Here is a quick idea of the day and example of what a star quality traffic generating social marketing plan (Facebook and Twitter) might include.
CONCEPT: An article is on the face page of MSN.com TODAY (2/17) that focuses on social support careers who are grossly underpaid for their value and commitment to society.
http://msn.careerbuilder.com/Article/MSN-2165-Salaries-and-Promotions-10-Jobs-You-Thought-Would-Pay-More/?sc_extcmp=JS_2165_home1&SiteId=cbmsnhp42165&ArticleID=2165>1=23000&cbRecursionCnt=1&cbsid=c864c0844de94cb4bfd7ac3039a15c13-319715322-VB-4
OR http://msn.careerbuilder.com/Article/Jobs-You-Thought-Would-Pay-More/
IDEA: Post the above link on Twitter and Facebook stating that ‘We agree and as a token of our thanks, all teachers, officers and paramedic will receive a free application fee and 50% off move in costs for the month of February! Call or stop by for details.” Please always seek permission before posting special offers. Again, this is merely one example of how to create heart-tugging and action oriented social media posts that pack a punch!
Cheers,
Michele
10.21.2009
High Payoff Activity Focus for Salespeople
Reach your goals faster and easier by focusing on your High Payoff Activities (‘HPA’). These are the activities that will drive the immediate results you need to keep your business thriving and well. HPA for sales examples include calling a prospect the same day they visit for retention and relationship reinforcement and replying to an e-lead within 15 minutes in pursuit of catching them while still online. In other words, ‘strike while the iron is hot.’ Both examples involve moving a buyer closer to the point of sale. What could be more important than your next sale?
Busy work should be delayed and/or delegated whenever possible. Busy work examples include Internet research, ordering office supplies, purchasing holiday décor, responding to interoffice e-mails, filing, etc. These things can be important and, of course, must be done. They may even eventually impact business opportunities. Most, however important, can typically wait while your HPA’s simply cannot. Keep in mind, many ‘busy work’ items will still be completed today, but, only after the top HPA’s are marked complete. This ensures that HPA’s are always complete by day’s end and, at times, ‘busy work’ is deferred to the next day. For the sake of your investment, “let it be!”
The simplest way to ensure that HPA’s consistently align to your actions and are completed in the most constructive and time-effective manner, is to compile a formal list of all responsibilities and required tasks, then to prioritize them from greatest financial return on time invested to least. Always work from top to bottom, ensuring the top 10 are, at minimum, completed daily.
Please note the term ‘time-effective’ versus ‘timely.’ In other words, completing a task or assignment within ample time to create the greatest propensity for a sale is much more important than completing it within socially and statistically acceptable time tables.
For example, missing the opportunity to communicate online with a live e-lead in real-time may result in courting and chasing of the e-lead for a reply over the next 10 days versus setting up an immediate appointment with a motivated buyer for this afternoon. If this happens while creating new files, you may not have been working within your HPA zone. On another note, keep in mind that the standard response window is 2-hours, however, 15 minutes is the extent of the window, on average, where you have an opportunity to ‘chat’ live and now about what is ‘front and center’ on the prospect’s mind. Would you rather have a shiny new pen to expense or shiny new sale to report?
Sure, there is an ‘ebb and flow’ to all of this and, yes, salespeople need to step up and complete administrative tasks now and again. Even the best of the best have to manage through ‘other’ tasks. Still, making money is your objective and it is what you were hired to do. Top ranking salespeople spend 80% of their time in HPA’s, or ‘the zone,’ whereas average salespeople spend only 20%.
Where will you land today?
Busy work should be delayed and/or delegated whenever possible. Busy work examples include Internet research, ordering office supplies, purchasing holiday décor, responding to interoffice e-mails, filing, etc. These things can be important and, of course, must be done. They may even eventually impact business opportunities. Most, however important, can typically wait while your HPA’s simply cannot. Keep in mind, many ‘busy work’ items will still be completed today, but, only after the top HPA’s are marked complete. This ensures that HPA’s are always complete by day’s end and, at times, ‘busy work’ is deferred to the next day. For the sake of your investment, “let it be!”
The simplest way to ensure that HPA’s consistently align to your actions and are completed in the most constructive and time-effective manner, is to compile a formal list of all responsibilities and required tasks, then to prioritize them from greatest financial return on time invested to least. Always work from top to bottom, ensuring the top 10 are, at minimum, completed daily.
Please note the term ‘time-effective’ versus ‘timely.’ In other words, completing a task or assignment within ample time to create the greatest propensity for a sale is much more important than completing it within socially and statistically acceptable time tables.
For example, missing the opportunity to communicate online with a live e-lead in real-time may result in courting and chasing of the e-lead for a reply over the next 10 days versus setting up an immediate appointment with a motivated buyer for this afternoon. If this happens while creating new files, you may not have been working within your HPA zone. On another note, keep in mind that the standard response window is 2-hours, however, 15 minutes is the extent of the window, on average, where you have an opportunity to ‘chat’ live and now about what is ‘front and center’ on the prospect’s mind. Would you rather have a shiny new pen to expense or shiny new sale to report?
