Be in the moment....at the moment!

The easiest way to increase your prospect of making a sale to ANYONE.... for ANYTHING is to be mentally present.

It's easy to be distracted by other thoughts that's why success does not come easy.

The key is to prepare yourself to ALWAYS be in TOTAL mental control of yourself at the moments you need to be.

An example of this, would be Tiger Woods.

He plays in a very limited number of Golf Tournaments each year. He often receives grief from other players or analysts to play more because he is so popular.

What they don't realize is what makes him different is the fact that virtually every shot he hits in every tournament he plays in, he is in FULL command of his thoughts.

That is why he WINS at a higher frequency than any other player that has ever played the game.

The time that he is not playing in a tournament is spent preparing for the next one.

His preparation is just as much mental that it is physical. Sure he hits plenty of golf balls in practice, but an equal amount of time is dedicated to his thoughts and mental control.

Sales Success is no different.

You MUST prepare in advance for the responses you will receive to different questions...and not just one standard canned response.

Some say that sales is a numbers game....talk to as many people as possible and you will gain more sales...

That is one school of thought, but I don't subscribe to it.

Sales is a People Game.

The more you master your mental control, preparation, and listening ability the MORE equipped you are to take better advantage of those opportunities when you are speaking with prospects!

Are you in the moment...at the moment?

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!

Leadership is in what you DO, not what you say.

We are living in a an era where it seems change and guarded optimism is abundant.

In this time, many obstacles stand between us and the fruitful gains of a nation.

It seems, we as a people are looking to others for answers. We want someone to wave a magic wand of change that will transform the negativity and replace it with Prosperity overnight.

That is "the herd" mentality. People are hoping to embrace the ideals, convictions, and beliefs of others just for the slight chance that their lives can and will improve.

The ONLY way to effectively change anything is to Lead.

Leaders don't wait. They seize the moment.

Leaders don't follow. They are two steps ahead...always.

Leaders don't talk. They act.

Leaders turn a Vision into Reality.

For any Real change to ever take place, it will take the actions of many NEW leaders to stand up, clear the path, and guide the way.

In the housing market, negative stories rule the day.

We need ALL Real Estate Professionals, Home Builders, Mortgage Companies, Construction Workers, and Home Owners to STAND UP!

It's time for everyone to UNITE and push back the false negative stories and replace them with positive stories. Every single day all across the country, new home owners are handed the keys to their beautiful new home.

Where are those stories?

It's time to tell your story.

It's time to let your voice be known.

It's time to stand up and Lead.

Let me hear your stories.

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!

Return Phone Calls equals Higher Likeability and More Sales

Do you ever miss a phone call and decide it can wait to be followed up with?

Did waiting result in forgetting?

How did it feel when that same person called back and the first statement was...."did you get my message?"

This happens all the time to virtually everyone in every business.

Clearly this is not a good formula for Creating a "Customer for life."

Rather, it implies that they are not very important, so their loyalty to you begins to fade.

• To gain higher customer retention


• Improved Referral Based Business


• Less awkward moments of you "making up a reason for not calling back"

Simply making a little extra time to return a phone call will do all the above.

There is an old adage that says "bad news is better than no news." Think of how it feels to make a purchase, have an issue or question, and not be able to get any help.

Just a 2 minute follow-up call makes all 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!

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!

Notice to ALL Salespeople...Drop the gimmicks and start Helping!

I have to say, the sales arena has become a very diluted pool of people looking for the easy money over actually trying to help anyone.

"What's it gonna take to put you in one of these?"...I mean, seriously? What kind of ridiculous sales line is that?

If you take the time to actually ask quality questions and ENGAGE your prospect, you will never have to ask this question again...they will tell you...they WANT to tell you...if only you will let them!

People are WAAAAAY to smart these days and knowledgeable about your "sales tactics." Drop the spiel and start helping.

As a Successful Sales Professional that does a large percentage of business based on Strong Referrals, I can tell you it is easier, less costly, and much more friendly to do business that way.

I hear the following comments every week:

• "I was afraid to walk in the door at first, but you set us totally at ease"
• "This was a totally different experience than we though it was going to be"
• "I can't tell you how much you have helped us with such an important decision"
• "You are SO MUCH different than everyone else we have spoken with."
• "Why didn't the guy at the other company tell us about this?"

If these type of comments are not a regular occurrence for you, perhaps a change in approach is long overdue?

For help with your sales process and delivery send me an email to curt@thelikeabilityguy.com


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!