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Carver Communications - Index

Carver Communications - 4.15.09 - Index

Vol.XXVIII, No.8 © Carver Communications, Inc. April 15, 2009
Strategies That Work When the Market Dips
By Kim Dydalewicz
In sales and when sales are going
through a more difficult economic time
period, do not stay in the office working.
Instead, go out and call on your customers
and clients and prospects. You know
where to find them. Get back involved
with the clubs, associations and networking
groups that you “used to be actively
involved in”. It is time for face to face
contact.
Now is the time to add to your specialty.
It is time to take some designation
courses such as Home Staging, Luxury
Home Marketing, Generational Selling
Techniques, Buyer Agency, Short Sales,
and Green Courses. It is time to make
yourself more intelligent and add potential
revenue to your gross income. NAR member
survey shows an additional $37, 000 is
possible by adding at least one designation.
Designation courses are hotter than
ever in the nation with agents having more
available time and using it to increase their
power with knowledge. You now have
time to redirect your energy to selling
opportunities that you didn’t have time for
P.O. Box 33862
San Antonio, Texas 78265
when the market was boomtown. Take
courses on commercial, investment strategy,
property management, finance to
increase your business acumen.
This is a good time to truly evaluate
your team of professionals. The ones that
are consistently upbeat, positive and productive
during these different times are the
keepers and the ones you remember when
the market spikes back up. They will be
the ones to get the additional bonuses,
perks and kudos. Make a written note during
these times as to who you have truly
enjoyed being around and doing business
with. When times are easy and business
plentiful, it is easy to lose track of whom
the true dynamic players are on your team.
Be honest but compassionate with
your sales team and family. Try to send a
positive message about your company, the
market, and your personal goals for the
next months ahead. No one wants to hear
doom and gloom. Always give yourself
and your sales team or family a view of
good things ahead in the short future.
This is the time to reorganize your
company, your budget, and your incen-
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tives. Perhaps your company has been
accustomed to incentive plans. That does
not and should not change. Sales people
do well with incentives. Perhaps the
incentive is a gift card or a trophy or a celebration
luncheon in lieu of hard cash
which may have been the practice in the
past. It is known that many people perform
and compete for the satisfaction of simple
recognition.
Training time is always welcomed.
People want to do their best and if you
increase time spent on training your
agents, yourself on new skills, you have
maximized productivity through business
focused sales training. This definitely prepares
everyone for busier times ahead.
And, without doubt, we know there are
going to be busier times ahead.
Get organized, get trained, and get
more designation courses. You will make
more money.
Rita Santamaria is the owner of
Champions School of Real Estate at
www.ChampionsSchool.com. Rita was
recently awarded by ActiveRain.com Top
25 Most Influential Women in Real Estate.
Champions is the RealtyU Pinnacle Award
Winning School.