Archive for personal promotion
Are You Promoting Yourself? 10 Tips for Managers
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Here are ten tips to gain platinum level trust. Why is gaining trust so important? Managers are also salespeople. We salespeople can’t sell anything to anyone without first establishing an exceptional level of trust–an increasingly difficult thing to do. The ten tips I shared on in a recent radio show can help sales and management professionals build a ‘platinum level’ of trust.
The Ten Tips
1. Learn non-verbal skills and apply them in writing, on the phone, and in person to establish rapport in an increasingly a�?cold inquirya�� world.
2. We believe what others say about a salesperson, not what the salesperson says about themselves. Use testimonials; check evaluation websites to see what consumers are saying about you.
Check out www.realestateratingz.com and www.incredibleagents.com. Find other sites (like Zillow and Realtor.com) that display testimonials from your agents’ clients. What are they saying about your company?
3. Help your agents create an after-the-sale survey and use it consistently. If therea��s something wrong, fix it fast.
4. We believe what we see, not what we hear. Show, dona��t tell. Use visual presentations consistently. And, as a trainer, I know that people retain only 10% 3 days after hearing it. But, when they also see it, they retain 60%. Which retention rate do you need to gain trust?
5. Flip your sales presentations. Ask questionsa��lots of questionsa��first. Educate. Finally, sell (well, you wona��t have to sell).
6. Tell the truth attractively. Show evidence, dona��t try to scare the client into action by predictingA� the future.
7. Evaluate the agent/client for long-term relationships. Is the agent/client someone you want to add to your a�?tribea��?
8. Use a�?tough lovea�� with a client to tell the truth, turn down a clienta��to stay true to your values. Do whata��s best for the client.
9. Re-cap. Regularly, stop and re-cap with the client. Do this, too, when you cana��t meet client expectations.
10. Book of Greatness: Dona��t brag about yourself in the middle of a presentation. Create a a�?Book of Greatnessa�� to use in your pre-first visit so your clients get to know you and your approach to sales.A� (See Marketing You for more information on that Book of Greatness.)
How to ‘Market’ your Brand
How do you create trust? How do you differentiate yourself? How do you prove you really are what you say you are? In this market, everybody and their brother tells potential recruits and clients they are the best. You can’t afford to be one of the crowd!
This resource shows you, step by step, how to gain trust and differentiate yourself in a graceful, effective manner–a manner that’s comfortable for YOU. See it here.
Managers: How to Create ‘Fans’ from a Performance Perspective
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We’re familiar with ‘fans’ on Facebook (see myA�Carla Cross & Co. on Facebook.A�)A�But, how do we gain’fans’? It’s one thing if you’re a performer. You may think it’s another thing if you’re a manager. It occurred to me that the words “followers” (Twitter) and “fans” (Facebook) are borrowed from the performance world–a world I lived in for many years. I thought you’d like to get some skills in creating ‘fans’ or ‘followers’–not just how to use these programs, but, more importantly, how to create FF’s–admirers.
What’s ‘Admirable’?
If you’re reading this blog, you’re probably involved somehow in managing people (that includes managing families, too!). So, it would be helpful to know how to create admirers–in the best sense of the word. Why? Admirers do several things for you (and you must do several things for them, of course):
They refer others to you with enthusiasm
They provide ‘positive grapevine’ promotion for you
They help you discover strengths you may not have known you have (think branding)
They see the best in you when you’re sometimes not seeing it in yourself!
What You Need to Do to Create ‘Admirers’
I worked my way through college and graduate school playing piano in bars (I sure learned a lot about human nature!). As a musician, I learned, to have admirers, I had to do 2 things:
1. Play the music they wanted to hear
2. Play the music they wanted to hear the way they wanted to hear it
To do this, I learned literally thousands of tunes and dozens of styles. Now, I was set to gain followers/admirers (and tips, of course!. In other words, you have to make yourself someone that can be admired (when did you take your last true ‘people management’ course?)
What does that mean to you as a manager? You have to figure out the needs that they want filled, and fill them the way they want them filled.
Appreciation: The best Tool to Gain Admirers
There are many ways to gain ‘followers’. The easiest is to lavishly use appreciation. How often do you appreciate? Probably not as often as you could. This is one of the most effective, low-cost, and happy methods to motivate and gain admirers you can imagine. Yet, few managers use this effectively (and I mean to be sincere about it, of course). I’ve created a white paper on the principles of motivation, along with over 25 ways to appreciate. Click here to get your copy.
How do you create fans? Do you think they’re important to you?
Are You Achieving What You Know You Can?
You encourage your agents to get coaching. Or, perhaps you coach them. You know how important having someone ‘see you from the outside’ is. But, how about you? Are you going it alone? I know, from managing so many years, it’s a lot lonelier world than being an agent. Who do you bounce ideas off? Who do you trust as your mentor? Check out Leadership Mastery coaching today.
Sign up for a Complimentary Consultation to see if Leadership Mastery would benefit you. What do you have to lose?
Bonus for new coaching clients this month: $1000+ of Carla Crossa��s recruiting, training, and coaching resources FREE ! Includes:
The Complete Recruiter, at $129.95 valuea��the strategies, planner, and dialogues you need to recruit winners
Your Blueprint for Selecting Winners, a complete interviewing guide, a $79.95 valuea��free.
Recruiting Objection Busters, scripts and dialogues to counter the toughest recruiting objections, a $40 value
Business Planning for the Owner, Manager, and Team Builder,a $100 value
Operations/Orientation Manuals and Checklists, a $30 value
Coaching Companions to coach new or experienced agents, a $200 value
Advantage 2.0 facilitator guide, a complete training program (a $500 value)
Click here to learn more about Leadership Mastery Coaching.
Click here to schedule a complimentary consultation to find out more about the program, ask questions, and see if ita��s a a�?matcha��. After your consultation, youa��ll receive a a�?thank youa�� of a 2-pack management audio CD series.