real estate sales

CREPN #75 – How to Dominate Your Marketplace with Rod Santomassimo

The new year brings a new opportunity to dominate your marketplace.

Rod Santomassimo with the Massimo Group is a CCIM, former Commercial Real Estate Broker, author of multiple books. He works as a consultant to Commercial Real Estate Professionals to help increase their results.

In order to produce consistent results, here are some suggestions Rod teaches to his clients.

Before you set a goal, it is important to know where you have been successful first. Who are your current and past clients. What were the exact circumstances that helped you make the sale. Also, what were circumstances of your failures.

Knowing this first is key to understanding who your ideal prospects should be going forward for your greatest results.

Now, you can set a goal for a particular sales amount, but you would be wise to reverse engineer the number to determine the activity needed to reach it. Then make the activity your goal.

Regardless if you are setting your goals on January 1 or June 18, a brand new or an experienced broker, if you want to dominate your marketplace, the following will help you get there.Continue Reading …

CREPN #32 – Skyler 360 : The Future of CRM

The Future is now. Skyler 360 is the Voice of the Future CRM. Now a complicated sale can be facilitated by a machine that can interact with the Prospect from the first communication through offer, across multiple channels in real time, that is something BIG. That is Skyler 360.

Communication in the sales process has changed.

The first sale involved a buyer & seller communicating face to face.

Since then, communication has evolved; Snail mail, Telegram, Overnight delivery, Voice messages, Faxes, Emails, Texts, Drip campaigns, and Video Chat. The noise is loud and the competition for the Prospect’s attention is fierce.

You spend money on advertising to make the phone ring.

The phone rings. Is it answered?

What happens to the Prospect that calls and leaves a message?

What if the Prospect calls and leaves no message?

Q: How do you find the BUYERS?

Ron Sasson developed Skyler 360 to overcome this problem.

He had an apartment property with multiple vacancies. He needed them filled. He was spending money on advertisements, but his property manager was so busy tending to other issues with the property, that he was not able to handle the calls.

Assessing the situation, Ron recognized that his property manager needed help.

He recognized that the Q & A process with most applicants started the same:

What are you looking for?
How many bed rooms?
Floor plans
Application
Rental Agreement
Ron applied his software development background to solve his problem, and Skyler 360 was born.

Skyler 360 is capable of interacting with potential tenants/ prospects over

Voice mail
Text Message SMS
Email
Calendars
Skyler 360 engages the prospect right away with an appropriate reply to the Prospect’s request for information. After a few brief back and forth messages between Skyler 360 and the Prospect, the Prospect’s needs are easily determined and qualified against available units.

The magic behind Skyler 360 is that the easy back and forth communication feels natural, as if the Seller were actively replying to the Buyer’s questions. The natural flow of the conversation keeps the Prospect engaged with the Seller. Skyler 360’s conversation with the Prospect provides the answers to the Prospect’s questions. All the while, keeping the Prospect from moving on to the next potential property.

To complete the sale, Skyler schedules a meeting with Prospect to show the property and sign the lease at a time when the Property Manager is available to meet and close the sale.

Ron took me through a separate Demo, and, I was impressed. I engaged as if I were looking for an apartment. I called and left a message. A few short minutes later, I received a text acknowledging my call and asking me an appropriate next question. The communication with Skyler 360 went back and forth a couple of times, working to narrow what it was I was looking for. The communication at all times the replies and questions from Skyler 360 was appropriate, natural, and seamless.

In addition to the engaged instant communication,

Skyler 360 builds a data base of the prospect.

Ie: What if your potential customer is looking for a 3BR, and you have none?

Skyler 360 catalogs my need for a 3 BR.

When you have a 3BR, come available, Skyler 360 can message the potential customer to see if they are still have a need.

Recently, Skyler 360 was reviewed by Inman, an exclusive Real Estate Publication and the Houston Business Journal,

Skyler 360 can work as a standalone or can be fully integrated with MLS, your website, social media, calendar, accounting system; Yardi, MRI, etc.

To learn more or schedule a Demonstration:

call: 713-322-4146

goto: skyler360

linkedin: skyler 360

CREPN #42 – How to Negotiate in a Sellers Market with Leonard Atlas

Real Estate Negotiations are involved. Negotiations in a Sellers Market can test even the best salesperson. Unlike a market with a similar number of buyers and sellers, a hot market with more buyers than sellers drives prices upwards to points beyond reason.

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When a marketplace turns irrational, superior negotiation skills are required to gain a favorable outcome for your client.

Leonard Atlas with Mission Profitable Inc is an experienced Real Estate Sales trainer who helps salespeople focus in order to put the majority of their efforts into the opportunities most likely to close. As a teenager in his family business, Leonard observed that salespeople can use very different techniques and be similarly successful.

How to Negotiate in a Sellers Market
Leonard Atlas
I had the privilege to speak with Leonard and go through his

“How to be a Better Negotiator in a Sellers Market”

Leonard presentation provides insight to what you can expect and do to improve outcome when negotiating.

Download your own copy of the presentation

Leonard’s Principles of Negotiation:

You will be lied to.
You must look out for yourself
You can’t influence companies, only individuals
Negotiating with people is unpredictable
There are no rules
You are not always going to have leverage
Things are never as bad or good as they seem in the heat of the moment
Every negotiator has a different set of rules
Rules are subject to change
Take measured risk
Pigs get slaughtered

In order to be a better negotiator in a sellers market, it is critical that you recognize prior to entering a negotiation at what point you are willing to walk away.

Knowing your limits ahead of time allows for the opportunity to stop the process with dignity, leaving the door open for a future deal.

Leonard’s training How to be a Better Negotiator addresses how to

Take the emotion out of the deal
See the opportunities and when to say no
Not force a deal
Recognize when a deal is not going happen

80/20 Rule

In our conversation, Leonard addresses the 80/20 rule and provides some discusses how to read the signs in the communication as early as possible to disqualify those deals that are not going to work. Using discretion and moving quickly through those deals that will not work allows you the opportunity to move towards those that will produce results.

Even if the decision means not to make a purchase right now.

The sooner you determine the prospect is not a buyer, you can move to one that is.

The BIG FIVE:

Mindset – do you see the glass as half full or half empty. If you are coming from scarcity it will show and you will not get the day. People are drawn to someone who comes from abundance.

Behavior – Be consistent. It’s not about clock time. Use your time to make your goals. It about Numbers; goal time.

Technique – Get the training necessary to quickly move through the no’s.

Rewards & Patience

To be a Better Negotiator in a Sellers Market, takes effort, but the results continue to provide dividends.

Marketing

Knowing your product

Build your pipeline

For more information contact Leonard Atlas at: