November 2016

How the Three C’s of Selling Will Boost Your Income

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The sales profession is one of the largest occupational groups in the United States. It is estimated that over 15 million people work in sales related jobs.  In the real estate industry there are currently over 1.2 million Realtors. Across all industries, sales is a very competitive occupation, and one that allows the top performers to be highly compensated.

Being in sales is very similar to running your own business and in commission based sales occupations, such as working as a real estate agent, you are in-fact running your own business.  In any entrepreneurial role you must have daily habits that will ensure you manage your time effectively.  Moving past the general sales training that is made available to all individuals in a selling occupation, there are certain skills that top performers have developed that have made them excel. Here are the three “C’s” that are not taught in sales training courses and make up the intrinsic skills that separate the top 5% of sales performers from their counterparts.

Caring – All successful sales people have come to understand that they should listen to their potential clients more and speak less when they are meeting with them.  This becomes the formula for any successful sales person in both Business to Business sales and Business to Consumer sales. It is the basis for being a highly paid advisor as opposed to a sales rep. Not only do the top sales people ask more questions of their potential clients, they listen better.  Their listening skills are superior to others who just hear but don’t really understand the needs of their buyers. The top sales people have empathy for their potential clients and are able to understand the buyer’s problems or their unmet goals.  They relate to their feelings in a way that allows them to become trusted with helping the buyer reach a new level of satisfaction by guiding them to solve their problems with the solutions they have to offer.

Candor – A top sales person will focus initially on the buyers needs and not on the services they are offering. When the buyer realizes the seller cares about their problems and why those problems matter, the sales person becomes a trusted advisor.  A trusted advisor, in comparison to someone who is just selling a product, earns the right to be straight forward and honest with the potential buyer. Top sales professionals not only ask more questions than their counterparts, they also ask better questions. More developed questions stimulate thought by the buyer of what their unmet needs or desires truly are. The top sales pros do not worry about losing rapport with a buyer, as they have established trust. When you care about your profession and develop a trusted relationship with your buyer, the ability to ask them difficult questions about why they are doing things in a certain way is earned. This honest dialogue is respected by the buyer.  The odds that the buyer will choose your services or product over a competitors greatly favors the sales person who has the ability to have candid conversations with potential buyers.

Competence – Most sales professionals know how their products or services function and how they can fit a buyer’s needs.  The difference between top sales people and others is the top performers know how their services or products solve the specific problems of the buyer they are working with today. Top sales people are not generalists, they are experts in their field. This means they know more about the future of an individual buyer’s business or investments than their client does. In order to gain this expertise, the top sales professionals spend the time necessary to study their industry and work on developing their own personal skills. This gives them more experience, which allows the top sales person to express that knowledge using a question based methodology, therefore putting the buyer’s needs at the forefront.

To boost your income and separate yourself from your competition, it is not enough to commit to only completing your company’s standard sales training or your industries continuing education requirements. The key to long lasting sales success is mastering the three C’s of selling. Be certain to commit yourself to continued learning opportunities. To learn more about boosting your income in real estate to a new level, join us at the 2017 Unitedpalooza.

All the best!

Peter

Are Your Home Buyers Looking For You On Video?

 

Vlog to gain access to a younger generation of home buyers that grew up researching and learning through videos on the internet. If you don’t have a presence on the internet, are buyers finding you?

Win three FREE nights in Austin, Texas! Share your prior experience at past conventions and your excitement for this years Unitedpalooza through a short video! Use your phone and start recording, what do you have to lose? The winner of the drawing will recieve three nights paid at The Westin Austin Downtown.

See you online,

Peter

How the Happiness Advantage Can Break the 80/20 Rule and Lead You to Success

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Across the United States, entrepreneurs are planning for the New Year.  2017 will be upon us in less than 60 days, and we know there will be changes in elected officials with different agendas on the national and local level. The economy may get better, it may not. We can take the predictions from the experts with a grain of salt and arrive at the safe conclusion that they are all right, and they are all wrong. Large nations and large corporations are complicated. The people who run these institutions were created as complex beings, but ones who were designed to succeed.

What everyone should have learned over the past twenty years is that industries will change, careers will change, technology will change, and to have success in life and business, you will have to make changes along the way to grow. Very few predicted the extent of the Internet boom in the late 1990’s and subsequent crash in 2001, which was then followed by the attacks on 9/11.  The steady housing growth post the dot.com crash, followed by the housing boom that defied historical growth patterns ended up turning into a severe recession by year end 2007. Regardless of the changes, there will be companies and individuals who will thrive.

As individuals, we have control over how our lives and careers will turn out. Accepting these truths is good progress. Having a process to follow for success will turn progress into a great life. Having success in your personal and professional life in 2017, just like past economic times, will be a matter of choice. You decide that it is important to have a dream and take the right action to achieve the dream. This requires performing the tasks of proper goal setting, planning, and developing certain personal traits including faith and determination. You also must decide to have personal accountability be a part of your daily life.

We are at a critical time right now where many young people are discouraged about their prospects for long-term success. With all that we have learned about success, most of us need a new map to help us stay on the correct path to succeeding. Take for instance, the tested 80-20 rule that originated in economics after an observation by an Italian economist named Vilfredo Pareto who correctly correlated in 1906 the fact that 20% percent of the population controlled 80% of the wealth. This theory became known as the “Pareto Principle” and was later observed to hold true in other aspects of life, starting in the business world where companies noticed that 20% of their customers accounted for 80% of their profits. It was later taken into further detail with the notion that 20% of sales people accounted for 80% of the sales for any given company. This 80-20 rule in sales has proven to be occurring despite the decades of research and significant investment companies made in time and money for general sales and personal development training to make their sales people productive. When you currently speak to businesses and economic leaders about this basic principle they all overwhelmingly point to the 80-20 rule moving to a 90-10 rule when it comes to the percentage of people who make the majority of the income, have the majority of the wealth, and in breaking it down further the smaller percentage of people who now in their everyday life are succeeding. It has always been difficult to break out of the 80-20 rule, and in the new connected economy, it has gotten even harder. We are at a point in time where half the people working are dissatisfied with their careers, and also at a time where half the businesses which open, end up failing. These statistics don’t include living an abundant and full life.

