There is one key datum that I drum into every salespersons who starts the Sales Booster Program:

Outflow =/ produces Inflow

This simple datum makes all the difference in the world for most of my salespeople.

One thing you must realize is that genuine interest in your client or prospect is your cheapest form of outflow.

The other thing you need to know is that when you slip into desiring the new business or desiring the referrals that you have slipped out of interest and now have your attention on the inflow which cuts the scope and purity of your outflow, therefore reducing the effectiveness of any outflow that you engage in.

Have you ever wondered why one person can make 20 calls and get two appointments yet another one makes 50 calls and gets none? Well, the above certainly plays a roll in that disparity.

Whatever you do, stay interested in your prospect and you will get sales!

You bet your bippie, it is! The key is to post often and keep it interesting.

Here are a few tips for how to draw more traffic to your craigslist postings…

1. Use all 4 pictures in every posting

2. Be sure to put one link, but only one link, in every posting

3. Use an 800# for tracking your results

4. Have them click on a landing page

5. You should be posting approximately 15 ads per day

Be sure that when you are formulating your strategy that you have in mind what type of buyer you want to attract. For instance, it might be condo buyers, then you would post condo listings. Or it could be single family residences, perhaps in a specific neighborhood or area.

Good luck!

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You just need to open an account and then upload your pictures to your account.

Of course you also want to post it to your Blog.

Another great place to put it would be on Flickr. You would first need to open up an account and then upload it to this sight as well.

There are literally 1000’s of websites that you could post it to and there are ever services which you can pay a small monthly fee for and they will distribute your video’s far and wide.

Remember, outflow equals or produces inflow so the more places you get your video out to, the greater your chances of getting a flood of people going to your website. If your website is fun and engaging they will hang around and take action.

That’s what it’s all about!

Technorati Tags: Blog, Flood, Inflow, Outflow

It is probably one of the easiest ways to get a message out there to all the people who want to listen.

There is an absolute explosion happening out there on the internet with Video Blogging and Videos in general. YouTube has grown at a phenomenal rate in the last few years and does not show signs of letting up.

The question is, if this is such a great medium why aren’t more people doing it. Well, for one, people are very critical of themselves and self-conscious. They may think they have nothing important to say. Who knows? The fact of the matter is that people will be much more likely to watch a 3 minute video on a subject than to read a posted blog.

We live in a very visual society. People like their video in small doses.

What do you need to do this?

1. Watch some YouTube videos and see what’s hot and how they are doing it.

2. Get a video FlipCam.

3. Think about your clients and what they would be interested in.

4. Get a concept of 4 or 5 things you could tell them about that particular subject.

5. Start filming.

6. Have a friend review it to see if they find it fun and informative.

7. If they like it, post it. If they don’t, try again. Don’t give up!

Next time I’ll share some tips on where to post it!

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So, What is it???

A blog (a contraction of the term “Web log”) is a Web site, usually maintained by an individual with regular entries of commentary, descriptions …
en.wikipedia.org/wiki/Blogs

Cool. So, one is making comments about something or describing something. Now what the heck am I going to comment about???

If you are a Realtor, you could comment about a neighborhood or a particular development that you like in your fair city.

If you are a Dentist you could comment on the latest techniques or procedures coming in your field. You might also explain a technique or procedure and why it is so vital for good oral hygiene.

If you are a Loan Officer you might want to talk about rates or the different programs that are available.

The key is to figure out what your clients, not you, would be interested in learning about.

There are many tools to help you figure this out on the web but perhaps the easiest thing to do is survey your clients every day and find out what they are interested in. Once you have established a top 5 you are in business and can start doing posts regularly.

Next time I’ll talk about video blogging!

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I recently saw an article on the National Association of Realtors website saying that very little if any actual real estate business or lead generation, for that matter is done on the web.

Ultimately, the business of buying and selling comes down to who do you know, who do you trust?

This is not to say that you can not start to establish relationships through these many social media sites. Not that long ago I met a new person via a friend. He recommended that I check out this gentleman’s Blog.

