tension, confusion, anger, and stress.

Setting proper expectations is like building a bridge that connects people. Without the bridge, people are left to wonder how they will cross the complicated and winding road.

It is absolutely necessary in any relationship setting, whether it is business or personal to have all parties clear on expectations.

Set the expectation and enjoy more success.

Curt Fletcher aka The Likeability Guy is a Real Estate Professional, Business Development Strategist, Published Author of the Book, "How To Sell More Homes and Increase Your Income,"Sales Trainer and Sales Manager.

The always Illusive and Tricky "Value" Proposition

If there is a bigger sales buzzword than "value" I'm certainly not aware of it. Value is almost always talked about by training professionals as one of the most important measures of having a successful sales outcome.

It's often said that by providing "value" first, you will increase your odds of making the sale.

I don't disagree with this logic at all. As a matter of fact, I believe it whole heartily and have experienced many years of personal success having done exactly that.

Where this conversation gets a little "muddy" is the definition of "value."

1. What is it?


2. Who defines it?


3. Where can I get it?

Value IS anything (Verbal Exchange / Tangible Exchange) viewed in the CUSTOMERS eyes as important and it is provided by YOU.

Value IS ONLY defined by the CUSTOMER. It can never be assumed by the Sales Person what might be of importance to the customer.

Value can ONLY be found in understanding the TRUE needs of the customer. If a Sales Person guesses value and tries to provide their version...it will never be found.

Value can be construed in so many different ways it is difficult to provide a simple answer to the "what is it" question.

It can be simply that you are a fantastic listener and you make the customer feel comfortable and confidant.

It can be that you offered them a great "deal" after determining what is important for them.

It may be that you build great rapport (Likeability) and the customer really enjoys being around you and working with you.

• How do you Really know if you have been successful in your Value Proposition?

The way I can always tell is that the conversation will turn from a more superficial (generic)conversation to a way more meaningful discussion. The customer starts to describe their thoughts in descriptive paragraph like details rather then one word or odd single sentence type speak.

Many sales people think that Most prospective customers are a pain because they give them the "Heisman-(Stiff arm)" during their interactions. The truth is they are avoiding you as a defense mechanism to avoid the annoying and often clueless sales person.

You MUST prove otherwise for them to "open" up.

During conversations with past assistants or with sales people looking for help, I typically turn the topic to specific encounters. I like to always ask how the conversation typically ends with certain customers.

The customers I like to ask about are the ones that the sales person thinks were decent prospects, but they could not convert them to a sale. In essence, they were duped by the customer which creates frustration for the sales person.

If it is a cordial but still mostly generic conversation you may think you have a good prospect...most likely you don't.

If the customer is doing most of the talking and asking more and more questions you most likely have a winner. They are "hot." Don't blow this opportunity. Follow-Up quickly with answers to their questions.

Understand that every single customer is different so assuming the same value is good for each person will NOT yield the results you want.

Be aware that value is not a random buzzword but a very real transfer that must occur, in the customers eyes, from the sales person to them. The quicker in the conversation that this occurs the better odds the sales person will have in a successful outcome.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

How bad do you REALLY want it?

Over the years, I have taken part in many "business opportunity" type meetings where friends, colleagues, strangers, or whoever have approached me about an "idea."

In almost every situation, if I have the time, I will meet and listen. I learned a long time ago that I have no false illusions of thinking I know everything or how to do everything. My contention is that for long term financial security it is important to have multiple streams of income.

Therefore, if market conditions dictate the slow down of one aspect of your business, you are not placed in a bad situation. So I will sit and listen to most "new" opportunities.

This is what I have found:

1) There are some great "untapped" opportunities out there.

2) People do NOT lack the ability to formulate the idea, the lack the desire to actually make their idea a reality.

3) People do NOT lack the knowledge for improvement, they lack the motivation to change "old" thinking.

4) People do NOT lack the desire to have more success, they lack the consistency it takes to achieve it.

5) People do NOT lack the vision of new opportunities, they lack the confidence to deal with the initial "vision rejection" that takes place.

The opportunities are there for everyone to take advantage of. You don't have to be wealthy in terms of financial ability to launch your idea or dream. You MUST, however, be Rich with internal fortitude to have the stomach for the fight.

You MUST be wealthy with confidence to know that you are destined for something more which WILL give you the ability to change other peoples "old" mind sets and get on board.

