Have you been wondering how to change the automated emails that are sent to your leads, from your StreetText account? If so, this is the article for you!
Below, we’ll walk you through how to access the email section in your account, and discuss how you can alter these to best fit your lead and your personality.
After logging into your StreetText account, you’ll see all of these available links on the left-hand side of the screen.
To access your emails, click on the lightbulb icon on the far left side of that screen.
From here, you’ll be able to see an email tab.
Click on this drop down.
After clicking on the email tab, a drop down will appear with an ‘Email’ tab and an additional ‘New Email’ button.
To edit automations, click on the ‘Emails’ tab located in the highlighted image.
Once you click on that tab, you’ll be brought to this screen. Here, you can choose which emails you decide to edit. We always recommend editing the emails going to leads, as these are the ones you can personalize. To edit this, hover over the link and click on the edit button once it appears.
Sometimes the best sales are ones that occurred organically, and referrals are just that. A conversation from one person to another about how great you are, how quickly you close deals, or how you go above and beyond for your clients. It’s one client telling their friends and family about your brand.
Word of mouth is a powerful way to build your brand, but can occasionally be difficult to break into. It’s virtually free marketing – which is why its so important to break into. Gaining clients organically saves you time, money, and also let you know you’re doing well enough to be talked about within your community.
With all of that in mind, let’s talk about some tactics towards building your brand by word of mouth.
People refer who they trust
It might be a cliche statement, but trust me when I say it’s all about trust. People want this tip to come from a reputable source – someone they can count on. Whether this is the opinion of a social figure they find trustworthy, or a friend or family member.
More and more, people are trusting different sources for word of mouth referrals. This can be anything from customer reviews, testimonials or even news publications. Think of the last time you scrolled through Instagram and noticed your favourite blogger posting a picture with a new brand of workout gear they’re trying.
Instagram is one of the top places where people can advertise a brand, and followers migrate to whatever their favourite socialite is showing off.
I’m not telling you to build an Instagram account and start advertising left and right (you totally can…), but I am telling you how important word of mouth is in today’s world from a social aspect.
The same goes for podcasts and purchasing something based on the podcasts sponsors. Trust me, I’ve done it! I’ve purchased several things based on items my favourite podcasters are selling because I trust their referral and opinions of the product.
I know exactly what your next question will be….”So how does this apply to me, Elysse?” Well, I’m glad you asked!
This is an important mindset to keep when searching for leads. If your leads trust you and your brand, they’ll more than likely turn into a client and even a sale. Building trust with the families and people in your community will go a long way when increasing your word of mouth referral.
Network, follow up, and start meaningful conversations.
Engagement will naturally build trust in your brand. The more people see and hear things about your brand, the more comfortable they’ll be when reaching out to sell their home.
Forbes magazine writes that “you should give them a reason to talk! Talk about amazing products, great service, insider knowledge, social elevation, incredible stories, unbelievable facts or even funny disclosures.”
Give it a try – what do you have to lose?
Consider your wow factor
Another key component is that everyone needs a wow factor. How do people remember you? What are you doing to stand out? Often times, people brush off the importance of providing leads with a little coffee card, or holiday treat. Do you want to be remembered for your service right? Well, this is the first step.
Dazzle leads right from the starting gate with a small token of your appreciation for reaching out. A great example of a company that does this is Starbucks.
Typically, if you go through Starbucks drive through with a dog as your co-pilot, they’ll provide you with a dog-friendly treat for your furry friend. This truly keeps me coming back, because they provide me with something nice for the dog standing awkwardly in my centre car console while I reach for my iced coffee.
Small actions like this will make you stand out, make people talk about the cool things you’re doing, and get people to keep coming back for your services. Stand out over the additional agents in your area competing for the same lead.
If someone puts a little care into who I am as an individual, I’ll trust their motivations are genuine and feel more inclined to follow up in the future, and talk to their friends about you.
We also recommend considering local shops before popular places. People will find value in how you know the community and the places people enjoy to go.