I did so and it turns out that he knows two really good friends. I suggested that we go out for coffee. We did so and had a wonderful time. He is not a candidate for my services but a great person to know and who knows, I might get a referral as a result, down the road.

That is social marketing, at it’s best. Please note, I was willing to ask for an appointment. If you don’t do that, what’s the point??? All to often, I will run into clients who are afraid to ask for the appointment for fear of rejection.

So, the person says, ‘No!’ Next!

Ask for the appointment and start building you pipeline.

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You ask, Why???

Simple, if you want to grow you business you HAVE to be willing to tell others about yourself and your service or they will never know what they are missing!

So, what the heck is marketing? Let’s define it, from the Oxford American Dictionary: Marketing is the ‘action or business of promoting and selling products or services, including market research and advertising.’

Selling is an integral part of marketing. It is not a separate subject that has nothing to do with marketing Selling is part of the marketing process.

The biggest problem that I run into with clients is that they do not have a marketing budget and even if they make money, almost by accident, they do not set aside money to further market themselves so they have more opportunities so they stay small and are reactive rather then proactive, about their business.

Next time I’ll explain a little more about how to be pro-active without spending an arm and a leg!

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For mailings, I suggest that you send one piece per month. I have my clients alternate with a postcard, then a newsletter. The postcards are seasonal, meaning… Happy Easter, Happy 4th of July, etc.

The newsletter is a little more tricky. The main thing you want to provide them with is something of value. I pay attention to articles which come out in Sunset or AAA magazines which I feel would be of interest and then I do a little research on the internet to support what they have said and then flesh out a nice article.

Provide you clients with tips on how to make their life better or helpful lists for spring/fall home maintenance.

What would you like to know? More than likely, your clients would like to know this too.

If doing this is too much for you and you don’t have an assistant that you could delegate this to, I recommend that you use a service. These are provided by some very reputable companies so as Vista Prints, Quantum Mail and Impact Marketing, to name a few.

Next time we will talk about the various social marketing sites out there.

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If you really take a hard look at the above list, you will note that all of these things are an Inflow, they will somehow benefit you. One of the things I ask my clients to do when I cover this specific topic in my seminars is the write the word, ‘Desire’ in parentheses above the word, ‘Inflow’ in the above equation and the word, ‘Interest’ above ‘Outflow.’

In case you didn’t know it, genuine interest in your client or prospect is the cheapest form of outflow you can make.

What is wild about this is that if you are dealing with a client and all you are thinking about is the commission you will earn when you close the deal, no matter what you say, the client will instinctively know that all you really care about is that darn commission and they will fight you every step of the way.

However, if you really care about the client, and do NOT look at them as a big dollar sign, they will feel this and be much more willing to work with you to overcome any objections they may have.

The next time you meet with a client, be very certain that you like them and can be interested in helping them achieve their goals. Be willing to walk away if this is not possible.

You will both be happy that you did!

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So, let’s say you do not have millions of dollars to invest in your marketing. How can you have a BIG impact with a SMALL budget?

I’d like to take an excerpt from one of my favorite books, “The MILLIONAIRE Real Estate Agent,” by Gary Keller with the help of Dave Jenks and Jay Papasan.

This is from the Chapter, “Earn a Million – Stage 2,” specifically the section titled, “Playing the Numbers Game.”

He says, “Interestingly, many agents are seduced by the search for the perfect marketing image and invest large amounts of time and money in this pursuit.” He later goes on to state, “Our experience working with top agets has taught us that even as important as your look and message are, there is a much stronger correlation between sales leads generated and the consistency and frequency of your message than between sales and the creativity of the message. No matter how you slice it, lead generation will almost always come down to a game of numbers.”

As a coach I have observed this so many times that it is a ‘no-brainer’ for me. I just push my clients to get out a higher volume of information, whether it is more calls, more doors knocked, more open houses participated in or a mailing going out every month.

And now, with the proliferation of internet marketing opportunities available, it is incumbent upon all of us to get up to speed if we want to capitalize on this emerging market place.

I encourage you to come up with a plan, keep it simple and stick with it.

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