Creating Raving Fans!

It's all about great service...

 

On Service: Building a successful business today requires more than just saying that you want a successful business, it requires that we commit to taking care of your clients.  Sounds reasonable, but do we really do that?

Would you agree that the main purpose of a business is to get and keep customers?  So why do we work so hard, invest a lot of time and money to get customers only to leave them for the next deal or for our competitors to scoop up?  This can be costly…correct? 

Technology is a two-edged sword: Today, more than ever before, it is critically important that we build and maintain solid relationships with people and how we do that will be through delivering the highest value, service and professionalism (VSP).  That’s what we expect that when we buy, so why don’t we deliver the same to our customers?  We live in a world where technology will either make you or break you.  Would you agree that most people including yourself are bombarded at the speed of light with messages from all different forms of technology; phones, computers, tablets, and TV?  Now, I don’t want to seem naïve here… you can reach millions of people using technology and I use it to its fullest extent…at least beginning too!  But…

You have to be different: We all want to be noticed…right?  I believe that most people use technology as a crutch to communicate with people versus actually picking up the phone and speaking. So, the question is why? I believe the answer is simple… most folks have gotten so used to technology that they actually forgot “how to” speak to people.   Frankly, we just don’t know how to communicate like we used to in the old days.  The other reason is that technology is non-confrontational…most people just don’t want to ask questions or ask for referrals because they may not like the answers.  There may even be times when we have to confront our clients about how we are servicing them and tell them the truth about what we are doing for them.

I’ll use real estate as a prime example.  I’ve been in this business for over 35 years and if you’re a great agent… you are a listing agent.  Now most agents when they take a listing, don’t like calling their clients to update them on the progress so they would rather send an email or a text to avoid the inevitable.  When in reality…customers may say its ok to email or text them, would rather a voice on the other end of a phone speaking to them.  Even working with buyers… a lot of agents spend enormous amounts of money buying leads and they never, ever call them… they text or email them.  Why on earth would you not call?  Go back to the above… It’s is non-confrontational!  Do you want more money?  Do you want to stand out from the rest?

So, what’s the solution? Pick up the phone! Mmmmm…now that’s different!  Folks, 90% of what we’re worrying about anyway doesn’t ever come to fruition…so don’t overthink it. Next, keep in mind that your competitors who don’t read this message make the decision to never pick up the phone to call people… this gives you a huge advantage. Why?  Because there’s limited competition you have a great opportunity to get business. Think about this… of all the people on your social media platforms how many do you actually call and how many actually call you for business? I would venture to say very few if any!  The last thing I would say is to learn some best practices on communication.  Join www.toasmasters.org, get a book or watch videos…the training skills are there…you just have to buy into this powerful process.  Call me at 800-706-5232 for some additional suggestions.

Today’s action:  Here’s a brand-new technique…never before seen by billions of people…EVER!  Reach out and touch someone!  Now print this out – ready? “Hi, ____ this is ____ how are you?” Other fancy techniques include: “How can I help you with??” (building your business, with your sales, with whatever you do) “Who do you know that needs great service?”  This may look complicated and seems condescending but that’s not my intent here…I just want nothing but the best for you!! Why?  Because you work hard, its a competitive world and deserve it! One final thought is after the great calls you have with people…send them a Thank You Note!  Simple and unbranded.  It works wonders towards filling your bottom line!

Go out today and be of great service to as many people as you can!  Thanks for the time.  Mike

For more details on using “Social Media Process” and the best practices on using “Thank You Note”… send me a quick email or text or wait… better yet… call me and I’ll shoot out more details.  Direct: 800-706-5232

p.s.  2 LAST GREAT CUSTOMER SERVICE IDEAS:  RIGHT NOW… PLEASE PUT YOUR VOICE ON YOUR VOICEMAIL AND ADD A SIGNATURE TO YOUR TEXT AND EMAIL MESSAGES…NOW…NOT LATER!! DO YOU EVER GET A VM WITH NOTHING ON THE OTHER END OR A TEXT AND YOU SAY…”WHO IS THAT?”  DO IT!  THX.

