Lost Our Lease

The other day I was in a shopping center and there was a sign on one of the shops.  It read “Lost Our Lease - Everything 30-80% off.”  What shocked me was that the center had three other spaces the same size with big For Lease signs in the window.  One was a few doors down from the sale.   What landlord would not renew a lease in this case?  It reminded me of the Going Out of Business signs that you see year after year at the same business.  Absolutely No Credibility. 

When you are with your clients you need to make sure that you are not the store with the silly sign.  Don’t be the consultant telling prospective buyers that interest rates are going up now.  One day they might, but there is no reason to believe there will be any significant movement in the near future.  Don’t be the consultant that tells prospects that there is not much left from which to choose, when there are hundreds of vacant sites in the neighborhood.  You get the point.  Make sure that everything you say is credible and honest. 

Deal with your clients fairly and honestly and you will sell more.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.      

Dress Your Office for Success

Would you buy a new car from a dealer if it was dirty with trash in the back seat and cigarette butts in the ashtray?

I am sure when you read that question above you thought – Of course not.  However, every day there are people in our industry who operate under these principles.  We have all met them.  The office is dirty, the models look terrible and then they complain that sales are down.  

Dress your office for success – this is a major one that many people overlook.  If you are reading this at your office, take 2 seconds and look up.  Is your office ready if someone walks in RIGHT NOW? Become the customer, go to the other side of your desk and sit down.  Look around, are you comfortable with what you see?  Here are some of the items from the checklist I use to make sure my office is 100%:

• Does your office have an odor?
• Is the floor clean?
• Is the trash can out of sight and not overflowing?
• How is the lighting?
• Make sure the temp is good for your customer (if you keep it warm because you are always cold – wear a sweater).  The temperature must be comfortable to your customer. 
• Do you have food in your office?  Think about what you eat for odors in the office, just as you would with your breath.
• Do you have papers laying all over your desk – if you went to write a contract would the desk be clear and ready?
• Have you received awards?  If so they should be displayed – it creates credibility.
• If you have referral letters and thank you notes from past customers – put them in a binder and have it out for your customer to review.

These are some of the things I check each day.  There are definitely more that you can add and some that will be specific to your situation.  Take some time and create a checklist for office.  Keep it on your computer, clipboard or someplace where it will be the first thing you see everyday.  Start your day by making sure your office is just as ready for customers as you are.  

It sounds so basic, but sometimes when we get wrapped up in all sorts of new training, we forget the basics.  As you learn more, remember to never forget the basics, it is the building block of everything we do.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.        

Take Time to Understand Your Clients Needs

SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD. 

                                                The 7 Habits of Highly Effective People

Dr Stephen R. Covey

I learned this very early in life while selling IT services.  When you are working with a client, it is key to understand the specific needs before explaining how you can help.  Otherwise, you become just another salesperson talking at the client, instead of with the client.  It was just common sense and why it is called Solution Selling.  This same method of selling can be used in just about anything that is presented. 

As a former sales manager told me “…you have 2 ears and 1 mouth…”  Listen first, and listen actively.  Pay attention.  LISTEN TO UNDERSTAND.  Once you understand why your customer is shopping, then you will be able to propose a solution that addresses their needs and wants vs. telling them everything you have and hoping they find a solution. 

Stay in control and provide a solution, don’t leave it up to chance and hope you make the right presentation, take the time to understand, then to be understood.  You will close more deals and have many more happy clients.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.       

Embrace Change

You have probably heard the saying:  If you do what you have always done, you will get what you have always got.  In the past that was true, but today that quote is no longer valid.  The world is being turned on its head and the new truth is if you do what you have always done, you will get less than what you have always got.  The reason is simple. The Internet is and will continue to change how we do business in the future. 

We can all remember the big thick real estate section where you would look for homes.  Ten years ago no one would have thought that the over 80% of the population would shop online for real estate, but that is the case today.  When was the last time you looked at the listing in the newspaper?   How about job hunting, or travel - the same has happened.

The mere fact that you are online networking and reading this is a testament to the change. In the past seminars, meetings and mailed trade publications dominated knowledge transfer.  While the tradition channels have not gone away, much of it is being replaced with new channels – think online meetings, webinars, intranets, blogs, and ebooks. 

