Archive for February, 2010

19
Feb
10

Number 5 is Alive!

By thefernandezgroup Leave a Comment
Categories: Helpful Tips
Tags: , , , , , ,

I am a BIG advocate of the Law of 5 in sales.  Simply put, it has been proven in test after test that 80% of the business comes after the 5th contact.  Hence, the reverse is true- if you are NOT taking each lead, each marketing system, etc. out to 5 steps then you are MISSING OUT on 80% of the business!  But more and more of late, in my own business and in those around the country, it seems that the law of 5 is just the beginning.

Clients don’t seem to make their decisions on the first call anymore, even if they are referred.  Often, we are following up 5, 6, 8 times or more to capture the business.  Many of you have been getting these tips from me for a while but only now are many of you beginning to call and take advantage of all the ways I can grow your business for free.    Why is that?  Why do people have to see you for a couple of months to start opening up and start using you?  Think of your own life for a minute. You get barraged with ads, the average person sees over 1000 ads a DAY yet you barely remember any of them.  Add to that the fact that you are overloaded with worries and life and you are hesitant to jump on ANYTHING when you first hear it.  It takes time for you to accept anything but if you hear about something enough, you may very well take the plunge.  Whatever it is. Well,  commercial clients and residential clients are the same.  We are in a NEW AGE WHERE CONSISTENTLY ADDING VALUE IS ONE OF THE FEW WAYS TO DIFFERENTIATE YOURSELF.  Following up with alternating mail outs and phone calls to the people who have called you off of ads or listings is one way, following up with past clients and finding new ways to help them is another, and so on.  The key is-you can’t quit after a couple of tries.  You must stay consistent.  The benefits don’t come in the first week, and sometimes not even in the 5th but the 8th or the 10th.

The Fernandez Group is committed to your success.  Contact us today at info@thefernandezgroup.com or visit us online at http://thefernandezgroup.com to see all the creative ways we can help you grow your business and invest in more real estate. We look forward to working with you!

16
Feb
10

Secrets to Overcoming Call Reluctance

By thefernandezgroup Leave a Comment
Categories: Helpful Tips
Tags: , , , , , ,

There are many forms of call reluctance, the most common has to do with hitting your goals consistently.  You may be telling yourself every day that you need to do X number of calls per day.  You may even set aside the time to make those calls. When the time comes, other things “seem” to pop up.  Sound familiar? The tricky part is that you are in a CONFLICT with yourself:

One part of you is saying, “Make those calls.” This is the goal setting, driven part that is you at your best.  The other part of you is saying,” I might annoy someone” or some part of inner conflict like that.  The second part usually wins out and you don’t make the calls. The consequence? You wonder why your business is not taking off. You wonder why you don’t have the money you need? The heart of this type of call reluctance is actually self-confidence.  We are worrying more about how we are “perceived” by others then we are about our own success.  So how do we overcome this problem that is almost universal amongst EVERYONE but the very best of producers?  Well, there is no magic formula, but over the years the following tips have proven to work time and again:

-          Get clear on the value of what you do.  If what you do matters, if you truly see yourself as helping people, then making that call is just doing a service to those people.  Listen, people get screwed over every day by bad agents and unscrupulous loan officers and Realtors- I feel it is my responsibility to make sure that the people I care about are protected from BAD mistakes that can cost them thousands.  Look at all the pain we are seeing now from people making bad decisions….I won’t let that happen to the people I care about and that includes my clients-

-          Create a mantra and repeat it.  In his phenomenal book, “The Greatest Salesman in the World”, Og Mandino shares the power of repetition 3 times a day, every day, for 30 days.  Create a mantra like, “I am the best agent in this county” or something similar and repeat it to yourself constantly during the day.  The mind can not differentiate between reality and what you tell it and the more you envision and embrace the best you can be, the more it will begin to manifest in your life.  This is really not much more then the Law of Attraction.

-          Worst case, force yourself.  Create a penalty if you don’t do it.  Something you HATE to do.  Get mad at yourself to the point that NOT making the calls is more painful then making the calls.  Once that happens, you will naturally make the calls.

There is no easy answer to call reluctance but the above techniques have worked for many people and maybe they can assist you.  I hope this adds value to your life this week!  To run your project scenario email us at info@thefernandezgroup.com or visit us online at http://thefernandezgroup.com

08
Feb
10

Do You Have an Attitude Problem?

By thefernandezgroup Leave a Comment
Categories: Helpful Tips
Tags: , , , , , , , , , ,

Check out this article on “attitude”…

Why do we often think we have it worse than the next person? Why is it so easy to get discouraged when markets change and actions that were working for us suddenly become ineffective?  Most people tend to always look for the worst in every situation and instead of adapting, they wait for things to go back to the way they were before the changes.  The reality of life, economic cycles, and change in general is this:  those who wait are left behind and those who adapt are ready to take advantage of the moment and the future.

The history of the world is the story of men and women who took adversity and created success.  The worst diseases were cured at the height of epidemics, and the greatest advancements in technology were made during wars.  What makes some people victorious during times of adversity and others hopeless?  In a single word: “attitude.” Attitude is a confusing word to many people. It is often viewed as something that comes from the outside created by positive situations, good fortune, or even luck!  Nothing could be further from the truth.

