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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. | NowismI started a new exercise regimen about two months ago and while it is one of the hardest ones I've done, I'm addicted. I have known about this particular trainer for about four years and have clearly seen the benefit of what working with him has done for a friend of mine during that time. Every so often, she suggested that I might want to meet with the guy and see if the program was for me. I brushed her (and him) off, mostly with the excuse that I did not have time and it was too expensive. Frankly, it was not the "too expensive" part that really kept me from checking into it. I just did not want to make the time and agree to a regimen, even when the results were something I could see for myself and I would benefit from, based on the transformation of my friend. