It’s All About Relationships in Sales

Team Spirit

When training my team of Property Specialists, I cannot emphasize enough how sales is really about relationships. After all, we are selling to PEOPLE – human beings who have emotions, who go through various life experiences, and who, at the point of being “offered” an investment property, may or may not be at the right place at the right time.

Of course, at the end of the month, the bottom-line always matters. But how do we reach our sales targets while growing in the business of sales?

We develop meaningful relationships with people.

It always starts with genuinely liking people. If we don’t, it will show. We need to learn to have compassion and show kindness, especially when our well-prepared sales pitch and fliers are rejected time and time again. Smile at the face of rejection. Easier said than done, you say. Well, it takes practice – lots of practice.

Before we can even make our “first sales move” or the presentation, a potential client will need to like us. Yes, you read it right. They need to first like us. So we need to exert some effort at being likeable. How do we do this?

Show genuine friendliness. It is often said that it is almost cliché-ish , that the eyes are the window of the soul. I could spot unfriendly, suspicious or malicious eyes a mile away. So can a potential client. So character is key. If we or others begin to notice that we are more ungrateful, more judgmental, more critical of others, more envious, then it’s time for deep self-reflection and change. One cannot fake a genuine smile that begins with the eyes. We cannot give what we do not have.

How else can we make potential clients get to like us?

Look smart and be smart. Let’s face it, people are attracted to good looks. It’s not fair but it is what it is. People are also attracted to well-groomed sales people. This does not mean that women need to wear micro mini skirts and plunging necklines. Sure, this catches a lot of attention, but mostly the wrong attention. It also screams cheap and unprofessional.

Be smart simply means that you know what you’re selling and can present it in the most interesting yet faithful manner, and hopefully in the least amount of time.

Next, a potential client needs to trust us – trust us enough to give us their time and, perhaps, make that investment with us.

They learn to trust us after they like us. It’s not the other way around.

They learn to trust us when we listen to them first. When we ask them the right questions about themselves and not talk about the project yet.

They learn to trust us when they see in our eyes and body language that we truly care about what they are saying, that they have our full attention (put your phone down and stop looking at it) and do not have an agenda. Remember, they already know that we are sales people. Of course they know that we would like to make a sale. Just listen first.

They learn to trust us when we are finally able to identify their “pain” and are able to address it and offer a solution to it.

These are but a few important aspects of developing meaningful relationships in the sales business, but once applied, will turn clients into friends that could last a lifetime.

Believe me, it happened to me.

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Liver Spread (Pâté) a la Pinoy

To satisfy a craving for pure (and I mean “pure”) liver spread, I set aside about less than a quarter of a kilo of the liver we bought for chicken adobo. I requested my hubby to fry the liver, not really knowing how to prepare the pâté I thought I could just wing it. How hard can it be?

So I came home to fried chicken liver ready for my experiment.

First mistake: I requested that the liver be fried first before tenderizing. Of course, it was too tough to mash.

Second mistake: I placed the liver in our Black and Decker blender with about a cup of fresh milk and around 63 gms (roughly 1/4 of a 250 gm bar of butter), with salt and pepper to taste.

This was a mistake because the liver was just fried, not tenderized, which made it tough. My blender whirred with much effort at this dry mixture. My blender was also on it’s last legs, I might add, and conked out at just that perfect time after 10 faithful years.

Third mistake: I was exhausted and stressed out and it is never really a good time for me to experiment on recipes in that condition. It took me longer to think of how to remedy the situation – the tough liver – in just a short amount of time. I was anxious to put my tired feet up.

Solution: I boiled the liver mixture (with the milk, butter, salt & pepper) in a pot with more milk, about a cup of milk, at very low heat, making sure to stir from time to time to prevent the mixture from burning.

As the liver softened and the liquid reduced to a mere buttery oil, I turned off the heat and began to mash the liver. Now that was the gruelling part, at least to my arms.

There is an upside to frying the liver before softening. The flavour of the liver is sealed before it is tenderized.

We found that the liver pâté tasted better with cream cheese on toasted bread. Any brand of cream cheese would be good, not necessarily endorsing the brand featured in the photo.

I believe mayo or mustard would work well as a condiment too since either one will lend a tanginess to the rich liver taste.

Overall I believe that my experiment was a success.

The Right Tools for The Right Job

ToolsThat’s right — the “right” (as opposed to the “left”) tools meant for certain jobs DO make that job easier.

Just a couple of weeks ago as I was de-cluttering and cleaning the house, this thought crossed my mind a few times.

While it is absolutely awful of me not to have changed my scouring pad (for pots and pans) for 2 months, I dilly-dallied on purchasing a new one. Why? I was still able to scrub the black soot off of the pot bottoms with the thinning scouring pad, though it took more elbow grease than necessary.

I became so used to exerting maximum effort that I began to believe that I was using the right tool for the job.

So I finally bought the heavy-duty and thick scouring pad just last week and voila! Just a little pressure from my fingers and the soot on the pans held no resistance. OMG! Why did I delay replacing my old thin scouring pad? All I needed was the right tool for the job.

Some of the other “realizations”:

Floor cleaner to mop the floors — an all-purpose cleaner simply doesn’t do as good a job as a cleaner formulated especially for cleaning the floors. Again, for the sake of not having too many products on hand, I used an all-purpose cleaner for the floors for several weeks. Not the same, especially when you have dogs that drool and leave traces of muddy paw prints in their wake.  It also doesn’t do a great job on glass. The glass cleaner was so much better!

A hack saw to “cut” thick branches – our shrub cutter (like humongous scissors) gave my elbow an unpleasant shock. It was just not built for thick sturdy branches full of hefty thorns. I finally decided, after many months of watching a pomelo tree in the back yard grow at the rate of 1 inch per hour (it seemed that way), to buy a proper saw. The hubby sawed away in just a few minutes. Whew! Now our cable TV satellite is no longer obstructed.

Honestly, not all the DIY posts we see on Facebook or Youtube actually work. I’ve tried many. While I try to avoid using too many chemical- based products, some DIY “earth-friendy” products are just not made for certain jobs.

The right medication and treatment for certain medical conditions – definitely no DIY or self-diagnosing here. A 10-session back therapy for lumbar instability (based on an x-ray) and severe back pain was the right tool for the job. All the mentholated patches, hot pads and exercises did not alleviate the pain because it was NOT muscle pain. I just self-diagnosed it as such.

So I think I will just stick with the right tools. They DO make life a little bit easier.

Trauma in Paradise

Lonely Beach

Paradise is a subjective word.

I learned this only recently – very recently.

Paradise for me is no longer just a place. It is being with the people I love – wherever we are.

Though living by the beach for a little less than two weeks would be like living in paradise, or so I thought, it was hell-on-earth for me. I did not know it would be. I would not have ventured out when I did otherwise.

I was lonely. My husband couldn’t be with me for many days as work required him to be in the city. I couldn’t do it. I could not last being with people who claimed to treat me as “family” but made me feel isolated. I could not last being away from my husband anymore.

I basically courted depression and anxiety – the very same conditions I thought would somehow be “eased” once I am surrounded by water and working in what seemed to be “ideal” work conditions. At 48 years old, I still don’t know myself that well.

It’s not the place. It never was. I was too anxious about the future and was blinded by the promise of a better career – and an attractive salary – that I did not stop longer to really think and consider. What do people always say? If it’s too good to be true, it usually is.

And I finally saw through it. All this time, I had been listening — hardly talking — and I finally discerned. It helps to just listen. Usually, the more people talk, the more mistakes they make by revealing more of their real motives.

The promises made were as loose as as the fine grains of sand falling between my fingers. True characters were revealed, shattering whatever “good impressions” I may have had. I was lonely. I felt very out of place.

I was very lonely. And I left. I picked up whatever I could carry and headed out to the bus station. I had to leave – for good.

And so now I am home again – with my husband and our 3 dogs. I am still recovering from the trauma.

I will get better. We will get better.

A Rainbow Spells “H-O-P-E”

Rainbow_BagasbasI woke up early this morning to witness a perfectly arched and unbroken rainbow. It was literally “clear as day”.

It rained for several days here by the beach – on and off — like a leaky tap.

So the start of the day was, to say the least, hopeful.

Inundated by depressing and stressful thoughts, and the harsh new realities I face, I could hardly appreciate the Pacific Ocean as I walked past it (I hear its roar every second) for a couple of days. It’s such a waste, really, when I SO looked forward to seeing it everyday.

I looked up for several seconds to stand in awe of that rainbow — to thank God for another day, and a new hope. The rainbow didn’t stay visible for long, but I managed to take a decent photo of it.

For me, that rainbow spelled “HOPE”. Even if that hope is short-lived, it is still hope.

It is hope that will sustain me in the coming days, as I wait for my husband to return.

It is hope that things will get better where I am now.

It is hope that a clear answer will come to our heartfelt prayers.

It is hope that we can let go when necessary — without looking back in regret.

I pray fervently for HOPE. Please, give us hope.

When Change Is Not What You Expected

Panoramic View_Madisons Compound

I guess the title of this blog hints at what’s to come.

The beach – work-life balance. It’s all there.

So why do I find myself feeling lonely even while being tickled by the fine sand underneath my feet, witnessing the majestic waves and being swayed by the non-stop onslaught of fresh salty wind?

Gone is the “honeymoon” phase of my transition, as my sister reminded me. Why did I expect it to last?

Different folks adjust to change – even if it is a “better” change – differently. For some, adjustment takes a couple of weeks, while for others, it will take longer. I guess I am part of the latter.

I expected to be “okay” in under a week. What was I thinking? Why did I put that kind of pressure on myself?

My husband and I are both adjusting in different ways. We left the life and home we knew for more than 3 and a half years. We left behind our three dogs with a caretaker while we prepare their new home.

We left a cool climate up in the mountains to live in a hot, humid (though windy) beach side property. I work up a sweat even while standing still! That’s if I’m not anywhere directly hit by the wind.

I don’t know where or how to begin marketing properties in another unique culture. I have so much to learn!

Change – I will need to give myself the time and space I need to acclimatize – to settle in – to feel like I’m home.

When will this happen? I don’t know. I guess I’ll have to wait it out and live one day at a time.

Going Back To Childlike Playfulness

Beach 3Yes, that’s me in my “professional” frisbee-catching” pose. Of course, there’s a nice trick to this.

Anyway, this awesome photo was taken again by my husband. You can see more of his photos in his Instagram account. This particular photo was from our October 2017 visit in Bagasbas, Daet.

Every time I see water, especially the beach, I go bananas! I feel like a “fish out of water”, so I need to get into the water – ASAP! My childlike playfulness button is pressed and I feel the freedom and carefree disposition of a child at play.

At 48, I still enjoy my childhood game of frisbee. I used to be so good at it when I was in my early teens, that I unintentionally drove away my guy playmates in our neighborhood. Were they threatened by a girl? So, I ended up having to wait many years later – around 20 years later – to be able to find someone to play frisbee with — my hubby.

I now suffer from an “unstable lumbar” and a mis-aligned spine plate somewhere, after a bad fall from the skateboard (which I was also very good at in my tweens), also last October, in the same place, a day later. So, goodbye high jumps — sigh.

So while we all can, while our health permits, let us rekindle our childlikeness. We have everything to gain from this as we leave our worries behind for just a moment, and experience “true reality” – the reality that restores our heart and soul.

I believe it’s time to play again. See you again in my next blog!