Principles of Greatness – Take Responsibility – Part 1

Know that all of you have greatness within...

I must take responsibility for my actions, my well-being and the attainment of my maximum potential.
 
Focus on what you can change and not on what you can’t. Work on improving yourself instead of focusing on trying to change others. Act on your potential to learn and grow and start sharing your experiences, knowledge, and insights with others. Initiate change; condition your mind to be flexible, and accept responsibility for your actions and behavior.
 
We need to be mindful each day of the fact that we are responsible for our actions. We can choose to reinvent ourselves; true leaders lead themselves first. People look at
your behavior in two ways; you are either an example or you’re a warning. If you want things to change, start now. It doesn’t matter if you don’t have a plan, let alone a perfect plan. What matters is getting to it and executing. Everything else will fall into place.
 
If your community has a problem, schedule a meeting with concerned neighbors. If your workplace has an issue, gather for coffee with like-minded colleagues. If your family has a conflict, open new lines of communication. Your efforts may not lead to a viable plan of action, but you’ll never come close to developing a solution unless you begin.
 
Right now… ask yourself…”What is my intention every day?”

A recent Rave Review

Always talking about me!!!

My name is Chris Gangone and I had the privilege of being coached by Mike Husson for several years.  Mike is a master of everything that goes into being a coach at the highest level possible.  His real estate industry knowledge is second to none when it comes to the market and everything that effects it.  Mike new exactly what to tell me in anything I faced with building my real estate business in the years I worked with him. He is a master of systems and processes and his knowledge of how to run a business is over the top. Most importantly is that Mike is a master of coaching someone to the highest level possible when it comes to mindset and changing behaviors to develop successful habits that lead to a high level of success.

He combines not only the business element of skills and processes but the mental part of the game to stretch you to the highest level possible.  When working with Mike I also could feel that he really cares on a personal level for the people he coaches.  I never felt like I was just a number when working with Mike over the years. He went above and beyond just being a coach by taking an interest in what was happening in my life outside of our business relationship.  I was truly blessed to work with Mike for the years we worked together and can say that I am forever grateful for the time we spent with each other.

Chris Gangone – Keller Williams – 615-243-7931

Careers

Are you looking to help change peoples lives?

Do you want to join team doing amazing world-changing work?

We’re looking for talented superstar salespeople to join the team.

Are you:

Motivated, enthusiastic, decisive, goal driven, a self-starter, coachable?

Do you:

Read books, go to seminars, have a coach or been coached, have high energy, want to make a substantial difference in others while making a substantial income?

Can you:

Sell high ticket services, present and speak to groups, work independently, put in the work necessary to achieve a great outcome?

Then apply now!  The first step is to send us a short video (doesn’t have to be fancy) telling us about yourself and what value you can bring to the table along with a brief resume.  We’ll review it and get back to you.  Make sure to include your contact information.  Send to careers@mikehusson.com… our phone number to call us to let us know you sent the video and resume is 954-210-5565.

We look forward to hearing from you.

Thanks!  Mike

 

 

 

Have a problem? Ask some questions…

Four Magical Words... What do you think?

Take the biggest problem you are dealing with right now, and instead of trying solve it willy-nilly, force it through the question gauntlet below. By asking questions instead being frustrated, questions provide an opportunity to gain clarity and they help to identify solutions and action steps fast.

Remember also that questions will help to keep your emotions between  the lines.

Identifying the problem:
What seems to be the trouble?
How do I feel about _____________?
What concerns me the most about _____________?
What seems to be my main obstacle? ___________
What is holding me back from _________________?

Outcomes:
How do I want ____________ to turn out?
What do I want?
What is my desired outcome?
What benefits would I like to get out of X?
What do I propose?
What is my plan?

Then say the magical four words at least 10 times today:  What do you think?

Make it a great day!  Mike

What’s most important in the selling process?

Prospecting? Closing Skills, or the Presentation?

The all important question from today’s blog title… Think about this and please share your thoughts…  agree or disagree?

