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TOP OF THE WEEK TO YOU!
(by realwired! CEO, Brenda Dohring Hicks)
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. |
Traveling at the Speed of WordsSometimes, I don't think we stop and think how fast information moves, but yesterday I was quickly reminded as I saw it in action. I was moderator for a discussion in front of a hundred plus commercial real estate professionals. My two guests were esteemed leaders in the southeast commercial real estate arena. Their candid and timely discussion was very well received by the audience, who actively participated in the discussion.
It was a lunch meeting and by 3pm the local business journal had covered it in their daily news blast. Within minutes our two speakers were receiving comments by email, text, mobile phones and Twitter and there was lively commentary happening in many offices as a result. Now I'm speaking to you about it in this newsletter and in my blog. It's a far cry from where we were even a couple of years ago.
However, there is an unfortunate side to this story. The speakers agreed to be frank in their discussions, but only the people in the room heard the real story and came away encouraged. While everyone heard and was in agreement with the online reporting that, "Last year was one of the worst years ever for the commercial real estate industry in the Tampa Bay area and Florida", there was much more detail and discussion that took place about why 2010 is a great year for commercial real estate participants. A year that, if handled right, will yield profit and equity opportunities resulting in profits that can only be achieved after a downturn. In the news blast, they didn't hear how the audience agreed that they, collectively, are the source of making the types of changes, both privately and with the government sectors, that are essential to help create job growth. They didn't hear that the speakers truly believe that urban areas are the hot frontier...that developers will respond to the market where "smart", "green" buildings are going to be built to respond to tomorrow's workforce and the corporations who will hire that workforce.
They accurately heard that the stock market is a leading indicator, and the job market is a lagging indicator, but most of this smart crowd already knew that. They didn't' hear the quip that there is always opportunity, and in particular one of the panelists' remark that, "One should never waste a good recession".
I'm not quibbling with the content of the news piece...ok, I am, but that's not the point. The point is we must all be cognizant of the speed at which we can reach out and communicate and be ready to take advantage of it, sort of like I am by speaking to you today. If you're not using whatever technologies you can afford from a hard cost, and the most important "time" cost, you're missing out on opportunities that enrich your daily experience and help you make the most of the opportunities that will make you money. After all, as my dear friend and mentor always says..."I don't get out of bed every day and go to work just for fun. Although my work is fun and rewarding, I have lots of other things I would be doing for the same level of satisfaction, only most of them I can't do without the money I make"."
Embrace the speed of words to your advantage today...now!
Remember, if you want to share some of your thoughts, it's easier now because we have a blogging component to RealWired! News.
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Sales/Marketing Tip
Well Connected
Communication is, in itself, neither good nor bad. In either extreme it can be deadly. We are often reminded of the importance of clear and frequent communication with our friends, families and co-workers. As salespeople, we know that we get paid for our communication skills. Indeed, in many senses, we are professional communicators. But there can be too much of a good thing.
We live in an over-connected society. I read a brief article about this in the Wall Street Journal. The author lamented his inability to answer all of his email and voice mail in a timely manner. His sense of courtesy demanded that he get back to people expeditiously. But, because of the sheer volume of messages, this was not possible. He found himself ranking the relative importance of people and returning calls according to a weighted system. It made him unhappy but he felt that he had little choice.
The writer is not alone. The most common question at my seminars is: "how can I get people to return my calls?" Salespeople are especially distressed by this. If we can't speak with people, we can't sell them. It's unlikely that we'll make deals by leaving voice mails alone.
It is possible to improve the odds of people calling us back by leaving compelling voice mail. We'll discuss how another time. Today, however, let examine why people don't return our calls, and what attitudes we should adopt as a result.
People don't return our calls for one of two reasons. One: they are not interested in speaking with us. And, two: they are inefficient. Number one is just a fact of life we have to live with. Our only recourse is to leave truly compelling messages. They'll either call us back or they won't. Number two is also a fact of life compounded by the tremendous volume of messages each of us receive every day. Some people are better at handling this deluge than others are. It will do us little good to complain about this. We can't make other people more efficient. We can, however, improve our personal efficiency and thereby avoid spending any extra time in voice mail hell. Here's how:
1. Never leave for another conversation anything that can be agreed upon in the one at hand.
2. Eliminate from your prospect pipeline anyone who does not have a strong desire for your product or service. Develop the skills to bring this out in the open fast.
