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Archive for PR

coachingHere 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.)

marketing you 3 DHow 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.

 

many peole standing recruitingGrab this FREE recruiting tool: Publicity.

Do you want a free recruiting tool? Youa��re a real estate professional. You have limited advertising/recruiting funds. You want to recruit more. You want to establish your credibility as an industry leader. One of the best strategies is to write articles that get published, and use those articles in all of your marketing strategies. Here are the steps to follow to write articles that are valuable and that get published every time. The best thing about this strategy: It’s absolutely free!

The Process: Simple and Straightforward

Writing an article follows the same process composers use in writing a popular tune: It starts with the theme (A), continues with the middle, where you expand on the idea and example (B), and ends again with the theme. When Ia��m teaching my a�?Train the Trainera�? course, we practice this simple structure when we create training programs.

The Eight Simple Steps to Get Started

Here are the simple steps Ia��ve used over the years to create articles that have gotten published hundreds of times in major real estate magazines and newsletters:

1. Decide on who your audience is, so you realize for whom youa��re writing

2. Decide on the challenge (s) they have that you want to address

3. Jot down all the ideas you have about the challenges and solutions

4. Narrow the topic so you can zero in specifically on what you want to write about.A� The biggest mistake writers and teachers make is to choose too broad a topic for the time or word framework.A� For example, it’s difficult to write 500 words on how to create a team. You CAN write 500 words about why to create a team; or three strategic tips in creating a team.

5.A� Choose one to three ideas to discuss.

6. Arrange the topics in the order you want to discuss them

7. To expand on the ideas, present the idea clearly and then give an example. One commonality Ia��ve found among editors is that they want examples with the idea. Otherwise, the reader doesna��t really get the picture.

8. Close the article with the reiteration of your challenge and solution. Give your audience positive motivation to take action.

May
11

How’s your PR? What PR?

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How’s your PR? What PR? Are you taking advantage of FREE marketing? You should. I hear brokers say ‘I’m too small a broker’. ‘I don’t have a marketing budget’. Good. You don’t need one. Use the strategy below and reap big recruiting rewards.A�

Do you want a free recruiting tool? Youa��re a real estate professional. You have limited advertising/recruiting funds. You want to recruit more. You want to establish your credibility as an industry leader. One of the best strategies is to write articles that get published, and use those articles in all of your marketing strategies. Here are the steps to follow to write articles that are valuable and that get published every time. The best thing about this strategy: It’s absolutely free! Any broker of any size can do it.

The Process: Simple and Straightforward

Writing an article follows the same process composers use in writing a popular tune: It starts with the theme (A), continues with the middle, where you expand on the idea and example (B), and ends again with the theme. When Ia��m teaching my a�?Train the Trainera�? course, we practice this simple structure when we create training programs.

The Eight Simple Steps to Get Started

Here are the simple steps Ia��ve used over the years to create articles that have gotten published hundreds of times in major real estate magazines and newsletters:

1. Decide on who your audience is, so you realize for whom youa��re writing

2. Decide on the challenge (s) they have that you want to address

3. Jot down all the ideas you have about the challenges and solutions

4. Narrow the topic so you can zero in specifically on what you want to write about.A� The biggest mistake writers and teachers make is to choose too broad a topic for the time or word framework.A� For example, it’s difficult to write 500 words on how to create a team. You CAN write 500 words about why to create a team; or three strategic tips in creating a team.

5.A� Choose one to three ideas to discuss.

6. Arrange the topics in the order you want to discuss them

7. To expand on the ideas, present the idea clearly and then give an example. One commonality Ia��ve found among editors is that they want examples with the idea. Otherwise, the reader doesna��t really get the picture.

8. Close the article with the reiteration of your challenge and solution. Give your audience positive motivation to take action.

In my next blog, I’ll discuss how to build your distribution list easily–and how to distribute your articles. You’re on your way to an awesome free recruiting tool!

Managers: Develop this skill and then teach your agents how to use PR effectively. Use this skill in the interview to show agents how you’ll help them expand their reach.

Social media: Usually today, articles are published electronically. When your article is published, put it on your Facebook business page and LinkedIn. Invite peole to share the article. Instant PR!