In all the audiences where I pose the above question…the answers are mixed.  Some say that if you don’t prospect…there is no one to present to or close.  Others say, the if you prospect and present…the close is most important.  Interestingly enough…very few, if any, will say that presentation is most important.

Here is something to think about…we all agree that you have to prospect to find clients to make a presentation so you can close for a signature. Make sense?  So here’s a couple of questions… what if you set an appointment but your presentation skills are sub par?  Would you really be that motivated to prospect for clients to meet with?  And even if you did go on a presentation with sub par skills … would there be a greater chance that you’d get more objections and have a lower chance of closing the deal?  What do you think?

So, here’s my belief and why… and that is the presentation is most important.   As a well trained presenter, with an organized, professional presentation, delivered to a qualified prospect, do you think that you’d get very few objections?  Would you need a bunch of fancy closing techniques to get the contract signed?  A reality check… your ego will survive and the thought is this… if your presentation skills are sub-par, would you, honestly, be motivated to prospect?  Probably not!  Why?  A lousy presenter will not prospect…because if they can’t make a great presentation or worse yet they fear they will look bad or fail…they say to themselves..”why prospect, I can’t present anyway!”

The bottom line?  Become great at the presentation!  You’ll enjoy prospecting more because you cannot wait to get in front of the next prospect to present to them and when you do get in front of them…the close will be a natural outcome because of the great presentation you did.  Make sense?

So to help you become the best presenter that I know you can be… here some tips that you can start to implement right away that will give you great confidence, reduce your fears and will for sure help you to make more money!

First… Master your presentation for your business.  Second, join www.toastmasters.org  and great group of like-minded folks with the goal of becoming great presenters.  Finally, below I listed 10 Fundamentals of the Great Presenters… and in my next post… I’ll give you … “The 18 Qualities of Great Presenters”…  let me know if you have others ideas as well…

 

10 FUNDAMENTALS OF POWERFUL PERSUASION

1.  BELIEF – Have a strong Inner Game

  • You must believe that what you are offering is important and will have a major impact on people’s lives. (In order to affect others you must first be affected.)
  • Belief Systems that say:  “I am powerful and effective and people enjoy listening to me.” – “I am humorous.” – “I enjoy persuading.”

2.  Physiology – Body language is more powerful than your words

  • Utilize everything you have
  • Own the stage.
  • The more you move the more you impact people.
  • Rules of Physiology
  • Must be resourceful
  • Must be relaxed/enjoyable
  • Must be flexible
  • Must be dramatic and humorous
  1. KNOW YOUR OUTCOME – What’s your goal?
  • The unconscious will produce if you keep reminding yourself of your outcome.
  1. RAPPORT – People like people who are like themselves
  • Care about your audience
  • Pace your audience
  • Start where they are.
  • Lead them to where you want them to be.
  1. MANIPULATION OF YOUR AUDIENCE (That’s what they are paying you for.)
  • Ask questions.
  • Break their pattern. Their thoughts!
  • Being totally associated to what you are talking about will get the audience associated.
  • Building pressure and releasing it causes impact. You want to create pressure and tension in a room.  People want pressure.  It excites them.

6. Behavior Flexibility

  • If you try something that doesn’t work then try something else.
  • Be flexible in delivery and emotions.  (VAK)
  • Do the unexpected.
  1. Challenge your audience.
  • Set up pre-frames.
  • What does this mean?
  • What will it do for you?
  • Ask challenging questions.
  • People respond to challenges.
  • Make direct challenges to individuals.
  • Use gestures, eye contact, questions.
  • You have to have guts.
  1. Energy
  • Pure physical energy is attractive in our culture.
  • Power, charisma, sexuality

9.  Utilization –

  • Whatever happens in the environment, find a way to use it to support your outcome.
  • Ask: “How can I use this?”
  1. HAVE FUN!

Additional Tips:

1)  Cut out internal dialogue.  It decreases effectiveness.  Focus on the outside.

2)  Stay fully associated to what you are talking about.

3)  Rev up pressure in your body and pour it on your audience.  Energy will come back to you.