It isn't that people oppose new ideas or changes, it is that they have not yet been shown a better way to do something with unwavering passion that provides them the motivation to do something new.

Give people your passion and a good idea and you will get the change.

Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Article Comments..Feeding the "herd" mentality?

For about the last 10 years or so, I have primarily read the news via the Internet rather then the newspaper. The Internet has been my source for basically everything over that period of time. Not surprisingly, that seems to be the case for a huge percentage of people.

Several years back, it became the norm for "reader feedback" via a comments section at the conclusion of every article. The initial thought was to get the readers involved and "feeling" as if they were contributing to something, which leads to greater loyalty and interest.

The results were good. The website (news outlet) would get increased traffic to the site because people that left comments would often tell their friends about it, thus raising awareness of a particular web site or a specific news column.

The writer of the article enjoyed it because they could receive immediate vindication about their article and they would also increase people's awareness about who exactly "they" were. Which has created several quasi celebrity Internet authors.

My theory is this:

At some point in time, with every venture or any idea, you get to a point of diminishing returns. Basically meaning, without corrective action or change, the initial idea / plan no longer receives a worthwhile return on investment. That "idea' actually starts to have a negative effect on business returns or public perception.

If you read any article on a major news type website today there is a comments section. When you click on the comments tab to see what others are saying about that particular piece, it has become a virtual zoo. When people decide to make a comment via the Internet, they write things they would never say in front of people. They insight hatred, nonsense, ridiculousness, or just crazy talk.

It is confusing to me, why they don't just shut off the comments feed to these articles. For any information that is to be gained by reading an article, it becomes diluted in all the nonsense that "cyber" commentators unleash on it.

It doesn't even matter what the article is about anymore. You will find a ridiculous division of wild comments and almost silly view points.

I am all for free speech, but in my world and in my mind, if you are not willing to stand up and make the exact same comment in person, you should not have the ability to make a written comment.

I also believe in different view points. Differing thoughts should be the fuel that creates progress and opportunities. However, adamant "hateful" opinions only further divide people from ever wanting to make a concession or agreement.

With millions and millions of people around the world viewing the same content and reading other people's nonsense type opinions we are falling further and further into a large division of groups. For whatever reason, people read these comments and get rilled up about them.

Here is the truth about what is happening:

Let's use politics as an example since it is a very divisive subject.

An author writes a story that delivers a factual account of the Presidents Actions. The story contains no bias, it is just relating information to the public.

Suddenly, in the comments section, you have certain individuals that make dumb statements that stereotype a Republican view and then you get equally ignorant comments that stereotype the Democrat view point.

To the somewhat non super political following reader (which is most people), they start to believe that ALL Republicans believe a certain thing or ALL Democrats feel a certain way about something else. Truth be told. The wild and careless commentators are not smart people. They are simply representative of random people sitting at home that enjoy inciting chaos.

But guess what? The perception is now out there in the public arena that certain people believe this because they affiliate with Republicans or those people believe that because they are Democrats. It is ALL Ignorant "sheep" type thinking.

Stereotyping has NEVER been a good idea. It still isn't. With gender and race, stereotyping is perceived as one of the worst things that can be done....somehow though, in recent times, stereotyping people based on political thoughts has become accepted.

It's time to cutout the comments field from articles because it perpetuates "herd" thinking and has in some part contributed to many false judgements about other people. It's time for people to learn to form their own thoughts about an article or an individual again. People inherently want to belong to something, it makes them feel "safe." But belonging to groups based on false information and theories is one of the most dangerous things that can happen.

Social Networking a Crutch?

Social Networking sites such as Facebook, MySpace, Twitter, etc, have become sensations in a very short amount of time. There are scores of articles and blog posts about these sites and how great they are. I'm gonna take a slightly different approach.

If your an aspiring speaker, trainer, marketer of any sort, or your goal is somehow to create new business by networking on such sites, its gonna be a tough road for you. The reason these sites are so popular is simply because they pique that little twinge that 95% of people have called curiosity.

These sites make people feel like they are part of a group. It really helps those people that are more reserved or shy in their real life interactions, but the mask of the Internet allows people to come out of their shell just a bit.

However, creating new business and marketing yourself via these sites will have very little impact on your future success. People use these sites as an escape from their workday reality. They want to relax and communicate with their friends or acquaintances. That being said, it makes these sites not very receptive to being hit with solicitations.