Attitude comes from within and it is created from the fierce determination not to be defeated.  People often say that attitude is a choice, but it is more than that.  Attitude is a conviction.  It works independently of most choices and comes from a far deeper place-  a place that says to us, “I will not be defeated, I will not give up, I will not fail!”  The results of the “right attitude” are an unrelenting focus that seldom varies from day-to-day.  It is so deeply ingrained that nothing will stop it and nothing will change it.  It is this “right attitude” that will carry you through your darkest hours.

Attitude is not deterred by sadness, tragedy, depression, anger, or obstacles.  In fact, there are only two things that can defeat the “right attitude:” lack of consistent action and loss of hope.  In fact, failing to take unrelenting action will eventually lead to a loss of hope.  My definition of hope is the belief in what has not happened and has not been seen. It can be mystical or logical but what is hoped for exists beyond the present and current conditions.  America’s renowned psychologist William James said, “The greatest revolution of our generation is the discovery that human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.”

Is there a formula for the “attitude shift” necessary to change our lives?  There is and it is this:

1.  Whatever it is you want, you must want it with intensity and passion.

2.  Once you know what you want, focus on it with positive thoughts and affirmations.  Negative thinking will produce failure.

3.  Determine the daily actions that must be taken, break them into small actions, and simply do them!

4.  When you are faced with obstacles and failure, take more action and remain focused and hopeful of your success.

5.  Never quit and never surrender.  Nothing that can defeat persistence!

Helen Keller overcame more obstacles than any of us can even imagine.  Blind and deaf since early childhood, she achieved worldwide admiration and unimagined success.  She once said, “Science may have found a cure for most evils: but it has found no remedy for the worst of them all-the apathy of human beings.”  Helen Keller was right.  Science cannot cure a poor attitude.  It is up to you!  Live to laugh, live to learn, but most of all, live to win!

The above article was written by Ken Taylor.  Ken is President of Kent Taylor & Associates, Inc., a training and consulting firm. I came across it and shared it with you because I care about your success.  Contact us call today and let’s discuss all the ways that we can help grow your business. Email us at info@thefernandezgroup.com or visit us at http://thefernandezgroup.com.

05
Feb
10

Building Rapport

By thefernandezgroup Leave a Comment
Categories: Helpful Tips
Tags: , , , , , ,

In nearly every market across the country sales volume is down significantly.  Many markets are off by over 25%.  That means there are over 25% less commissions to be earned.  The pie is smaller.  How can you ensure that you get your piece of it? It’s a Buyer’s Market.  Buyers have an advantage and they know it.  To capture the serious motivated Buyers, to have them take you seriously, to have them want to meet with you and work with you, you need to have a captivating interaction with them by phone or e-mail.

There is only one way to have that interaction.  I recently read an article written by Rich Levin that really had some good tips on that initial interaction.  I hope you enjoy it!

“The Interaction: If the person you are talking to is in your Sphere of Influence, a personal referral or a repeat customer, start by asking questions that show you are interested in them and their move.  You then ask questions about what they are looking for and where.  As you answer their questions, you then proceed with the script below.

Provide the information they want regarding the property they are inquiring about and immediately ask a follow up question that indicates that you are knowledgeable and interested in what they want.  Like this: “That one is $279,900.  Is that the price range you were considering or are you looking higher or lower than that?” Then follow up with similar information and questions about location, number of bedrooms, and square footage.

You then ask, “Tell me all the things you are looking for in a new home and I’ll make some notes.” If you have gotten this far and they have answered all your questions, follow this process to make the appointment (if you want it).

As they offer their desires, acknowledge them with comments like: “great,” “sounds perfect,”  “I like that too,”  “mmm hmmm” to indicate your sincere attention and interest.

Next, ask this: “Do you have a copy of all the latest documents and contracts used during the purchase process?  I find that if you are familiar with the paperwork ahead of time it adds to your confidence and reduces stress when it is crunch time and you want to make a decision on a home that you like.  Has anyone gone over a copy of that paperwork with you?”

And ask this: “Hmm, has anyone sat down with you and gone over the whole process of buying, like when you will need legal counsel, what inspectors and inspections you may want… really everything from now until you are happily moved in so you can be more comfortable and confident through the whole process?”

And finish with: “Let’s do this.  Let’s get together.  I don’t bite.  I promise. I’ll go over all of that with you.  I’ll give you a copy of all the paperwork and I’ll walk through the whole process with you.  If we hit it off, I’ll help you buy your next home.  If not, we’ll go our separate ways and I promise you will be a lot more informed, confident and ready to buy.  Although, I think we are going to like each other.  What afternoon this week would be best for you?”

Some variation of this is the only way to capture Serious Motivated Buyers.  With Internet leads you do exactly the same thing in an e-mail exchange.”

I hope you found this information useful.  We are trusted advisors  focused on helping YOUR business.  To find out more about what we can do for you, email us at info@thefernandezgroup.com or visit us at http://thefernandezgroup.com

Sign Up to Receive a SPECIAL FREE REPORT: Common Mistakes in Commercial Lending

Facebook


Click to Become a Fan

Twitter Updates