Sure, there is an ‘ebb and flow’ to all of this and, yes, salespeople need to step up and complete administrative tasks now and again. Even the best of the best have to manage through ‘other’ tasks. Still, making money is your objective and it is what you were hired to do. Top ranking salespeople spend 80% of their time in HPA’s, or ‘the zone,’ whereas average salespeople spend only 20%.
Where will you land today?
4.13.2009
Sales Velocity Top Ten Coaching Tips – Tip #6
As we are definitely in the technology age and advancements in technology communication occur every day we as leasing professionals need to try to stay on top of these trends with our prospects, since they are most likely advanced in technology as well.
One thought: Start offering directions via text! After all, we know they will probably not forget to bring their phone along! Offer to your caller that with a current address, you will Google and send door-to-door directions to the community. In other words, offer a beneficial reason for needing the data and they will be more likely to provide.
TO CHOOSE TIME IS TO SAVE TIME
You always have enough time if you will but use it wisely. Your dilemma goes deeper than having a shortage of time, it's basically a problem of priorities. Most people leave undone those things that should be done, while they do things that they shouldn't be doing.
Set priorities for your goals. A major part of successful living lies in your ability to put first things first. Most major goals are not achieved because people put second things first.
Is what you're doing getting you closer to your objectives? Anything that is wasted effort represents wasted time.
Don't serve time; make time serve you.
©2006 by Max Steingart
One thought: Start offering directions via text! After all, we know they will probably not forget to bring their phone along! Offer to your caller that with a current address, you will Google and send door-to-door directions to the community. In other words, offer a beneficial reason for needing the data and they will be more likely to provide.
TO CHOOSE TIME IS TO SAVE TIME
You always have enough time if you will but use it wisely. Your dilemma goes deeper than having a shortage of time, it's basically a problem of priorities. Most people leave undone those things that should be done, while they do things that they shouldn't be doing.
Set priorities for your goals. A major part of successful living lies in your ability to put first things first. Most major goals are not achieved because people put second things first.
Is what you're doing getting you closer to your objectives? Anything that is wasted effort represents wasted time.
Don't serve time; make time serve you.
©2006 by Max Steingart
4.07.2009
Sales Velocity Top Ten Coaching Tips – Tip #5
Have you ever wondered why some prospects never make it into the office?
1. Got lost on the way there
2. Ran into a competitor’s office instead because they drove by
3. Too busy/Not enough time
4. Other
The odds here help us understand where we might apply some best practices in ensuring that our caller visits. We must be meticulous with our directions! Many claim to know where we are and plan to drop us into the GPS for direction. Do not rely on the GPS or your caller. Do what you can to support their navigation. Ask them to share which direction they will be coming from and either confirm or offer an alternate route that better serves them. Consider e-mailing or texting door to door directions. Texting is even better because you know they will have their cell phone (and directions) while in transit. You have an opportunity here to obtain all of their contact information by offering a benefit in exchange.
Second, set an exact time and day for their appointment. Let them know they will have our full undivided attention and that they will be seen before any other visitors at this time. Otherwise, they may get lured in elsewhere on their way and never make it to you! Still skeptical, try it yourself. I recently had the opportunity to shop a sub-market in Florida and missed my 5:30 appointment. Why? I had no directions given, the GPS took me in circles, I passed a competitor, 6:00pm was rapidly approaching and decided to go there instead.
Don’t let this be you. Take control of your schedule and your destiny!
YOU'RE IN CHARGE OF YOU
While your character is formed by circumstances, your own desires can do much to shape those circumstances. Thus, you have the power over the formation of your own character.
You're the master of your fate and the captain of your soul.
Nature is at work around you. Your character and destiny are her handiwork. She gives you love and hate, jealousy and reverence. You have the power to choose which impulse you will follow.
You can at any time decide to alter the course of your life.
No one can ever take that away from you. You're the master of your joys and your sorrows.
The greatest power you possess is the power to choose.
©2006 by Max Steingart
1. Got lost on the way there
2. Ran into a competitor’s office instead because they drove by
3. Too busy/Not enough time
4. Other
The odds here help us understand where we might apply some best practices in ensuring that our caller visits. We must be meticulous with our directions! Many claim to know where we are and plan to drop us into the GPS for direction. Do not rely on the GPS or your caller. Do what you can to support their navigation. Ask them to share which direction they will be coming from and either confirm or offer an alternate route that better serves them. Consider e-mailing or texting door to door directions. Texting is even better because you know they will have their cell phone (and directions) while in transit. You have an opportunity here to obtain all of their contact information by offering a benefit in exchange.
Second, set an exact time and day for their appointment. Let them know they will have our full undivided attention and that they will be seen before any other visitors at this time. Otherwise, they may get lured in elsewhere on their way and never make it to you! Still skeptical, try it yourself. I recently had the opportunity to shop a sub-market in Florida and missed my 5:30 appointment. Why? I had no directions given, the GPS took me in circles, I passed a competitor, 6:00pm was rapidly approaching and decided to go there instead.