Unless you are already established in your business with lots of followers, this will most likely not be a good payoff for you to spend time marketing to these sites. I'm not saying don't do it, I am just suggesting that if your allocating your time to certain areas of business development, this should not be the area with the most time allocated.

There is no substitute for face to face encounters and good old fashioned hard work. Build your business by hitting the street and talking to warm bodies. Maintain that contact with your business via these social networking sites. That's the order. Not the other way around.

It’s ALL about commitment…wait, what does that mean?

Have you ever been in the situation where you asked someone for help?

This could be your best friend, your Mom, your Brother, your co-worker, your boss, etcetera.

Commitment: An act or pledge to do something in the future. This is the definition that is in Webster’s Dictionary.

Let’s see, an act or pledge to do something in the future. Hmmm, I think I can see the problem with that already. There is not a when mentioned. The future can be any point that occurs after the agreement for the commitment takes place.

So I guess all the non-committers out there can rest their laurels on this tiny little loophole that spares them from actually doing anything…ever. Obviously, this is not something that will apply to you, since success is your goal and Commitment to action is one of the most crucial steps towards that success.

The basic principle to achieving any level of customer satisfaction, even the very minimal standards, is to maintain some marginal level of commitment. Having said that, marginal and minimal are not what brings you an overjoyed barnstorming group of raving fans for customers.

Today, we redefine commitment.

Okay close your eyes for a minute and clear your mind of all thoughts. When you open your eyes, any old ideas of what commitment was will be gone forever.

From the moment you read the next sentence, commitment will have a New and More Life Impacting and Life Changing Meaning.

[Queue the glowing white doves and the soft sound of church bells ringing in the background]

True Commitment is an act or pledge to take an action to satisfy a need at a specified time in the future that is agreeable with the person that desires assistance.

Key Points:

1. Take Action


2. Satisfy THE Need


3. Specified and Agreed Time frame

These three Key Points are absolutely paramount to satisfying the needs of another person. Without any of the three, Customer Happiness is something that most likely will not occur. Sure, you may meet the marginal and minimum requirements of customer satisfaction, but True Customer Elation will not happen.

In any business or life endeavor that you set out to achieve, help is going to be needed to push you closer to finishing your quest WITH success. By immediately putting this new definition of commitment into practice, you will have people coming to you that are willing to help.When you make a Real and True Commitment to help someone and provide value, the law of reciprocity kicks into high gear.

The Law of Reciprocity is the principle that others will reciprocate in kind to the way you treat them.

In other words:

“You scratch my back, and I’ll scratch yours”

“You reap what you sow”

The basis behind Reciprocity refers to the fact that people respond to a positive action from you with a positive action of their own. On the flip side, a negative reaction from you will accompany a negative reaction from them.

Commitment Steps with Detail

Take Action: This means to make the conscience decision to willingly pursue more information in direct accordance with the desires of the person that needs your help.

Satisfy THE Need: When a person comes to you for guidance or more information, make sure you have identified the correct need. After this is established and you have taken action to satisfy their need, be certain that you have actually done so.

Don’t assume anything at this point. Ask them a simple follow-up question like, “Is this the information you were looking for?” or “Does this help you?”. Make sure the help you have provided is the help they desire.

Specified and Agreed Time Frame: This is a BIG one and is the most misunderstood. Taking action and Satisfying THE Need will mean nothing if it is not in accordance to the time frame the person needs it in.

At the outset of the conversation of someone requesting your help, be sure to understand when they need the issue resolved, the data to be sent over, the warranty item to be fixed, etcetera, etcetera.

Without this understanding and resolution time frame, you are NOT really helping. Let them know how long it will take to get what they need and verify that your time frame coincides with their timeframe.

What level of commitment are you willing to take to succeed?

Why is Likeability SO IMPORTANT?

Over the years as products and various services have improved the mind set of many people is that the product will sell itself.

There are not many training programs that currently exist that focus on much more than increasing product knowledge and demonstration skills.

The BIG reason why YOU make the difference is this exact reason.

As products have improved and sales people have a better understanding of the product itself...the personal touch has been left behind.

People have learned to sell stats and facts rather than focus on the buying needs of your prospect.

Here are some Quick facts:

• There are TONS of choices for people today.


• Sales People generally sell Stats and Facts.


