|Brian R. Sumpter
|location_on Martinez, CA — First Call Inspections
|web Brian R. Sumpter's (first_call_inspections) Blog
Networking is NOT a BAD WORD!
In this dynamic market, we as businesspeople need to take advantage of every opportunity available.
In baseball, the chance to nail a home-run starts with the player getting up to bat, and waiting for the pitch. In the sales environment, you get to bat and pitch, and if you stand with the bat in your hands waiting...well, it's possible you will be waiting for a long time....a very long time!
It doesn't matter if you are selling toothpicks, or mansions. The sales process is the same:
•1) Developing the relationship- PROSPECTING!
•2) Creating and identifying the need(s)- ASKING QUESTIONS AND LISTENING !
•3) Preventing and overcoming objections- SEE #2 ABOVE!
•4) Filling the needs and providing answers- BENEFITS AND SOLUTIONS!
•5) Ask for the sale - CLOSE!
We have all heard the other sayings about sales...Hardball, softball, picking the low hanging fruit...there are hundreds of ways to describe the difference between a professional sales agent versus a clerk.
You can have all the newsletters, direct mail, fliers and the fancy websites you can possibly produce, but if you don't network and get your name in front of as many people you can, you are missing a great opportunity to share your knowledge, and perhaps learning or remembering something new, as well as meeting and making new clients and developing strong relationships.
What makes you stand apart?
Why would John Q. Public choose you over someone else?
Merriam-Webster defines the word agent as (in summary):
•1) One that acts or exerts power
•2) Someone that produces or is capable of producing an effect
•3) A means or instrument by which a guiding intelligence achieves a result
•4) One who is authorized to act for or in the place of another as a representative, an emissary...
I like those examples! They remind me of several agents and brokers I have had the great good fortune of working with and providing what I feel is excellent service to for many years. They are powerful in that they produce positive effects and results for their clients, and they always seem to act in the best interest of the people that have trusted them enough to sign on.
I have had a very long career in Sales and Marketing...approaching 30 years now. And I honestly believe that if we share concepts of service, share ideas that make us stronger, better agents, brokers and affiliates, our clients can't help but win...can't help but feel secure in their decisions to allow us to serve and attend their needs.
To be agents on their behalf.
Another great saying is "do what you love and the money will follow"... or my favorite; " do what you love and you will never have to work a day of your life!"
We all have bills. We all have financial needs. In my own little world, I love being a part of the Real Estate process. The excitement of property discovery, the process of closing and signing, the ability to be involved...to be engaged in the start of so many families new homes is awesome! That excitement helps to build my book of business...one client and one property at a time.
I have created this space to help us stay connected, to share ideas. And, I have also have an on-line magazine to give some great tips and do it yourself help ideas All for free!
Please, have a look, and send me anything you would like to share...we are in this economic mess together, and we are definitely stronger when we work as a team.
Your input is valuable, and is greatly appreciated! We rely upon your satisfaction and referrals to grow our business and we strive to provide you and your clients the inspections you deserve and the professional service you count on First Call Inspections to offer!
Brian R. Sumpter
First Call Inspections is locally owned. Our professional service covers multiple counties, and we are available for commercial, lease, draw and residential properties of any type.