Archives for 2019

When you are working with a buyer, seller, joint venture partner in real estate in Calgary, or abroad – you need to just get to the point.  But wait! What about building rapport? What about being likable? (insert other fundamentals of sales here) I would agree that all of those things are important…but the most important resource that we have is our TIME.  The best way to serve your market place in real estate or any other sector is to find out WHO your client IS and who they are NOT.

The fundamental rule of sales is that 33% of people will buy from you because they need the service/product that you sell.

33% of people will buy based on WHAT you say.

33% of people won’t buy from you even if your product was FREE – because it just isn’t something they value.  For example – warren buffet will never buy a Ferrari even though he could buy the whole company if he wanted to, he just places no value on a product like that.

If you or your sales team are spending time trying to convert prospects in the 3rd category then your sales process is in deep trouble because you are wasting your time 33% of the time.

Let’s get clear on your ideal clients in 2020 – they make up for 80% of your revenue anyways.

To your success,

Tim Reid

Respect The Hustle

Recently I had a property buyer that was interested in one of the partners that my partner had in his inventory.  Sounds simple right? We had arranged the time with both the team member that was showing the house and the potential buyer. This was however right before I had left town to go visit family in northern Alberta for a few days.

I already know that I am a “terrible secretary” and make this joke often while on the phone.  Recently my partner and I had been dealing with those that generally do not miss meetings without giving lots of advance notice.  This was a lapse in judgment for sure, the morals are the of the story are the following:

1. always give the 2 parties each other’s numbers so they can contact each other in your absence (even if you think that absence is not likely to happen! Poop happens and you may not be available)

2. Always confirm meetings the day before and the day of – again back to poop happens

3. Keep confidentiality intact where needed and do not disclose numbers of those that could take objection to that (when in doubt always ask)

4. There are certain categories of clients that are less likely to show up that others (ask a property manager that does rental showings often) be aware of these and create systems accordingly.

PS: we help those with low down payments the bank said NO to qualify for mortgages – give us a call for more information.

Happy new year to all! The very best for everyone in 2019

Respect The Hustle

Tim Reid