• Prospects Assume comparable products are the same..except price.

This data tells me that with so many similar choices in the market place and most sales people giving the same stats and facts presentation...providing a different experience to a prospect WILL create a NEW and Unique experience.

Many important choices in life come down to Likeability.

1. If someone likes you, they will talk to.


2. If someone talks to you, they will become more comfortable with you.


3. When they become more comfortable, they will open up and become truthful.


4. When they become truthful and open, you can listen to their real needs.


5. When you hear their real needs, you can tailor your presentation and product demo around helping them.


6. When people feel helped, they perceive Value.


7. When value is greater than price.....A Sale is made.


8. When you provide Outstanding value and complete a sale, you gain a NEW Fan.


9. New Fans create referrals.

This is the cycle of Success and Likeability is the Key Component!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

YOU need to be in HIGH Demand!

To succeed and be the best, YOU need to be in HIGH Demand!

Remember, it isn't about the product it is about how you Present YOUR Product.

Here are a few ways to Create your own brand:

Be Unique:

Not many people like boring and mundane. Whatever you are selling, give people a reason to buy it from you. Most consumers believe most products are simple commodities (equal). It is your job to make YOUR product one of a kind.

Don't ask the same questions as everyone else in your profession. Ask fun and enlightening questions that make your prospect think and take an active role.

Be Positive:

Lots of buying prospects come in with a bit of a chip on their shoulder. They may even say negative things about your product. Forget about it. These are defense mechanisms that all people have. If they weren't interested in some form or fashion, they would not be talking to you in the first place.

Stay positive. Convert Negative questions and statements into positive benefits. It's easy to jump on the bandwagon and be negative. Only true Professionals can stay positive and transfer that feeling to others.

Improve your Self Concept:

To be in HIGH Demand, YOU MUST believe that you should be in high demand. Tell yourself that you are the best everyday. I don't mean be arrogant, but you MUST have HIGH Confidence in your own ability if you want anyone else to believe it.

The power of positive thought has been proven throughout history to be the launching pad for future success!

Are you in HIGH Demand?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

When Training Works!

If you want to be a better golfer, you have to practice hitting golf balls.

If you want to be a better basketball player, you have to shoot more baskets.

If you want to be a better quarterback, you throw more footballs.

If you want to be a better hitter, you hit more baseballs.

Obvious right?

Why is it that most people only equate improving skills to athletic competition?

If you want to be a better sales person, you MUST practice that too!

Here are 3 items that WILL improve your sales skills:

Read positive books and articles about self-improvement

Improvement will happen because it is a proven fact the more confident you are in your own ability, the more success you will have in your endeavors.

Prepare yourself in advance for the most common objections you hear

If you sell anything, you know that objections are merely a defense mechanism that are designed to gain more information. You CAN also plan in ADVANCE for the objections you will hear. Perhaps not all of them, but most of them.

Learn to Listen Before Responding

No effective communication can take place without properly listening. Don't wait to talk, actually listen so you can respond. This takes discipline and effort to do it effectively.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

How to Set an Appointment!

One of the quickest ways to increase your sales and income is learning to set an appointment correctly.

Are you one of the sales professionals that delivers a good presentation, and at the conclusion asks the prospect when they will be back in? Maybe you get a reply of “later in the week,” and you respond with “okay, I’ll see you then.”

Does that seem like a good method?

You probably do not get very many returning prospects with that approach. Recent studies show that 70% of prospects do not return for a second visit without a firm appointment. However, those prospects with a set appointment return and purchase 50% of the time.

Wow! You spend all that time with a prospect and 70% of the time, you will never see them again. Are you interested in learning the correct technique?

Rule # 1: Know when your prospects are coming back.

You do not want to have them show up randomly on a Saturday or Sunday afternoon. This is your prime fishing time for new future buyers. Spending this time with an unannounced prospect return eats into your future sales.

How to do this:

Have a reason for a return visit. You do not have to show off all your knowledge on the first visit. If you cannot close a buyer on the first visit, be smart with the information that you provide. Hold back a few key details that they have questions about.

If there are no questions at the conclusion of their visit and they don’t buy, you are not doing a good enough job at discovering their buying objections.

The two best ways to ensure a return appointment are Urgency and Benefits. Provide Value and people will return.