Does your lead have small children? If so, send them an ice cream voucher! Do they have a dog or a cat? Send them something for their pet! Trust me, these small actions go a long way.
How does this apply to Real Estate?
Be social, be active, be noticed. We’re in the age of social media, where everything is accessible, and everyone is at our fingertips. If people can get to know you vis social media and have an idea of who you are, they’ll be more comfortable approaching you.
Post about your clients, families you’ve worked with and your connection to your community. Someone who is active and known is much more approachable than someone who is a bit of a mystery.
People want to know they’re interacting with a real person. Someone with a personality and isn’t just there to make the sale. I want to know just as much about my agent, as I’m sure the agent wants to know about me.
Creating a business page Facebook account will give your leads the chance to get to know you before they contact you. Get a nice recognizable picture, client testimonials, and a personal bio. These will allow for a little bit of transparency in your life and business.
Consider the power of giving your clients different ways to talk and share their stories with you. Let your clients know you value them and look at them beyond being a sale. Give them reasons to naturally rave about your services.
At the end of the day, a sure fire way to build word of mouth referrals is to just ask. If you have a great working relationship with your clients, ask them if they know of anyone else selling, or even buying in the near future.
There’s no harm in asking for it – if you don’t ask, you’ll never know!
StreetText gives you the opportunity to make the first connection and start that conversation through Facebook Marketing. What are you going to do to keep that conversation going? How are you going to grow your word of mouth referrals?
For more information, click below to book a demo, and to see how StreetText can help you start conversations.
Do you ever feel like you want to do it all, and get it all done your way? Do you truck through your workload with purpose and drive, but occasionally feel bogged down my the amount you have to do, or how you organize your workflow and leads? Do you ever wish you had an assistant to help you through your day to day?
If so, and if you’re the type of person to do it all yourself, then this article is for you. Some people function well without assistants, but at times we understand if it gets to be too much and you become overloaded. To make sure you’re keeping up to speed without an assistant, take a look at these 5 tricks to keeping your life organized and on track so you close as many deals as possible!
Stay cool, calm and collected
Understanding what you can do, and what you’re able to achieve is the first step to getting it all done. After you get each lead through StreetText, don’t panic! Chances are you’ll have a lot coming at you at once, so making sure you stay cool, calm and collected is important before tackling everything in front of you. Start thinking about how to organize your workflow or the areas you know you need better organization. What is stressing you out the most? Start a checklist or a sprint board and focus the task that takes priority. Take things on one at a time, and as organized as possible. Take a few deep breaths and even meditate to refocus your mind.
The honest answer to this is not many people use pen and paper anymore. Smartphones have taken over as our primary source of note taking, so start using it to your benefit. Every time I have an important task, grocery list item, or even action item I’ve given myself from a meeting, I’ll text it to myself so I get the notification at a later time. This way, I’m notified of the note and can move the task to a more organized location later. You can even download a different note taking app to see which method works best for your lifestyle. This will range from formal notepad apps to an easy ‘post-it note’ notification. Try a few different things out and see what works best for your lifestyle.
Put things where they belong
Having a home office is great because everything is accessible and always at your fingertips…but clutter can sometimes take over and start to disorganize your day-to-day. It’s important to make sure this space is clear of clutter, and that your virtual space is organized too. Organize your leads any way you prefer, but make sure its a system that works for you. Colour code them, write them out on a whiteboard and erase them when they’ve been contacted. Yes. This takes time and work, but leads need nurturing too. They don’t list without a little bit of work. Click here for some tips and tricks to make your home office that much more organized.
Understand what your priorities are
It’s important to understand what you need to do, when you need to do it. Often times, people pile tasks on their plate. This is great, because it gives you a lot to do, but it’s important to know what tasks need to get done because they are vital tasks, and what can be put on the back burner. Not to say that some of your tasks aren’t important, but some things can wait. It’s understanding what tasks you NEED to be done to keep the ball rolling smoothly. Imagine you’re holding a bunch of different boxes, some big and some small. In order to hold them all, and not drop anything you may need to put some of those smaller boxes down in order to properly deal with the larger ones you’re holding. You can easily move those smaller ones later.
Sometimes its easy to take home with you, but it’s important to remember that leaving work at work, and home at home will keep you properly balanced. It’s important to stay driven and focused on your business objectives, however, you do need time to recharge to make sure you’re staying focused and successful. Take time with your family, friends or even co-workers. Recharge, and focus on having a healthy mind so you return to work ready to go.
StreetText is here to help you start those conversations. Book a demo with us today for more tips, tricks, and how to generate seller leads on Facebook.
Following a desire to go her own way, and pave her own path, Donna Swanzy is quickly becoming one of the fastest growing Real Estate agents in her area.
This hasn’t come from decades of time in the industry or trial and error, rather a mixture of hard work and natural instinct.
After being in the education system for 22 years, Donna wanted to venture into something different and decided on Real Estate. Clearly a very appropriate fit. She made the transition, obtained her license in 4 weeks, and the rest is history. Donna thrives on the ability to work as hard as she wants, and calls the shots, which she’s been doing extremely well for her first year of being in the business. For now, Donna loves the ability to have her hands in everything and do it all herself, which means she’s working without an assistant.
Donna has been with StreetText since October of 2016, and with three areas targeted, and a focus on the sweet spots in her location, Donna is churning out leads.
StreetText provides Donna with all of her Facebook ad(s), and lead capture so she’s able to reach as many people in her community as possible. She mentioned that with the amount of leads she gets, sometimes she wishes she had an assistant but loves being able to do the work herself.
During our 25min phone call, I had the chance to see first hand how incredibly well spoken and personable she is, so reaching out without an assistant makes total sense.
Donna closed 13 deals in March, 6 of which were leads through StreetText. With the average home cost being 200,000, Donna was able to make a 3% commission off each.
Additionally, since the beginning of May, Donna has generated 71 leads through StreetText alone, which means that because of the ads StreetTexts creates for her, she has plenty to keep her busy.
She’ll get the occasional hand for mail-outs, however, her day-to-day mainly consists of herself, her own personal drive for success, and help from StreetText.
Donna uses StreetText to gain leads through Facebook advertisement and gave me some insight on her process during our conversation.
“I always immediately send out an email with the home evaluation,” Donna says, after capturing a lead through StreetText.
She also mentioned that right after she sends the first email, she’ll follow up her contact with a BombBomb video, so the lead has a chance to see her on video, and get to know Donna through a lens (click here to take a look at her video). Donna feels as though it’s always great to make things “a little more personable.” It gives her a chance to introduce herself, and network with her lead to build a relationship. Donna said that a key part of her strategy includes sending her lead a handwritten letter, that includes 5 reasons to sell, and reasons not to wait (take a look at a letter example below). This adds value to her brand since people don’t always want to sell right away. She also includes a sentence at the end of the letter saying “If you need anything, or have any questions I’m always here to help” which leaves the door open for future communication.
Donna puts herself in a good position with her leads, after her initial contact. She provides them with all the information they need as well as a personable aspect of herself so she feels more approachable and like a clear leader.
When asked what her favourite things about StreetText were, Donna told me how much she enjoys building connections with leads.
StreetText gives her a connection to her leads, and allows her to understand who wants to sell soon, and who might just be curious about their home evaluation. Either way, it’s starting the conversation.
Donna stressed the importance of making a connection with a lead, and how StreetText helps her create those through Facebook advertising.
She handles everything with a personal instinct that radiates professionalism in her field. She challenges herself on a daily basis and makes herself as personable and approachable as possible. Even when we spoke about handling objections, Donna spoke about realistic and rational steps to making that interaction something positive. She communicates her purpose and handles negative comments with ease and grace.
StreetText begins the conversation, allowing agents to comfortably reach out to leads to start building their story. Donna is a perfect example of one of our agents who loves continuing the story from where StreetText leaves off.
For any more questions, book a demo with our conversion specialists today!
Does the thought of door knocking make you incredibly uncomfortable? So uncomfortable, that not even picturing your audience in their underwear would help? Let’s be honest, when would that really help anyone?
If you fall into this category, don’t fret…we’ve all been there. Public speaking and door knocking can be hard, but I assure you there are tricks you can use to make it better…tricks that don’t include picturing people in their underwear.
In this post, we’ll chat about some key things to remember when trying to enhance your public speaking and door knocking skills.
1. You aren’t forever cursed with bad public speaking skills
Remember that Public Speaking is something you can get better at. Just because right off the bat you aren’t the Sydney Crosby of public speaking, doesn’t mean it’s something you can’t obtain over time. These are skills that you can enhance, much like riding a bike or getting better at cooking. Take small steps toward your goal. Start with small presentations in front of your friends and family, or play a game of charades to get better at being put on the spot. Put the time and effort into making yourself a better speaker, and it’ll come with plenty of practice.
2. Don’t focus on yourself, focus on what you have to say
When you approach a leads door with a message, speech, or presentation focus on what you’re trying to communicate. Focus less on your appearance and demeanour. You might take yourself far too seriously, and to be honest, you aren’t that important. People are listening to what you have to say, and don’t care about your appearance, or if you stumble on a word or two. Before getting to the door, have a clear idea of the message, or questions you’re there to ask. Make sure you know what you’re talking about and be prepared. Thibaut Meurisse explains that “you’re simply a vehicle for your message. The vehicle isn’t important, the message is.” Make sure the message is clear, and you’ll stand in front of that door with confidence.
3. Learn how to be comfortable with silence
Why does silence get such a bad rep? There are days where I look for moments of silence just to have a few moments to myself. It’s important to remember that when you’re speaking to someone, silence doesn’t need to immediately insinuate negativity or awkwardness. People often say what they need to say so quickly due to a fear of silence. In doing so, often times the message can be lost, or not hold as much weight as you expected. To avoid this, learn how to accept silence, and not give it such a bad reputation. Own what you’re saying, and command the conversation. Being okay with silence will make you look far more confident in your speaking abilities.
4. Make sure you research
Look, I’ve been through years of education and realize that procrastination exists…but when it comes to your career, and making sure you’re building your brand in the best way possible…do your research. Make sure you show up to any conversation having some idea of what you’re going to say and who you’re going to say it to. Know your lead, do some research on who they are as an individual, and ask them engaging and appropriate questions. If you show up at someone’s door without a clue to why you’re there, chances are that door will close quickly on your face. Be knowledgeable and approach the conversations with insight in your message. Once you have that, people will listen to what you have to say.
I went from being a shy, nervous red-headed girl in elementary school – to commanding presentations in front of CEO’s and VP’s as an adult…(couldn’t quite shake the red hair). It took practice, and PLENTY of time to get this down pat. I can’t even begin to tell you how many times I got up in front of a group of people and crumbled under the pressure. My voice would shake, hands would tremble, and I would forget everything I had to say. This happened once, twice, a little less the third time, and hardly at all come the fourth time. I knew I hated being in front of people and having the spotlight on me, but I also knew I was getting a little better each time. Knock on a few doors and know it’ll be scary at first. But also know that after the first few…it’ll get easier. Take the time to make these interactions something you excel at because it’s important in your industry and for your leads.
StreetText is all about initiating the conversation. Use these tricks to enhance your communication skills, and start seeing a stronger public speaker and door knocker in yourself. We’re passionate about conversations, but even more passionate about your story and success.
Working in Real Estate requires you to be good with people, and to be a good communicator. But have you ever considered the importance of being a strong leader, and how it may help your brand?
