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Monthly Archives: February 2011
I read something interesting in a Harvard Business Review article written by Edward Bursk: “The act of buying gives the normal person a sense of pleasure. There is a certain feeling of power in being able to acquire things, entirely apart from any anticipation of enjoying the products or services bought. Buying flatters the ego. Certainly vanity is involved particularly when a person thinks he is buying wisely and shrewdly.” These findings are similarly supported in such books as Buy-ology by Martin Lindstrom and Why We Buy by Paco Underhill. There is something pleasing and gratifying in making a purchase, and the more significant the purchase the greater the potential for joy. What is most intriguing to me is where the article goes next: Most sales professionals do not appreciate the strength of this primary desire to buy. They are … Read More…
When you are talking about the construction of your homes, there is a word that customers really enjoy hearing: Over-engineered. You can often use this term to describe aspects of your home that are above and beyond what is required by code. Talk to your superintendent and see if you can’t identify a few things that are “over-engineered”, things above required code as an example of building a better quality home.
Whenever we feel like we are running short on solidly funny, real estate related humor, we can always count on getting great stuff at lovilylisting.com. This blog posts real photos from actual listings. So someone realtor must have seen this in one of their homes and thought it was a great selling point. Who isn’t looking to take shave a little time off of their morning routine? Although, if you really are that pressed for time in the morning, may we suggest:
Mark Twain once said, “Those who do not read are no better off than those who cannot read.” That’s powerful (and convicting). Reading is one of the most profound mind-expanding activities I can think of. Yet so few people do it – it seems to be a dying art. Ask the most successful people out there and they will tell you that the drive for new ideas is worth every second they invest in reading. I tend to juggle several books (in different genres) at the same time. Here’s what I’m reading right now. Influencer (co-authored by several people). This is a re-read for me, and a must for any manager. Talk about affecting change in the people around you – this book is THE authoritative work on the subject.
Too often the sales conversation ends with, “Thanks for coming by – make sure you call me if you have any questions.” What a mistake. Not only does it put the burden of follow-up on the customer, but it wastes a perfect opportunity to set up the follow-up call. May I suggest that your conversation ends this way instead: “Great spending some time with you. I know you have some things to work through, so I’ll call you tomorrow afternoon to check up and see what questions you might have. In the mean time, I’ll do some further research on the youth soccer programs for your kids. Sound good?” Let them know before they leave that you will call them at a specific time, and ask if that’s okay? The chances of having a meaningful follow-up call will increase dramatically.
This week’s winner: You do really have to be sure that nail gun is only set to stun and not black hole. Rookie mistake. ~ Ryan The Story: Artists Dan Havel and Dean Ruck saw an opportunity when they learned that this house was going to be demolished in a few months time. I guess creativity really kicks in when time is running out. Here are some more pictures of the house, the artists, and where the tunnel leads. If you guessed and/or hoped Narnia, you’re wrong. Sorry.
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