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.        

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.        

Why Did I Start this Blog

Welcome to One More Sale.  A resource for everything new home sales related.   After having spent years in sales and sales management I decided to share my experiences and knowledge that I have gained training many successful sales teams with anyone that would be interested.  I decided to publish my knowledge in an easy to read format from which everyone can learn.  If you find this information of value, use and please let me know what you think.  Even if you disagree, let me know, I always like a good discussion. 

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.