Leadership no longer just pertains to CEO’s and top management and should be something you consider implementing in your day to day for a variety of different reasons. Simon Sinek says in a popular TED talk that “A good leader should make you feel safe.” As humans, we have an instinctual need to feel safe in our surroundings. Whether this is in our home life or work, we’ll always make choices that allude safety.
So with this in mind, and when considering your leads, why would you want them to feel anything other than safe when they connect with you? This is where leadership comes into play. There are some key things to remember when being a good trustworthy leader. Let’s see how many you have.
The First: Being able to communicate
Being a good communicator is huge when it comes to making connections and building a strong foundation to being a good leader. The more clear, and present you are when communicating, the more people will trust what you’re saying and trust you have good intentions. It’s also important to provide people with eye contact while listening. Eye contact is one of the first steps to gaining trust and projects confidence. Looking someone in the eye instead of a shifty unstable glance will establish a stable foundation, one that forms confidence and trust.
The Second: Be true to your word
If I tell you I’m going to provide you with something and back out at the last minute, will your trust in me be tainted? Being authentic with your word, and following through is important when becoming a strong leader. Your leads are reaching out because they need someone to guide them through one of the biggest steps in their lives. To keep building that trust and safety, it’s important for you to be transparent and real with what you’re communicating to leads. Don’t overpromise anything and keep a close track of the information you’re providing your leads.
The Third: Be authentic and confident
Find your voice and be authentic to who you are as a person. People will be more willing to interact and connect with someone who’s authentic and real, rather than someone who builds connections off of a fake persona. This will be based on your morals, values, beliefs and the traits that make you authentically who you are. Your leads will trust you more if they understand who you are, and what you stand for as an individual.
The Fourth: Being positive
It sounds simple I know, but positivity goes a long way when building trust and exuding leadership. When all seems lost, and things are looking rough, having a positive direction and outlook will make your leads feel comforted, and cared for. People often lose positive outlooks on a situation, but taking the time to point out the silver linings in a scenario will make them feel more comfortable. Lastly, be encouraging. Offer someone advice, guidance, or even feedback on a situation. This will help build a strong trusting relationship.
The Fifth: Be funny!
Humor is comforting. Break the ice, tell a joke, or tell your leads a funny story. Making connections with humor makes people so much more approachable and neutral. People can often be so professional that they become hard to connect with, so finding a balance between professionalism and humor is a very valuable trait to share with your leads. You don’t by any means have to be on call 24/7, but make yourself someone people can rely on for a contact. When you make yourself more open and available for contacts, you’re making your leads feel of value, and that they’re the most important person at that time. Making yourself available is the best way to build loyalty with your leads.
It’s important to provide your leads with everything they need while they’re looking at listing their home. Often times, they don’t have a lot of insight on the market or industry, so it’s up to you to lead them through this process. These traits not only enhance your leadership skills, they motivate, create insightful moments for the people around you, and guide your team and community towards success. Consider adopting some of these traits, or even enhancing some to make sure you’re the best leader you can be. We have here at StreetText, which means now it’s up to you to continue leading the way.
Our team is expanding, and we want to say hello! Here is a little insight into who we are at StreetText, and why we love what we do. We’re a growing team, devoted to starting meaningful conversations, and embracing our inner superheroes!
Jonathan Whiting – Co-Founder
Alter ego: Superman
Jonathan is the co-founder of StreetText, and began growing the company with his brother Stephen and friend Art Bosma in 2009. From launch, things have been exciting and consistently building. Jonathan and Stephen had a big vision to create a cross-channel tool that introduced users to their potential customer first. In 2013, StreetText first started creating automated posts to Facebook. The growth continued when StreetText enabled users to post to YouTube, Twitter, LinkedIn, and Kijiji. From those, Facebook showed the most promise.