The question is, how do you find the most relevant information that will help you break out of the patterns that are keeping you from reaching a new level of success? The world is a crowded place with a lot of messaging. However, science and the understanding of the specific human needs we all have to meet to obtain fulfillment have come a long way. You just have to fight through the noise and the distractions to find the correct path.

One breakthrough study demonstrating how work performance can be increased came from a Harvard Psychologist who specializes in Positive Psychology and developing positive mindsets.  In his book The Happiness Advantage, Shawn Achor changed traditional thinking. We believe we should work hard in order to be happy, but he postulated that we are thinking about it backwards.  In a fast-moving and very funny Ted talk, he argues that, actually, happiness inspires us to be more productive. Take a few minutes to unwind from the election and enjoy the motivating, empowering truth behind the science that proves we are in control of our future. Click Here! 

To borrow from United Real Estate’s convention keynote speaker Mel Robbins, “What consumes your mind, controls your life.” As you put your plan together for 2017, know that you have within you the ability to create the business, career and life you want.  Starting with the right mindset is a good place to begin. To learn more about how attending the United convention can help you achieve your goals in 2017 please visit our Convention page.

All the best!

Peter

If You Give, You Begin To Live

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One of the founding values of United Real Estate is to be a positive contributor to the communities we live in. In order to do so, we must give back. United Real Estate is a company that has been rapidly expanding through franchising across the United States for only three years, while obtaining more than triple digit growth in agent count and transactions each year.  It would be easy to say we are “too busy” to make certain that important cultural aspects of giving back are occurring inside the company, but that is not the case.  I am always proud to see United Real Estate offices and agents volunteering to make the world a better place.  I am always happy to give a like on Facebook or shout-out to any and all who make the time to improve a community or make an individual’s life better.

Individuals search for personal fulfillment in a variety of different ways. Some are positive, but some actions unfortunately lead to negative habits that instead work to the detriment of what the individuals are searching for – happiness. There are plenty of articles, graphs, quotes and lists that can be easily searched and found on the Internet of how successful people behave to reach fulfillment. However, even with an abundance of information available at our finger tips, a recent Harris Poll concluded only 1 in 3 Americans consider themselves to be “very happy”.  I truly believe we were created to do good, and in order to reach our full potential and be happy; we need to address and fill two advanced human needs. The first is our need to grow.  In order to reach the state of being happy, we need to continuously develop and expand our dreams. Second, is the need to contribute. Understanding the world is not just “about me”, it’s “about we” which allows us to contribute to something bigger than ourselves, something worthwhile. It produces a true, visible change of things being better because we gave beyond ourselves.

Through the dedication of our employees, we have reached a new milestone in supporting our corporate charity, Autism Speaks. By redesigning our internal processes, every United agent can now voluntarily contribute to Autism Speaks at each closing, either a specific amount or a percentage of commission earned!  Together, as a United family and community, we can help a charitable organization that is making massive positive changes to the individuals diagnosed on the Autism Spectrum. To learn more read our press release.

I also believe there is a greater chance, than just a hope, that more than 1 in 3 Americans will become very happy. While millennials are known as being experts in digital communication, they are also unknowingly geared to do well by positively contributing to their communities. In the book Meet the Millennials, the author noted giving back and being civically engaged are the millennials highest priorities. This is a great step towards fulfillment when you realize it is tough to feel bad about yourself when doing good for others. It’s also an important factor for prospective employers and businesses that are wanting to sell to this generation. Millennials absolutely expect their employer to give back and contribute. As a customer, they expect the company will live up to those same set of values, as well.

One prime successful example of the power of donating a portion per transaction is seen through the generous contributions by the Dave Mathews Band. Through its Bama Works Fund charitable foundation, the band has raised and donated over $40 million to benefit the people living in the Central Virginia area, as well as internationally.  The band was able to generate this by setting up a per ticket sale, per album sale, per download sale and directing a portion of each sale to charity, as well as from fans who wholeheartedly support these causes making direct online donations. This has undoubtedly made a huge impact.

It is with great enthusiasm that I look forward to the major positive impact our fast growing network at United Real Estate will make to the individuals and families who are living with Autism.  It is estimated that it takes $60,000 a year to effectively support someone diagnosed on the Autism Spectrum Disorder.  At United Real Estate, we are now closing over 12,000 transactions a year, and that number is about to double!  Our collective contributions at each closing will do more than just fulfill a guiding principle. It will change lives.

Let me also give a shout out to the Dave Mathews Band and pay respect to them for giving back. It’s a verse from a complex song, and I see the positive in the lyrics, “If you give, you begin to live. You get the world, you get the world.” The path to fulfillment will include growth and contribution. May this inspire you to start or continue your journey!

On behalf of everyone at United Real Estate, thank you, for not just being part of our company, but for being active in supporting the communities we all live in. Happiness is not guaranteed, and giving should not be mandated, but should be heartfelt.  The reward is waiting for you.

All the best!

Peter Giese

President & Co-Founder

United Real Estate