By Joe D’Ambra and Gary Oberoi:
I always felt that having a plan with a place to start from was the best way to set out to do anything. Early on in sales I always planned what I wanted to accomplish and how to go about it. This is the way I planned to increase my sales. When you come down to it, it really was common sense, but it had structure and direction, and setting it down in writing provided me with a sense of comfort and a feeling that I had set up a strategy to measure my success against.
1 – POST MORE ADS
Agents who use Craigslist for selling operate under the law of averages. They know from experience the amount of ads it takes to make a sale. The closer you get to that average the quicker the sale comes up. So to insure sales in any business, the law of averages dictates you increase your rate of ads.
2 – CLOSE BETTER
Sounds simple, but all too often some salespeople hate to be interrupted by the customer saying yes. Close early and close often. That is the way to increase sales, so always practice your closing technique. Start with the trial close: “Would you prefer to move March 15th or April 1st?”
3 – AIM FOR HIGHER RENT APARTMENTS
Larger rentals and sales take just as much time and effort as smaller rentals and sales. Sell by aiming higher.
4 – SELL A WIDER RANGE
Concentrate on a landlord such as Glenwood, for instance, which has all sizes of apartments and in most areas of Manhattan.
5 – SELL HIGHER PRICED UNITS
Set your sights on adding higher priced units along with the moderately priced units you are selling. The same thing that applies to making larger volume sales, applies to selling higher priced apartments.
I always liked to have a starting point no matter what I tried to do in life. It was a matter of discipline and a way to measure my accomplishments against what I set out to do.
Tags: joe d'ambra, strategies