Fast forward 6 months and StreetText was experimenting with boosted posts to Facebook. We tried different content types with little luck at first, until things clicked – Our first Facebook Ad client started seeing a huge response to his posts. It wasn’t long before StreetText had clients signing up from across Canada, and then the US the following year. Facebook was proving to be a much better opportunity than all previous channels combined. Soon StreetText’s Facebook lead capture product (Lead Magnet) overtook their other offerings. The decision was easy – Lead Magnet became StreetText’s sole focus.
On a more personal note
Jonathan and Stephen are both South African-born Canadians. Jonathan Inherited an interest in computing and electrical tinkery at an early age from his father, who is a believer in win-win economics. This interest eventually directed him towards web development. Jonathan also loves anything with a bit of adventure, and won’t hesitate when it comes to traveling, skiing, and cycling.
Stephen Whiting – Co-Founder
Alter ego: Ironman
Stephen is the co-founder of StreetText, and began growing the company with his brother Jonathan and Art Bosma in 2009. Stephen has a wealth of knowledge from his Real Estate background, which allowed him to have incredible insight on what agents need to succeed. During this time, he further realized that agents have to wear many hats to succeed in the Real Estate world. What seemed clear to Stephen was that agents got into the business because they loved connecting with people, and helping others through some of the biggest decisions of their lives. What he noticed they didn’t love was spending time trying to figure out how to get in front of the great people in their community. This realization then became the beginnings of StreetText, as a way to helping great agents find and start the conversation with new leads.
Stephen’s position gives him an opportunity to meet regularly with StreetText’s great clients, and to work closely with our growing team. He spends his time enhancing the product and experience for our clients and the leads they generate through StreetText.
On a more personal note
When Stephen is not in the office, he loves listening to audiobooks and doing anything outdoors with his family, especially if it includes a view.
Jordan Scheer – Client Account & Facebook Ad Wizard
Alter ego: Catwoman
Jordan has been a part of the StreetText team for 3 years. Jordan initially started as the CHRP girl and would spend most of her days setting up listings for the “Canadian Home Renovation Program” for our Mortgage Broker and Realtor clients. After a few months, she slowly transitioned into a support role when our client database continued to grow. In 2015, StreetText introduced a new tool for our clients and Jordan became eager to learn more about Facebook advertising. Now, she spends her days setting up Facebook advertisements, making sure client accounts are ready to rock post sign up, and answers all calls through the StreetText support line.
Jordan graduated high school at 16 in Manchester U.K. and was on her way to becoming an accountant when she decided to move to Canada. Shortly after high school, she was approached by a sales representative for a new condo development company in Kelowna. This is where her love for Real Estate began.
On a more personal note
Jordan has a phobia of frogs, she doesn’t drink coffee or tea, she loves photography, and likes going to the gym…(sometimes).
Markus Willard – Lead Specialist & Facebook lead Generation
Alter ego: Captain America
Markus has been with StreetText for just over two years and is a very familiar voice to most of you. Markus knows 2 things very well: Facebook Lead Generation and Facebook Lead Conversion. If you’re looking for an abundant supply of listing and buyer leads and someone who can get you results in less than 7 days you’re talking to the right person. Let’s start a conversation. He’ll show you in 5 minutes how you can add a dozen more transactions in the next 12 months!
On a more personal note
Markus has two little boys at home, adventurous and outgoing, much like him and his wife. He is originally from California, which means he has settled in nicely in the “California” of Canada, Kelowna. In his spare time, Markus loves CrossFit training, keeping active and focusing on nutrition. Markus has also been on the Price is Right, as well as the Jeff Probst Show, which makes him quite the Celebrity figure.
Angela Miller-Kolp – Office Administrator
Alter ego: Wonder woman
Angela has been working with StreetText since 2011, which makes her one of the team veterans! Angela does a number of things with StreetText, but you might know her best from hearing her lovely voice on administrative calls, as well as occasionally on our support line.
On a more personal note
Angela was born and raised in Northern British Columbia and moved to Jasper where she met and married her Husband. She has been residing in Kelowna for the last 18 years. Angela has a son who is soon to be graduating High School and belongs to the Kelowna Pipe Band Society where she Highland Dances.
