Real Estate
SELL THE PROPERTY TO YOURSELF FIRST
During my sales training program for builders & developers, I have routinely observed a common flow among sales & marketing executives.
The sad part is it's more frequent among experienced sales staff than it is in relatively new staff.
Very dangerous thought from a sales point of view. Once we started resolving this, things became easier for them. Some of them even commented that this has been their biggest roadblock in achieving better results in their selling properties.
So what's it exactly? Let me detail it for you.
A little background - The more they studies the property & the project, the closer they come to it. The closer they come, the more flaws, more limitations they start seeing in that project in those properties -
- Sometimes its location
- Sometimes its surrounding
- Sometimes it's amenities or missing some amenity
It could be anything. But then it starts seeming like a sore thumb to the executives.
In every conversation. they start finding it. They bring it. If customers don't then the executive mentions it.
And due to this, it becomes bigger & bigger till the executive is simply unable to sell the properties in that project.
"Biggest roadblock in achieving better results in their selling properties"
Now, this is a major issue. Because the executive has to study the project. But if they study it then they come to know the project's weaknesses. Which makes them to sell less & less and with lesser confidence. It's a cycle that almost every executive goes through for every project.
Riding the scenic hills of Toscany, only carying the bare minimums and my trusty bike.
How climate change has directly affected landscapes and livelihoods all over the world.
This is such a big issue that my clients call me at the start of every new project OR even at ANY big changes, in the project like -
- the start of a new phase
- price changes
- new competitors coming & eating sales & so on.
They often call me to solve this issue of reducing sales every few months.
Over a period of 16 -17 years of training Real Estate Sales Executives, I've observed that there is a solution to this recurring issue.
Simple & Effective Solution.
I call it 'Vitamin B Injection.' B Stands for Beliefs injecting or reinjecting strong Beliefs in the minds of sales & marketing executives.
This is done via a thorough study of the current situation and the brainwashing of the executive with new information about their very own projects.
This normally takes over a week's period. But it has proven VERY effective in helping my builder clients sell properties in their big projects that last several years. It works. Always.
THE SELF MADE MAN - A MYTH
How far does a man really get alone? One word will fully answer this question - "Nowhere." There are a lot of people who are reluctant to give credit to anybody or anything for any success they have attained.
They call themselves "self-made." but what are the real facts of the matter as we find them in life? I, for one, do not think it is possible for a person to accomplish any worthwhile thing unaided or alone.
He could not cut himself off from all contact with, or advantages of present-day progress if he wanted to and that is exactly what he would have to do in order to say: "I am a self-made man." We cannot deny that the human being from the moment of birth and for some considerable time thereafter, is about the most helpless creature in the world.
From the very beginning of our existence we are accepting the help and guidance of others, and so far as my observation serves me, this "helping business" goes on pretty consistently all thru life.
As batches, we do not hesitate to call loudly when in need. But let us pass over this early period of life, and come down to the time when we begin to think we know it all the time when the self-made man says he struck out for himself and made his way alone.
Can any man truthfully point to any, a time when he has refused all help or assistance; when he has no longer profited from the experience of other, in shaping successful furure? Can anyone prosper and do these things?
The man who travels the fastest to-day and who gets the farthest is the man who is alert enough to know that the more help he gets from people who know, the more quickly and the more successfully will he do well the thing he desires to accomplish whether it be the making of a bootjack preparation for the bar.
The man who could really call himself "self-made.:" would have to go back and start almost from the very beginning of the universe.
He would have to blot out all history and recorded experience: he could not seek information to aid from any man or from any source whatsoever.
He could not permit himself to take advantage of the wealth of knowledge and practice that has been worked out for him in all the human activities of yesterday and to-day.
He would have to be a scratch. Impossible, indeed! and therefore I say it is impossible to make a business success, a professional success or a success of any kind, without recognizing the help you had.
Business would standstill, careers and progress would standstill if it were not for the co-operation and spirit of helpfulness that exists between men who have pursuits and ideals in common.
Can you see where it is any credit to a man to say "I am self-made"? When you hear someone say that, make up your mind, either that he is a fool far removed from the finished product, or that he thinks he is talking to a person foolish enough to believe almost anything.
I would infinitely prefer to have the reputation of being a "self-starter" --to be known as a man who is awake to the endless opportunities for co-operation and help already organized for his use, and who USES THEM.
I think it is this kind of man who is sometimes referred to as a "self-made man." What is really meant is that he is a man who starts something, gets all the help he can, and keeps at it until he gets somewhere.
You don't have to build a bonfire under him to get him to move or put a halter on him to bring him face to face with an opportunity. He sees opportunities everywhere, and he picks one out before old age makes it too late.
And when he "gets there" he doesn't say, "I did it." but rather "We did it. These are the men who helped me."