Put the 10 points to use in your next presentation.  Please reach out if you have any questions.

Great day now!  Mike

10 Steps to a Strong Second Half

Realtors and Investors - You Can Win!

Good morning!

As you begin the 3rd quarter of 2017 (the next 90 days), there are some thoughts and action steps to consider catapulting you into a great summer, fall season and the rest of the year. REVIEW THIS DAILY AND CHECK OFF AS YOU DO THEM… DAILY REFLECTIONS. First is to keep in your thoughts and some key questions to ask yourself:

The keys to making any work is the a desire and the decision that you want it to work…once done.. act on the 4 steps

1. How is my Mindset & Beliefs?  What needs to be clear?

2. What is my Motivation – Do I have clear reasons and plan to achieves my goals?

3. Am I as good as I think I am?  How are my Skills – the How to’s?

4. Do I know a lot but I take no action?  What  Actions do I need to take now?

Every 90 days is about concentration of efforts.  Remember what you do today pays off in 60 – 90 days.  There is no secret here.  “What am I doing today that will payoff for me in the next 90 days?”Start now using zero based thinking:  “Knowing what I now know, what is going well and what do I need to do different?”  Start now to do something about it.What are your goals for the next 90 days?

  • “What is an aggressive goal?”
  • “What is a minimum standard goal?”
  • “What is or what am I allowing to stand in my way?”
  • “What skills do I need to get better at?”
  • “What are the action steps?”

There are 10 steps that you can take to achieve a minimum of four or more listings per month for the remainder of the year.  How much you will get will be determined by how bad you want it!

1. Clean up your center of influence and past client database

a. If you are not going to call them eliminate them from your database

b. Set up a strategy to call 10-15 daily and communicate monthly via technology

2. Call every lead that you have today and set an appointment or throw them out.

a. Old leads create a false sense of security

b. Old leads create complacency

c. Old leads keep us from prospecting

3. Commit 100% to getting out of your comfort zone and complacency and prospect a minimum of two hours a day!

a. Expired

b. For sale by owner

c. Centers of influenced. Past clients

e. Just listed and just sold calls

f. What else can you think of?

4. Pre-qualify 100% all of your clients

a. 100% sellers

b. 100% buyers

c. You do not want to leave yourself open

5. Practice the entire listing presentation and chant 3 to 4 times per day – takes 20 minutes 4x 

a. Perfect the skill, perfect the skill, perfect the skill…

b. Like all professional athletes they perfect the skill

6. Upgrade everything

a. Your listing presentation

b. Your pre-listing package

c. The clothing you where

d. Your mindset

e. Your attitude

f. Your customer service

g. Read more positive information

7. Learn every objection more than ever before!

a. Practice drill and rehearse like never before

b. Download the 40 objections

c. Take the most common objections you get right them down and put to memory the answers

d. Remember the seller wins when you hesitate!

8. 30 minutes of intense script practice every morning and 15 minutes before every listing presentation

a. You want to be prepared

b. You want to be jacked up

c. You want a 90 to 95% closing ratio on all appointments!d. Make it intense!

9. Prepare to master repetitious boredom

a. Follow the schedule that we give you – it works!

b. Remember if you keep changing throughout the day everything that you do you’ll never create the consistency for what you need to have or develop the right skills!c. Set up your environment for prospecting to make it fun and exciting; stand up, play music in the background, have your goals and dream board to review while prospecting, put your scripts on the wall, use a headset, and use an automated dialer like Arch agent.

10. Have Blind Faith … 

a. Mindset: “I am the _______!”

b. Motivations: “I want _______?”

c. Skills: “I can ________?”

d. Action: “Today I will ________?”

Remember that repetition is the mother of skill. The above may not be easy, however, it is really quite simple… and the payoff?  Watch out!!!  Keep at it, keep the focus on the schedule and avoid distractions, let everyone in your world including clients, family and friends your plans for the above.

Any questions on the above… email me to: mike@mikehusson.com – Subject line: 10 steps or call me 954-210-5565

Make today and the next 90 days great!

Coach Mike