Logan Prest – Inside Sales
Alter ego: Hulk
Logan is a former realtor and brings years of first-hand industry knowledge and experience to the team. Active in the community, Logan volunteers his time coaching his son’s local baseball team and organizing fundraising events. Logan loves being active and participating in any sporting event. Logan even dedicates every evening of his week to playing a different sport in local leagues!
On a more personal note:
In his spare time, Logan enjoys hiking, camping, playing baseball and hockey, which means Kelowna has everything he needs to stay fit and entertained! Logan has an 8-year-old son, who is following his dad’s love for sports. Logan keeps it Canadian with his favourite teams, which include the Toronto Blue Jays, and the Vancouver Canucks. Logan also has a fear of snakes, which is a downfall in Kelowna’s desert climate.
Nick Prouten – Inside Sales
Alter ego: Batman
Known for being a globetrotting salesman for the forces of good, Nick began his career orchestrating deals with some of Silicon Valley’s biggest tech companies and is excited to bring his diverse background of experience to the StreetText Team. Nick worked as a Real Estate assistant, and in recent years began his venture towards obtaining his Real Estate license.
On a more personal note
Nick lives on a hobby farm with bees, loves going to the gym, and initially moved to Kelowna from Vancouver, BC. Nick has done a healthy amount of traveling, spending time in San Francisco, as well as other parts of the world. Nick has also spent time studying fine arts, specializing in painting and creative development. When not binge watching Netflix, Nick can be found painting or enjoying Kelowna’s active lifestyle in just about any season.
Elysse Bujold – Marketing
Alter ego: Scarlet-Witch
Elysse has been living in British Columbia for the last 10 years and plans on sticking around for a while. After finishing her degree from the University of British Columbia, she began her career working in online and mobile gaming and fell in love with the world of tech. Elysse is excited about being with StreetText, diving into writing and letting everyone know about our mission and our desire to start meaningful conversations.
On a more personal note
Elysse is very active at the gym, hikes most weekends, and loves spending time with her friends or hunting for new vinyl for her collection. She loves adventuring and touring around to new destinations in British Columbia. She has a degree in photography, loves cinema, and theatre. Elysse hates spiders and prides herself on knowing all the words to Don McLean’s American Pie.
We’re a team passionate about starting meaningful conversations. We are focused on sharing our knowledge, educating, and bringing you exactly what you need to meet prospective clients. StreetText is where the conversation and connecting starts, so let’s start chatting. Leave a comment and say hello! We’ve told you a bit about ourselves…now it’s your turn.
How well do you sell? How do you interact with your leads?
The Challenger Sale is a book written by Matt Dixon and Brent Adamson that asks the reader “what drives the most successful sale?” Not only does this book question the reader’s understanding of their sales methods, it sheds light on some of the most effective methods.
So, what strategies drive the most successful sale teams and individuals? What are some of the most effective methods?
Matt Dixon and Brent Adamson explain that there is a variety of different seller profiles that contain different skill sets, and qualities. Each of these different profiles will yield different interactions and transactions. These range from the Relationship Builder, all the way to the Lone Wolf. Here are some of the qualities and profiles.
1. The Relationship Builder:
Has a strong focus on professional and personal relationships with their leads
Reaches out to prospective leads early
Does everything to meet their leads needs
2. The Reactive Problem Solver:
Works to make sure leads won’t run into any problems
Highly reliable and detail oriented
Work to make sure any issues their lead may encounter are fixed as quickly as possible
3. The Hard Worker:
Does not give up easily
Someone who shows up early, and leaves late
Always interested in personal development and being the best they can be
4. The Lone Wolf:
Very instinctual and confident
Might be a rule breaker, but it typically yields results
They are the least common profile among salespeople
5. The Challenger:
Loves to debate and really understands the business
May challenge your thinking
Assertive and great at communicating with leads
What sales profile do you identify with? Do you alter your sales profile based on your lead and their personality? Do you carry aspects of each profile? Let us know in the comments below. We would love to hear about your profile characteristics.
