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.       

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.

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.