Reasons for an appointment:

• Unable to show a particular home


• Unable to show a certain homesite


• Unable to get certain pricing on luxury features


• Come back for financing details


• Price Increase


• Incentives Expiring

I will repeat this line. If you are unable to close the sale, hold back some of the above information for a follow-up.

When you call them, say something to the effect of, “In order to give you the time and attention that you deserve….”

Remember, you need to create urgency and benefits, beginning your statement like I have written above; you make the prospect feel important by the value you will provide them at the appointment.

How To Set The Appointment

Use the Alternate Choice Close.

Say something like this, “Since I know you love the home and that beautiful homesite, I would hate for you to be upset with me if I didn’t inform you that our prices are increasing on Monday. With that in mind, when is a better time for you to come back and review this great opportunity? Is Tuesday at 6:00 PM good, or would Wednesday at 11:00 AM be better?”

Don’t talk again, until they respond.

Try this for one month and watch your sales grow!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

The Country I Love!

I do not consider myself to be a Democrat.

I do not consider myself to be a Republican.

I do not have a rooting interest in Barack Obama.

I do not have a rooting interest in John McCain.

I consider myself an American Citizen.

I don't believe in labels that divide people or a nation as we have become.

The founders of our Great Country believed in that very fabric. They believed that the citizens should govern themselves.

It is sad to watch as our country is slowly being taken further and further away from where we began. Politicians decide what is law and what is not. Judges decide what is Constitutional and what is not.

These two facets of Government that are supposed to serve as the backbone of our great Democracy are failing and have been failing for many years.

This is NOT a Republican Issue and it is NOT a Democrat issue. It is an American Issue.

The problem is easy to identify. The solution is right in front of our faces. Why is implementation so difficult?

This is a country that is filled with Great Men and Women that are full of Desire, Wisdom, Focus, and Ability that strive to create a better Nation.

I have grown tired of listening to debates amongst Democrats and Republicans for the sole purpose of dividing our Country and feeding the agenda of the few and NOT the whole.

Throughout history we have seen the downfall of many nations and its citizens due to expanding perceived differences amongst the people and the powerful. Though I know our country is too strong to ever be brought to it's knees, the mere thought is not one that inspires.

We have entered an age of discontent and confusion. Fear Mongering and Negativity have become everyday mainstream news. The stories of triumph and hope have been suffocated and are disappearing with each passing day.

Are we still a Great Nation?

We are indeed. We are still the Greatest Nation on earth, but we are not without our problems and faults.

We need Leadership. Real Leadership.

We need Leadership not from politicians and policy makers, but from our Citizens. In a free society we elect our policy makers.

The time has come to drop the Status Quo. We need to ALL stand Up together as ONE. We are a Nation divided, but we CAN again be a Nation Together.

All people desire for Hope, Health, Opportunity, Security, and Comfort. These are not just the desires of certain people, they are the dreams of ALL People.

Allow your voice to be heard as an American Citizen! The time has come to drop the labels of political parties and agendas and BEGIN serving the greater good of ALL Citizens.

Am I naive to think this can happen?

Perhaps I am.

But as an American Citizen with ONLY one opportunity to live my life, it is my Desire to Unite not divide.

It is my goal to live in happiness not fear.

It is my dream to succeed and help others do the same.

We CAN make this happen. It is within our grasp. It is our Time.

Let's Lead Together and take back control of the Country I Love!

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Time to throw away the OLD Sales Grading System!

As a Professional New Home Sales Manager I have given more presentations than I can recall.

As a Professional Sale Trainer I have watched more "Shop Tapes" that I can remember.

As a Normal Consumer of everyday products and services I have listened to more Sales Spiel's than I wish to recount.

My Conclusion:

• Canned Sales Presentations are Terrible
• Forced Sales Presentations are Forgettable
• Company Mandated Questions are Boring
• 95% of Sales Presentations are Predictable

What do the following words relay to you?

• Terrible
• Forgettable
• Boring
• Predictable

My thoughts exactly!

The majority of sales presentations have NOT evolved over time.

*(Que Movie Voice Guy)*

In a world where virtually every product or service has enhanced over time, why has the presentation part been left behind?

The product is important, the presentation is Crucial.

The Product may be necessary, the Perceived Benefits are Key.

The Product fills a void, a good presentation fulfills an Emotional Desire.

Has your presentation Evolved?


Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Curiosity: A Pre-Requisite to Success in Sales

Some professions require years of schooling or some other advanced degree of something.