We have Linkedin, Twitter, and Facebook to name a few.  Before you know it there will be something else.  Will it be Instagram, Pinterest, or something else?  Only time will tell.  You cannot rest on what has worked.

You must stay current, read and investigate new sites.  You have the choice, you can stay the course and change only when forced and wonder why you are not having success; or you can be an early adopter and EMBRACE THE CHANGE AND REAP THE REWARDS.

Try something new and enjoy the benefits!!!!

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.

Why is Your Customer There???

Everyday prospects walk through your door and you try to find the right home for them.  After a brief introduction, and maybe a short presentation about you, your company, the community, etc, etc.you probably ask them questions about the home they are seeking.
Those questions probably include:
How big?
How many bedrooms?
Do you want a formal living room?
How man garages
etc, etc......


The problem with this process is that it never gets to the heart of why that person came in to see you in the first place.  If you want to sell more homes, before deciding what to show, you should determine why they are looking.  In reality you can identify your buyers by one of 5 motives.  In their simplest form they are (with an example):

• Pride (I have always rented and want to be a homeowner)
• Profit (It is a great time to buy rental properties)
• Love (My wife wants a new home)
• Need (I was just relocated and need a place to live)
• Fear (The kids cannot play outside in my neighborhood)

No matter what the reason it will fit into on of these 5 categories.  The key is identifying which.  This may mean asking a lot of questions.  If someone tells you they want a bigger home, you need to find out what they mean by bigger and why they need a bigger home.  Did their brother-in-law just buy a bigger home creating envy or did they just have twins and the 2 bedroom condo no longer works.  Each case is different and it will determine not only what you show, but how you show it.  Is it all about the pride that will come from the grandeur of the home or will you need to show how the spaces will be make it more comfortable for a growing family

Slow down, take your time, ask lots of questions and find out WHY THEY ARE THERE.  Then tailor your presentation to show them how your home will improve their life.



Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.

Attitude

Attitude is a choice and it is what makes you successful.  If you had to choose between a person with 10 years of experience and a so-so attitude or a rookie with a positive attitude, you guessed it, the rookie would be the best choice.  Skills can always be taught, but the beliefs and attitude of person are something that are very difficult to change.  I may be able to coach you to act in a more positive manner, but only you can make the choice to have a positive attitude. 


In everything you do be outrageously positive.  Meet every challenge with a positive attitude.  A positive attitude is contagious to everyone around you and will make your job easier.  Whether you are making the sale or handling an issue stay positive and it will make everything easier.  Make your customers happy by always having a positive attitude and you will see more referrals.

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.       

Visualize your Goals

I am sure some of you have noticed at the top of the page is a beach scene and thought, what does that have to do with sales.  The answer for me is EVERYTHING.  It is why I have and continue to work as hard as I do.  I enjoy living by the water and the beautiful Florida weather.  I currently live on a lake in South Florida and spend many days sitting outside by the lake while I work.  I am not in a dingy office somewhere with sterile fluorescent lights.  I get to spend some of my working day in an environment that I like.  

The background on my I Pad is a beautiful custom designed boat that I want to own one day.

I have goals and I make sure that I keep them in front of me so I remember why I do what I do every day.  

You too need to remember why you do what you do.  It is not a just a job or to just pay a bill.  There are things that you want for your family.  It could be as little as vacation or as grand as a vacation home. Take a moment during a break and write down on a sheet of paper why you are there. Whatever it is create a visual for yourself and put it somewhere so you can see it through the day.  
When you have one of those moments that makes you want to quit, look at the image and remember why you are there.  It will make those hard days much easier and give you the motivation to to reach your goals.  

Remember why you are there, and don't lose sight of your goals!!

Howard Vogin has spent his entire life selling.  Starting out selling newspapers in his neighborhood, he has always had sales in blood. Throughout his career he has always focused on sales and marketing. Whether growing retail chains or leading sales teams Howard has always looked for ways to innovate and increase business through the development of his teams.  Now working in Real Estate in South Florida, Howard continues to help others through coaching, consulting and writing.  He is currently working on a new book.  To reach Howard email him at howard@voginteam.com.