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July 29, 2009
Volume 10 - Number 30
Streamlining the Business of Commercial Real Estate
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In This Issue
In the Clouds
Sales/Marketing Tip
Hot Deals/Leads
Featured Internet Site
Past Newsletters
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realwired! 
Products & Services
 
Ask about our latest offering,
 
The perfect system for banks to lower the cost of ordering appraisals, managing 3rd party service providers and managing problem real estate loans.
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3 Reasons Why 
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For more information on realwired! Products and Services, please call (813) 349-2700 or email Sunda@realwired.com

TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring)BDH Photo
 
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.
In the Clouds
We have a funny saying in our office..."it goes through the air".  And air is pronounced drawing out the letters so it sounds like aaaaaaaaiiiiiiiiiiiirrrrrrrrrrrrrrrr.  Whenever we don't want to explain how technology works and how we email, upload documents, communicate with others over the net or even from office to office, we say "It went through the air".  There is always lots of laughter accompanying the exchange, but truth is, "in the air" isn't such a bad analogy.  Now some folks like to call it cloud computing.  Not sure why, but it's a more acceptable term if you are looking to impress folks.  For us, we like "in the air", but you might want to refer to "cloud computing" which really just refers to the fact that with virtual computing, everything from forms, voice messages and documents is available "on-line" at all times.  For some it will mean the elimination of a company intranet with remote desktops.  Most companies will continue to have a combination of both, which is what we've done for years.

A great way to introduce yourself or your company to "cloud computing" might be to start with some free services.  Just don't fool yourself; as you use virtual tools to work, you'll find that you need to move to software services that offer more.  You'll find there is a wide range of pricing, with most of it priced on a per user basis.   You'll want to check out Google Docs to understand how something like this might work for you.  We've offered this type of software/service  through RealWired! for years, but frankly, it never took off.  We were definitely ahead of the market in our industry.

One of things that people are still coming to grips with is security.  When you're transacting on line through a service, it's important to understand not only how you secure things but how the company you're working with handles security.   As we've all learned since childhood, there's really no free lunch so just be sure you know what you might be giving up in terms of privacy and what security there is when using free services.  No one likes to read the privacy statements before clicking the "I Agree" button, but it's actually a good idea sometimes.

Don't move into 100% virtual computing.  The combination of traditional file storage and access attached to phones that sit on a desk isn't disappearing anytime soon, but there are lots of reasons for you to augment what you're doing now.  There's a learning curve for all services, so factor that in when you're "testing" free services.  Just think, for once it's a good idea to put your head in the clouds...you may decide to just stay there, especially if you have your smart phone with you!
Sales/Marketing Tip
Get Something Worth Doing Done
I'm the recipient of sales calls as often as I'm the initiator of them. That's fine. I love to buy stuff. If you're prospecting today, feel free to call me. I might just represent your next big sale. As a prospect I'll get to observe your technique. That's cool. I'm a salesperson myself so I learn something from everyone who tries to sell to me. Trust me. I've heard some pretty crazy stuff.
 
Popular with many salespeople is the phrase, "I'd like to take ten minutes of your time." Wow, in only nine words they manage to pack in so much negative information! "Take my time"? That's not such a great image. Isn't this meeting supposed to be mutually beneficial? If it's to be a burden on either of us, let's not do it. "Ten minutes"? You say that this will only take ten minutes? You must be selling the world's least important product. What really significant purchase can be made in ten minutes?

If we're going to meet, let's meet about something important to both of us, let's allot sufficient time to make a decision and let's stick to an agenda that will bring value to both of us. How do you do that? It's easy. Just agree in advance on each of these items. (If you can't agree, then the meeting was doomed from the start. It'd be more productive to play miniature golf.)

Areas for agreement:
1. How much time will we spend together?
2. Why are we meeting?
3. What role will you, the prospect, play in the meeting? (A prospect who is unwilling to take an active part in the conversation is no prospect at all).
4. What role will the salesperson play? (While I, the salesperson, will happily talk about my product, I'll need to listen and understand about my prospect's company and needs as well).
5. What will we decide as a result of our conversation?

Never begin a sales call without knowing the possible outcomes.

Never assume what will happen.

Agree on time and agenda with the prospect in advance and neither party will feel that his time is being wasted.

Put your meetings on a firm business footing from the first and those meetings will become much more productive for both parties.
 
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.  © Copyright Mark Fitzgerald, 2009, All Rights Reserved.
Hot Deals/Leads 
Cheeburger Cheeburger Restaurants, Inc. trades as Cheeburger Cheeburger at 70 locations throughout AL, AR, AZ, CA, CO, CT, FL, LA, MD, MI, MO, NJ, NV, NY, PA, SC, TN, TX and VA. The restaurants occupy spaces of 2,200 sq.ft. to 2,600 sq.ft. in lifestyle, mixed-use, power, specialty and strip centers. Growth opportunities are sought throughout the existing markets during the coming 18 months. A vanilla shell and specific improvements are required. Preferred cotenants include Panera Bread, Pei Wei Asian Diner, Target and upscale grocery stores. Preferred demographics include a population of 100,000 within five miles. Major competitors include Five Guys Famous Burgers and Fries, Red Robin and Johnny Rocket's. The company is franchising. For more information, contact Mike Santel, Cheeburger Cheeburger Restaurants, Inc., 7364 West Rancho Drive, Glendale, AZ 85303.
 
Menard, Inc. trades as Menard's at 200 locations throughout IA, IL, IN, MI, MN, MO, ND, NE, OH, SD, WI and WY.  The home centers, featuring garage building, house design plans and post frame building designs, as well as offering countertops, doors, decks, roofing materials and trusses, occupy spaces of 250,000 sq.ft. in freestanding locations.  Growth opportunities are sough throughout the existing markets during the coming 18 months.  Preferred cotenants include Meijer, Wal*Mart and Target.  Preferred demographics include a population of 100,000 within 10 miles.  Major competitors include Lowe's Home Improvement, Home Depot and Sears Hardware.  For more information, contact Jaime Radabaugh or Adam Ray, Menard, Inc., 5101 Menard Drive, Eau Claire, WI 54703.

Toojay's Management Corp. trades as Toojay's Original Gourmet Deli at 26 locations throughout FL. The restaurants, offering breakfast, lunch and dinner, occupy spaces of 6,000 sq.ft. in freestanding locations and strip centers. Growth opportunities are sought throughout the existing market during the coming 18 months.For more information, contact William Korenbaum, Toojay's Management Corp., 3654 Georgia Avenue, West Palm Beach, FL 33405.
 
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
PageOnce
PageOnce has developed an internet "assistant" that helps both consumers manage their online lives and marketers connect with those same. www.pageonce.com
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