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.


When It’s Time For A Life Change

Beach Life 2I don’t know. Has it been years since my last post?

Life happened. Past interests and passions faded into the background, replaced by the mundane task called “work”. Or should I say, “earning a living”.

Day in and day out, cleaning the house, washing dishes, feeding and caring for the dogs, washing and folding laundry, watching TV to ease the fatigue, and watching TV again.

I stopped playing my acoustic guitar, electric guitar and ukulele. I feel the pressure, reluctantly glancing at each instrument, feeling guilty for totally ignoring them. “Nope, I don’t see them”, I always tell myself.

And then there’s the blank canvas, still wrapped, sitting on a chair, waiting to be slathered on with oils. Oh, and my paint brushes are brand spanking new while my box of oil paints remains untouched. Guilt assails me once again.

This blog site sat unopened for years, it seems.

Where has my life gone? I mean, really LIVING! My work and daily chores became my life. Maybe for a while it worked out. It kept my place relatively neat and clean (I did say “relatively”), placed food on the table, paid the bills, and bought me a few extras to enjoy like a property investment and a car — though both are still on installment and eat up whatever remains in my bank account.

I had to keep asking myself: Is this all there is?

There are more than enough articles on this — some too generalized for me or lifted from another article to even take seriously. It IS different for everyone.

Change, and the reason for it, is different for everyone.

It’s time to head to the beach — literally.

It’s time to get real with myself. I need to be able to regain what’s left of my sanity and learn to really live again. I am nearing another critical juncture — middle age.

What makes me happy? What relieves me of stress? What CAUSES my stress in the first place? I’m talking about over-the-top stress levels – toxic people, negativism, pessimism.

I’m talking about beating myself up from guilt of not going for the things that give me peace and fulfillment. I’m talking about always beating myself up for suffering from mental disorders and not “accomplishing” enough. What is “enough”? It’s never enough.

So, it’s time to hit the beach.

I have always loved being in the water. I enjoy feeling the grainy sand under my worn out feet. It is like a foot scrub and massage at the same time. The warm breeze blowing from the Pacific Ocean calms my spirit and helps me to breathe in and breathe out in a rhythmic motion. Peace.

I will be there soon. My family will be with me soon.

It is time for change. It is time for my life change.



Getting a dog?

My husband and I love dogs. You could say we’re “dog people”. And it riles us to see dogs left behind in yards without much shelter, tied to a chair or post, without much human contact, looking very unkempt and forlorn. I’m no dog expert but I do believe I’m a responsible dog person. And as such, I have learned to always consider the pointers below before thinking of getting a new dog. These are tips I wish I could just print out and post on the doors of all our irresponsible dog neighbors.

Peanut & Bulldog the toySo if you’re thinking of getting a dog, or any pet for that matter, do consider the following tips:

1. Do your research.

It’s pretty simple, really. The internet is loaded with information about all breeds available and their proper care, so there is absolutely no excuse to be ignorant.

2. Know yourself.

Do you really want a dog, and if you do, can you really handle the responsibility? Can you afford it? What type of breed will suit your personality and lifestyle?

Please, people, a dog is not a show-thing, a status symbol or an alarm system — it’s a pet. It is very disheartening to see a teacup-sized Chihuahua tied to a window outside our neighbor’s house. It’s a toy dog, for crying out! Let it stay inside your house and take care of it.  It needs love and attention, just like we do.

Don’t forget the bills you will incur from buying dog food, vet visits, pet sitters, and what not. It can all add up really fast!

Are you the type of person who loves to take long walks in the park? All dogs love to take a stroll. Are you out of the house for eight to twelve hours, six days a week? Be sure to get a dog that does not require a lot of exercise and is content to be left at home for long hours (though I still wouldn’t recommend a pet at this point). Are you OC about your house and furniture? Then get a dog that doesn’t shed, or that sheds very little.

3. Be ready to train your dog.

If you want to enjoy your pet to the fullest, train it or have it trained. No one wants urine and feces all over the carpet! A well-behaved dog is a joy to have.

4. Socialize your dog.

If you want your dog to get along with everyone in your household and your immediate community or circle of friends, introduce it right away. Expose your dog to different situations with different people — on leash, of course.

5. Love your dog.

Our dogs give us so much love (their way of loving) and dedication, mostly undeserved. Let’s love them too. In fact, let’s love them first. It is a joy to come home to wagging tails and excited jumps. All the effort on our part will be worth it.