The StreetText team had the pleasure of attending a seminar yesterday on Ryan Walter who played 16 seasons with the NHL and won the Stanley Cup in 1986. He is also an author and speaker.
I want to share with you today one of Ryan’s principles that had a great impact on me.
The Power of Your Mind:
You have undoubtedly heard much on the subject over your life and career, but perhaps this will be a fresh approach.
In my previous life I had a successful Real Estate business and know the industry well, since then, we have created a number of Saas (Software as a service) solutions for Realtors.
I actually started my Real Estate career reluctantly. I remember walking around the RLP office with no plan. Everybody seemed busy, too busy to teach me, and most certainly too competitive to teach me. So I walked over to Chapters and picked up the first book I found on Real Estate and opened it up – the first line in the book said something like this…
“If you are at all embarrassed to be a Realtor or do not plan on taking this seriously, do not bother continuing to read. In fact, put the book down and go find another career.”
Wow, that stung! Especially since I actually did not have clear intentions for the business and saw it more of a stepping stone to some other career.
However, challenging the status-quo by nature, I quickly skipped past this statement, trying to put the words behind me as if they would somehow not apply to me.
Why am I telling you this? Because the mindset you have determines your Reality. That’s what Montreal Canadiens team captain Ryan Walters figured out. And it’s what I learned in Real Estate. I lasted in the business 3 years, in fact I was actually quite successful at it, but it didn’t matter. I was already exiting. In fact I was exiting before I even began.
My mindset was to see Real Estate as a stepping stone, so guess what it was. Regardless that I was successful and regardless that I would leave Real Estate only to suffer through some of the most challenging years of my life. When the business I had built in Real Estate would have been a much better long term solution at the time. It didn’t matter, I played to “lose” before I started.
My rebellious nature did not protect me from those wise words. That aside it provided incredible insight into what I do now.
So let me move to the principles:
If you are riding a motorcycle and you come around a corner, to find a deer standing in the middle of the road. If your eyes lock on the deer guess what will happen?
You are guaranteed to hit the deer. You go where your eyes go.
To avoid the deer you must find a way to look past an incredible obstacle, to where you want to be. You have to do the opposite of what your mind wants to do. You need to do the hard part of transforming your thought to focus on what you want the outcome to be.
You will miss the deer.
This of course takes practice. Just as so with the thoughts in your life.
How often do you find yourself dwelling on the past mistakes, and then projecting into the future the worst possible outcomes of what will “probably” happen? (Being realistic)
If you spend time dwelling on the “possible” future negatives. That have not even happened guess what will happen. They will come to pass. And you will most likely be reconditioned to say “See it happened exactly as I thought it would.”
This is true in all aspects of life.
The goal is to stay above the “Line” think of Past Positives (being grateful) and on Future Positives (The future you most desire). And to only go “below the line” to learn from your mistakes but to immediately go back above the line.
If you remain below the line you will find yourself paralyzed in fear, unable to take the next step. Unable to “believe” (See blog on Tyler Perry)
A quick ratio (I will not cover the science in this blog) is 5 to 1. You need to – at minimum – spend 5 times as much thought above the line as below the line. Ryan Walter highlighted teams and businesses that were successful and their ratios of “above the line thinking”. The evidence was remarkable.
Spend time thinking on all the positive in your life, and spend time looking past the “deer” in your path, spend time focused on where you want to go. Focus on this and capture every negative thought and kill it.
Only focus on what is right, what is positive. On where you want to go.
For many of our clients they have a hard time seeing past the “deer” in the business. The deer of course being the work required to set up systems to handle leads and to nurture those leads over the long term. They focus on why “it wont work for them” or it “requires too much time, or it is too hard”.
Our Top Producers look past the deer, they know where they want to go. They know this work is required. Just like any athlete that goes to the gym. They stay above the line.