Not Sales.

Success in sales requires 2 main items.

Curiosity & Common Sense

Obviously there are many other skills and abilities that make up a Fantastic Sales Person, but these are simply two pre-requisites that will open that door for you.

Why Curiosity?

Well, simply put, you need to be curious or inquisitive about everything. You need to be curious about:

• Your Clients


• Your Product


• Your Current Skills


• Your Future Skills

Natural curiosity will keep you asking questions and listening to answers just as you would in a conversation with a close friend.

Curiosity will keep you interested in learning the tiny little nuances and intricate details of your product.

It will allow you to give yourself a "REAL" gauge of how efficient and effective your current skill level is and what it might be like if you improve.

How curious are you?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Attention all Sales People! Sell Yourself FIRST!

I have read article after article and listened to trainer after trainer give tips and clues how to sell more effectively.

Typically, you hear the same general stuff, with almost NO emphasis on the MOST important factor.

YOU!

In the eyes of the public---your prospects---whatever it is that you sell is not perceived as unique or "One of a Kind."

No matter how hard you try, people generally will not see things the way you see it. You know your product is unique and is great, but relaying that message in a sales environment is difficult.

With this understanding, it is IMPERATIVE that you sell yourself first.

If you go into demo mode or persuasion mode without selling yourself, you might as well just save your breath, because it won't matter.

The difference in virtually every decision that a prospect makes comes down to their experience with their sales person.

In home sales, it is the opinion of many decision makers and trainers that the sales person is not as important as the home itself or the options that are inside.

WRONG!

The sales person is THE MOST IMPORTANT aspect of the equation.

Don't fall into the trap that homes, prices, options, or anything else is what you should be selling.

You are selling yourself FIRST!

Once you do that, the rest comes next.

People make the difference.

YOU make the difference.

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

Preparing your Presentation....

In any sales, marketing, interview, or any other type of presentation, what is the first thing you think about?

Do you think about how your presentation is going to be interpreted or do you think about how it is going to sound?

This may sound like the same thing, but it is totally different.

Many times, people prepare their presentations around how it sounds, they stress using certain words that sound nice.

The key to a Great Presentation is to FIRST focus on your audience.

You need to understand how they are going to interpret your message FIRST.

Home Selling Example:

Typical Sales Person: "We have a great model home here to look at. It is a two-story home, with four bedrooms, it is 2700 sq ft, has a nice kitchen with tall cabinets, a game room, good sized back yard, and we have some great incentives too!"

Blah...

Good Sales Person: "What is important to you in a New Home?"

Hmmm.

The first example is so common that is ridiculous. That person is throwing out as much data as possible with the hope that the buyer will hear something that makes them say, "Yah, I want that!"

Instead of talking so much and dumping useless information, just ask them what is important.

A buyer WILL interpret the first example as someone that is does not care about them.

Ask how they plan on using their new home or car or whatever the product it is.

Allow them to tell you what is of value, then provide a solution.

By asking them a couple quick and simple questions FIRST, will allow you to shape your presentation around how they will Interpret your message.

It will make ALL the difference.

How do you prepare your presentation?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!

NEVER curb qualify a new prospect!

In this week's edition of my ezine I will tell the story of a fantastic first hand account of being curb-qualified.

Curb Qualified-When a prospective person makes a judgement about another person without any facts, conversation, and anything that results in a negative interaction.

To set the stage, I thought today was a great day to make a new car purchase....only the 2 auto dealers I visited had other ideas.

I'll detail my Interesting Encounters in this Thursdays Ezine.

Here are a just a few quick TIPS:

• Ask Questions:
• Listen to Answers Closely:
• Discover the Reasons for the New Purchase:
• Attempt to Help Satisfy your NEW Discovery:
• Confirm that your solution is the RIGHT solution for your prospect:
• Determine if there are any other IMPORTANT Factors in the Buying Decision:
• Don't Assume anything....EVER
• Base all your NEW prospect knowledge on the Answers you are provided and not the clothing or automobile they are driving....you never know who you are speaking with.

Do you Curb Qualify?

Curt Fletcher is a Real Estate Expert, New Home Sales Professional, Published Author of the book, "How To Sell More Homes and Increase Your Income," Sales Trainer, and Professional Speaker that focuses on improving your Likeability to increase your Opportunities for Success!