Don’t let this be you. Take control of your schedule and your destiny!
YOU'RE IN CHARGE OF YOU
While your character is formed by circumstances, your own desires can do much to shape those circumstances. Thus, you have the power over the formation of your own character.
You're the master of your fate and the captain of your soul.
Nature is at work around you. Your character and destiny are her handiwork. She gives you love and hate, jealousy and reverence. You have the power to choose which impulse you will follow.
You can at any time decide to alter the course of your life.
No one can ever take that away from you. You're the master of your joys and your sorrows.
The greatest power you possess is the power to choose.
©2006 by Max Steingart
3.30.2009
Sales Velocity Top Ten Coaching Tips – Tip #4
Following up via telephone with your prospect on the day their first tour is a vital component within the sales process. As a prospect leaves your office, your opportunity to sell diminishes at the same pace the value of a new car does pulling off the lot and rapidly continues to diminish as time passes. Call them while you are still fresh in their minds. Have a purpose for the call. This is more than a thank you- each contact should provide them with beneficial information that supports them in their decision making. Do not delay, call today!
Here is a great example and excerpt from an article that is focused on new home sales, but certainly applies to all fields:
The first follow up phone call is made immediately after a prospect leaves the model home. This call is designed to set you apart from the competition. The goal of this call is to thank a prospect for visiting the model home and put her on notice that you intend to follow through to determine buying interest. The phone call is short and to the point.
Reaching out to Prospects – Effective First Follow up Phone Calls
by Bob HaferPublished: October 1, 2008 http://realtytimes.com/rtpages/20081001_followcall.htm
HONESTY OPENS THE DOOR TO SUCCESS
Successful people have cultivated the habit of never denyingto themselves their true feelings and attitudes. They have no need for pretenses.
Once you accept yourself completely you don't have tomaintain a phony front, or feel insecure if people don'ttune in to you and what you're doing.
Visualize what you really want,not what someone else wants for you.Don't forfeit three-forth's of yourself to be like other people.First say to yourself what you would be and then do what you have to do.
Author: Unknown
Here is a great example and excerpt from an article that is focused on new home sales, but certainly applies to all fields:
The first follow up phone call is made immediately after a prospect leaves the model home. This call is designed to set you apart from the competition. The goal of this call is to thank a prospect for visiting the model home and put her on notice that you intend to follow through to determine buying interest. The phone call is short and to the point.
Reaching out to Prospects – Effective First Follow up Phone Calls
by Bob HaferPublished: October 1, 2008 http://realtytimes.com/rtpages/20081001_followcall.htm
HONESTY OPENS THE DOOR TO SUCCESS
Successful people have cultivated the habit of never denyingto themselves their true feelings and attitudes. They have no need for pretenses.
Once you accept yourself completely you don't have tomaintain a phony front, or feel insecure if people don'ttune in to you and what you're doing.
Visualize what you really want,not what someone else wants for you.Don't forfeit three-forth's of yourself to be like other people.First say to yourself what you would be and then do what you have to do.
Author: Unknown
3.23.2009
Sales Velocity Top Ten Coaching Tips – Tip #3
Always ask for a follow up appointment during your tour. The prospect may not accept and that is okay. The key here is that they may and they will be more likely to keep you in mind when they leave.
You want your prospect to feel as if you genuinely want them as a part of your community. If they feel like they are truly considered and appreciated by you and your entire leasing team, they may feel more of a sense of home and belonging. Also, you want for them to be thinking about you when visiting a competitor.
Rationale for ‘selling’ a second appointment:
You want your prospect to feel as if you genuinely want them as a part of your community. If they feel like they are truly considered and appreciated by you and your entire leasing team, they may feel more of a sense of home and belonging. Also, you want for them to be thinking about you when visiting a competitor.
Rationale for ‘selling’ a second appointment:
- Bring back the decision-maker
- Bring back a trusted friend or family member to help you make a good decision
- Help yourself make the right decision by refreshing your memory after you have seen all apartments in consideration- you owe it to yourself!
"If we wait until we've satisfied all the uncertainties, it may be too late."
- Lee Iacocca (1924 – ) Businessman and industrialist
3.16.2009
Sales Velocity’s Top 10 Reasons Why to Follow Up
- Your leads might lease if you just do it (continue selling!)
- Even a shopper can lease
- Anyone who does not lease today may lease tomorrow
- Anyone who does not lease may become a fan and referring agent for you!
- Professional courtesy
- People DO change their minds
- Stand out from your competition (who most likely is not following up)
- Decrease marketing budget spent on new leads by utilizing current leads
- Increase bottom line by decreasing marketing dollars
- Repetition is KEY to people remembering you and eventually renting from you
The most important key to achieving great success is to decide upon your goal and launch, get started, take action, move
- John Wooden
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