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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring)
Top of the Week to You! is designed to offer the inside scoop and latest of what's important in the world of technology as it relates to the commercial real estate industry. |
I'm Considering Ear Plugs
I don't want to be the "girl in the bubble", but I'm considering wearing ear plugs when I'm around anyone in the commercial real estate industry. It's getting harder and harder to smile and nod, or worse yet join in the gloom and doom talk without having it seep into my Chi. I heard the other day that there is genetic evidence that we are born with "positive" or "negative" genes. The study was done on worms, so I'm not sure how much value I want to place on it, but heck who am I to fight good science. It seems that in these economic times, some think it makes sense to turn to the observation of worms to see whether we can learn anything in terms of being optimistic or pessimistic. A common thread of the study's impact is the message that when you are faced with scarcity, you should still be optimistic. Works for me. It makes us ready to respond quickly. It keeps us sharp, engaged, ready to go, and ready to send out the message when the food (better times) come. We know this for sure... societies thrive when they are optimistic. So here's what I know with the economy in a bit of a mess and commercial real estate a big piece of the mess. There's never been a more important time than now to have fun. Besides, you owe it to your customers and you won't have any opportunities with those you want to be your customers if you don't figure this out!
But here's my advice. If you can't be positive, stay quiet. There's so much "negative white" noise about the economy you don't need to contribute. I'm all about being ourselves and most important being truthful at all times, so that's why you need to just be quiet sometimes. I know most people are being truthful when they're sharing another story about some negative aspect of the economy or the real estate industry, and I of course respect it. I just don't want to hear it. Find a way to have a conversation on common ground about something positive, not negative. If you can't muster up anything positive, ask questions about something positive. Practice the art of virtual ear plugs if you get negative conversation until you can get to another conversation or sneak away into your own positive thoughts by willing your smart phone to buzz giving you a perfect excuse. (I had to sneak technology into this conversation or you might stop reading this column.)
So join me as I insert my earplugs when needed and let me leave you with a way to stay positive by remembering how small we really are. Visit the HubbleSite if you need reinforcement. April is a great month for star gazing. During my early morning drive in this morning, I could see Venus with my naked eyes next to the sliver of a moon. Since traffic is light at this time, I let my mind consider the vast distances of what we can see and focus for a few minutes on the wonders of the universe, using that as a source of strength and stability. Sound like an odd thing for someone to do? Try it and discover why it makes perfect sense in these times of scarcity. It might be better than studying worms for answers. |
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Sales/Marketing Tip
On The JobDear Friend, It was great to see you at the Such and Such event. I wish there were more black tie events. Everyone looks better when they dress up, although it didn't help the food. If they are going to serve chicken I wish that they'd just pick something up from KFC. I love wearing my tuxedo but it just doesn't go well with hotel chicken. Thanks for your interest in my sales skills development programs.
You were right when you mentioned that your company wasn't interested in buying sales training for their people. It's a rare company who is. They pay you for results. In their eyes the resources that you bring to do the job are your responsibility. They figure that they've factored that into the commission. Is this an enlightened view on their part? I don't know. That's just the way it almost always is.
I can tell you this. It would almost certainly be a big mistake to ask the powers that be to spend money with me to provide you with sales coaching. They'll view that as an admission of incompetence rather than a desire for self improvement. I've witnessed that scenario more times than I can count.
Your issues are typical. Most senior salespeople and business owners face these things at some time in their careers. The problem is, of course, made all that much worse by the current crappy economy. I expect things will get even worse in the near term before we all return to being unspeakably rich.
This is my fourteenth year of helping people just like you move past these challenges. That's what I do for a living and I'm damn good at it. Lots of the people in the room and some of the companies on stage are my clients. It's an elite club of people and companies who think that sales are what make possible everything else in business and that people are very valuable asset worth investing in.
The good news is that the problems that you outline so well are solvable. The less good news is that even I am not capable of solving them over a cup of coffee. If it was that easy, sales would be a minimum wage job and I would be out of business.
You, like everyone else who works for serious commission, can afford my help. Living with the issues is far more expensive than fixing them, from an opportunity cost perspective alone. Getting up to speed on sales effectiveness in the current business world is just a cost of doing business. Last year I spent over twenty five thousand dollars on my own education. It comes with the territory.
