February 2017

How To Gain The Most From The United Real Estate Convention

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During my career, I have had the great privilege of attending and actively participating in many sales conferences and real estate conventions.  However, the greatest privilege of all has been being part of the team at United Real Estate that plans and executes on a continuous mission to raise the quality of our annual event.  The team and I do this with the goal of maintaining an intimate feel that displays the enthusiasm that our staff and fast growing network of franchise owners and agents have for our company and its culture.

United Real Estate was created to build a modern, sophisticated real estate brokerage that not only places the real estate agent in the forefront of the consumer, but equips them with the tools, compensation model and backing of a company to win more business. Our motto of Find Your Freedom® governs our philosophy to treat our agents as entrepreneurs. Being a successful entrepreneur in the real estate industry requires doing things most agents won’t do so you can build a lifestyle that most won’t ever achieve. Find Your Freedom® means doing what you are supposed to do, not just what you want to do.  During this year’s Convention, you will be given the insight into what investments you need to make in your business in order to do what you are supposed to do – grow the numbers of clients you serve.

As a company, we have a “come as you are” spirit. We welcome and are proud of our diverse population of agents, which truly reflects the population of our great country. Come as you are also means to let others see your cracks. At conventions and awards celebrations there is often a shortage of humility and hardly ever a shortage of overconfidence on display. We each have strengths and weaknesses. If you are open about your “cracks”, you will find the speakers, staff and other attendees that will be willing to help you.

My convention advice to you is to be open, be positive, extend your hand in kindness and offer help to those who need it. They just might extend their hand back to help you get where you want to go.

Look forward to seeing you in Austin!

Peter

Four People to Follow Online to Become a Successful Entrepreneur

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    Four People

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Finding and realizing your potential in operating your own business and growing your income is difficult.  It is not just the actual tasks of building the business that are difficult, it is psychologically hard to start each day ready to take on the challenge knowing you are responsible for your success with a lot of uncertainty ahead of you. The reality is, you need to not only know the technical aspects of your business and how you differ from your competition, but you are going to have to find the internal drive to make it past the odds that are stacked against you in building a break-out business.

Role models and gurus have always been an important part of our society. Presently, we have access to many different types of media, examples of personal fame and potential role models to take advice from. These influences affect how we dress, how we think and many times what goals we establish. Access to information is great, but make sure you are getting the right daily information to grow your business.

Here are four people to follow that will give you not only great business advice, but also will help you overcome the insecurities that are part of being an entrepreneur.

Mel Robbins – A best-selling author and the most booked female corporate event speaker in the United States.  She is not only a successful entrepreneur herself, but also has the ability to communicate the real reason you don’t do the things you need to do to build your business – you don’t feel like it. She has a fix for that and it revolves around the science of how your brain functions.  Read her latest book The 5 Second Rule: Transform your Life, Work, and Confidence with Everyday Courage to help you overcome your fears and build the business you deserve.  www.melrobbins.com

Gary Vaynerchuk – The quintessential immigrant success story of hard work and proof the opportunity still exists in America for anyone to succeed. He’s a multiple bestselling author and founder of VaynerMedia, a social media focused digital agency. Everyone needs an online presence for their business and Gary is the go to source for the likes of General Electric and also Millennial driven start-up tech companies. Gary produces content daily that any entrepreneur can take advantage of and implement on an ongoing basis. Read his book Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World. www.garyvaynerchuk.com

Jeb Blount – Often businesses fail because they think customers will come to them. If it were that easy everyone would start their own business. If you’re going to be a successful entrepreneur you are going to have to learn how to sell. Jeb delivers the straight talk every entrepreneur needs to hear about the realities of growing your business through prospecting and the entire selling process.  Read his book Fanatical Prospecting which gives entrepreneurs a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.  www.salesgravy.com

Tony Robbins – He is not only one of the greatest public speakers of all time, but also the  individual who has helped and guided more successful entrepreneurs than anyone else. Those that deem him a motivational guru, miss his message. He’s a strategist for all aspects of your life. He doesn’t teach people to just solve their problems. Rather he is the person who can help you identify what caused the problem in the first place. He demonstrated his in-depth knowledge of why people get derailed at one of the first and most viewed Ted talks of all time, entitled “Why We Do the Things We Do View it online and follow his daily posts for the tips you need to stay on course for your business goals.  www.tonyrobbins.com

All the best!

Peter

My 7 Essential Personality Traits for Success in Selling Anything

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Companies and individuals spend a lot of money on sales training in order to increase revenue, or in the case of individuals, to grow their incomes.  Entry level sales training teaches sales people what to say or present. More advanced training teaches salespeople what to ask.  Learning to ask questions to potential clients is a better way to gain more sales than just learning what to present.  However, there is still a large gap between sales people’s incomes who participate and complete the exact same question based sales training program.  Some of this can be explained by work ethic, more successful sales people typically prepare more and work harder.  However, while you can learn how to effectively ask questions to prospective clients, there are also certain personality traits I have learned that you will need to develop in order to be in the top 1% of wage earners in your profession.

In sales, asking questions is critical to your success. You have to ask questions to identify and qualify potential clients and then ask more specific questions to help uncover their real needs. In order to provide more value to the potential client than your competitors, you must ask better questions. If you become better at asking questions and develop the following seven traits, you will outsell everyone!

Empathy – People do business with individuals they like, but they are more likely to buy from sales people who demonstrate empathy towards them.  Empathy is not sympathy.  Empathy is the ability to understand another’s situation, feelings, and motives. It is one thing to be liked, it is another to be seen as someone who can relates to a client’s specific situation and offer guidance.

Ego Drive – Top sales people learn to develop internal motivation which allows them to work hard and be seen as confident. They also know there is a line between having the ego drive necessary to succeed, and being seen as someone who is egotistical.  Egotistical is not a personality trait that is attractive. Being ego driven is a trait that lets clients know with certainty that you’re an individual who is determined to succeed and one who has enthusiasm and confidence in what they are selling. Ego drive is the motor inside every great sales person.

Customer Service Focused – No longer can a sales person take the attitude of ‘sell them and leave them’. The entire world is connected 24 hours a day, and this ease of access to information has given rise to an abundance of customer service ranking websites.  If you mishandle a client, there is a very good chance they won’t just tell their close friends, they may also tell everyone on the Internet.

Resilience – Sales is one of the top earning professions in the world.  The rewards are great, but many enter the sales profession with great hope, only to find out that you hear a lot of no’s. Resilience is the ability to overcome obstacles for a long period of time to achieve a big goal. The top performers have developed the grit necessary to keep going past the no’s and start again with the same enthusiasm on display for each client meeting.

Seek Knowledge – People fall into two different decision making styles. They either make decisions first, and then seek affirmations, or they seek knowledge and expertise and then make a decision. If you want to break out of the decision making that has led you to fall short of your sales goals, you have to be in the latter of these two decision making styles. The people who are thriving in sales are always seeking knowledge to become better.

Process Driven – Successful companies all have a process for maximizing business systems and capabilities. The same is true of top sales people. They are process driven and build a sales process for attracting new clients.  They take each candidate through the same process that mirrors their client’s decision making cycle. What can be repeated, can be improved.

Adaptable – Successful sales people are able to work in the present and have a plan to get better tomorrow. They have managed to navigate the ever-changing business climate by acquiring the skills that allow them to adapt and grow. It’s not good enough to say you had a decent sales meeting, the top sales people document what went well and what could be improved upon after each client meeting.

No one is born having all of these traits, great sales people work to create them. Which of these traits do you have to work on to reach the top of your profession?

All the best!

Peter