3. Do not call on or spend measurable time with people who can not make the decision to buy your product.
4. Never attend any meeting or go on any sales call without a clear agenda agreed upon by both parties.
5. Make decisions now and deal only with people who do the same.
Internalize this message: I am in a one call close business. It might not always be literally true, but it certainly should be our goal.
The world is full of distractions. It is populated by some very inefficient people. You'll never be more efficient than the people with whom you spend your time.
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
Planet Pizza operates seven locations throughout CT and NY. The pizzerias occupy spaces of 1,800 sq.ft. to 3,000 sq.ft. in freestanding locations and strip and shopping centers. Growth opportunities are sought throughout the existing market during the coming 18 months, with representation by MJB Real Estate Services Corp.For more information, contact Todd DeLuke or Rich DiDonato, MJB Real Estate Services Corp., 735 Boston Post Road East, Westport, CT 06880; Web site: www.planetpizza.com.
Sandella's LLC trades as Sandella's Café at 150 locations nationwide. The upscale, fast casual cafes offer sandwiches, paninis, quesadillas, salads, grilled flatbreads, rice bowls, smoothies, coffee and teas, and occupy spaces of 1,000 sq.ft. to 1,500 sq.ft. in strip centers and urban/downtown areas. Growth opportunities are sought throughout the existing market during the coming 18 months. Preferred cotenants include super grocery stores, bookstores, movie theaters, spas and other high volume retailers. The company prefers to locate in areas with a strong residential and daytime population. For more information, contact Walter Damilowski, Sandella's LLC, 9 Brookside Place, West Redding, CT 06896; Web site: www.sandellas.com.Boston's - The Gourmet Pizza operates 350 locations nationwide and throughout Canada and Mexico. The full-service casual dining gourmet pizzerias, featuring a sports bar and offering gourmet pasta, wings, ribs, burgers, salads and sandwiches, occupy spaces of 6,200 sq.ft. to 7,000 sq.ft. in freestanding locations, endcaps, power centers and malls. Growth opportunities are sought throughout southern CA during the coming 18 months, with representation by Retail Net Lease Properties, Inc. The company prefers to locate in freestanding locations and endcaps with a patio. For more information regarding Boston's - The Gourmet Pizza, contact Charlie Cangelosi or Tom Dose, Retail Net Lease Properties, Inc., 360 North Sepulveda Boulevard, Suite 1020, El Segundo, CA 90245; Web sites: www.rnlp.biz or www.bostonsgourmet.com.Quiznos Subs operates 4,000 locations nationwide. The sandwich shops occupy spaces of 1,200 sq.ft. in freestanding locations and inline spaces. Plans call for 12 to 14 openings throughout northern OH during the coming 18 months, with representation by Arnold J. Eisenberg. Typical leases run five years. A vanilla shell is required. Major competitors include Subway. For more information, contact Steve Eisenberg, Arnold J. Eisenberg, 24500 Chagrin Boulevard, Beachwood, OH 44122; Web site: www.arnoldjeisenberg.com.Sonic Drive-In operates 3,500 locations nationwide. The fast food restaurants, offering burgers, chicken, fries and frozen drinks, occupy spaces of 1,500 sq.ft. to 1,750 sq.ft. in freestanding locations and pad sites. Plans call for 20 openings throughout southern NJ and in major metro markets throughout the central and southern regions of PA during the coming 18 months, with representation by Kahn & Co. A land area of one acre is required. For more information, contact Jim Kahn, Kahn & Co., 580 Virginia Drive, Suite 100, Fort Washington, PA 19034; Web site:www.kahnandco.com.
Like these leads? Want more? Go to the Dealmakers website for a Free Subscription. The Dealmakers, the nation's weekly news source on retail real estate. |
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