I'd love to have you as a client. If, as a friend, I could give you a quick answer to your questions then I would and there would be no need to work with you in a business relationship.
But you're asking the big questions that everyone is asking right now. At the Such and Such event alone two people made appointments with me to discuss taking their sales techniques and prospecting habits to the next level. Seven of the award winning companies visited my website. Solving the sales puzzle is clearly on everyone's minds right now. You're in good company.
Mark Fitzgerald, Sales Training Institute, Inc., Tampa, Florida provides this column weekly. Mr. Fitzgerald provides both group and customized sales training for professionals and companies. For more information, please contact him by telephone at 813-831-5555, via email at mark@saleskills.com or visit www.saleskills.com. |
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Hot Deals/Leads
City Bites, Inc. trades as City Bites at 17 locations throughout OK. The restaurants occupy spaces of 2,600 sq.ft. in freestanding locations, downtown areas and specialty and strip centers. Growth opportunities are sought throughout the existing market during the coming 18 months. Typical leases run five years. Preferred demographics include a population of 40,000 within three miles earning $40,000 as the average household income. The company prefers to locate near suburban office areas. For more information, contact Mike Wolf, City Bites, Inc., 2600 East Memorial Road, Edmond, OK 73013
Deli Management, Inc. trades as Jason's Deli at 180 locations throughout AL, AR, AZ, CA, CO, FL, GA, IA, IL, KS, KY, LA, MO, MS, NC, NE, NM, NV, OH, OK, PA, SC, TN, TX, UT and VA. The restaurants, offering healthy sandwiches, salads and wraps, occupy spaces of 4,500 sq.ft. to 5,000 sq.ft. in freestanding locations and strip centers. Growth opportunities are sought throughout southern FL; Atlanta, GA; Chicago, IL; Carey, Charlotte, Greensboro, Raleigh and Winston-Salem, NC; SC; VA and Washington, DC during the coming 18 months. For more information, contact Greg Messina, Deli Management, Inc., 2400 Broadway, Beaumont, TX 77702
Buffalo Exchange operates 36 locations throughout AZ, CA, CO, IL, LA, MN, NM, NV, NY, OR, PA, TX and WA. The stores, offering apparel and accessories which are bought, sold and traded directly with customers, occupy spaces of 2,000 sq.ft. to 4,000 sq.ft. in downtown areas and street fronts. Growth opportunities are sought throughout FL; Boston, MA; NJ; New York, NY and Washington, DC during the coming 18 months, with representation by Winick Realty Group. For more information, contact Adam Stupak, Winick Realty Group, 655 Third Avenue, 8th Floor, New York, NY 10017
Bermo Enterprises, Inc. trades as Max 10 and Frayed at 40 locations throughout AR, IL, IN, MI and TX. The family apparel shops occupy spaces of 4,000 sq.ft. to 8,000 sq.ft. in freestanding locations, malls and strip and value centers. Growth opportunities are sought throughout the existing markets during the coming 18 months. A vanilla shell is required. Preferred cotenants include value-priced apparel and footwear retailers.For more information, contact Ed Bernard, Bermo Enterprises, Inc., 12033 U.S. 131, Schoolcraft, MI 49087; Web site: www.bermoenterprises.com.
Windsor operates 48 locations throughout AZ, CA, CT, MI, NJ, NV, NY and TX. The stores, offering junior apparel and accessories, occupy spaces of 4,000 sq.ft. to 5,000 sq.ft. in super regional centers. Growth opportunities are sought throughout major metro markets nationwide during the coming 18 months, with representation by Zorehkey & Associates. Typical leases run 12 years. A vanilla shell and specific improvements are required. Preferred cotenants include Macy's, Nordstrom and junior and fashion apparel retailers. Preferred demographics include a population of 200,000 within a four-mile radius earning an average household income of $60,000. Major competitors include bebe and Ann Taylor Loft. For more information, contact Ed Zorehkey, Zorehkey & Associates, 30021 Tomas Street, Suite 300, Rancho Santa Margarita, CA 92688.
Like these leads? Want more? Go to the Dealmakers website for a FREE Trial subscription to The Dealmakers, the nation's weekly news source on retail real estate. |
Featured Internet Site of the Week
Earth Album
Earth album is a simpler, slicker Flickr mash-up that allows you to explore some of the most stunning photos in the world courtesy of Google maps and Flickr. www.earthalbum.com | |
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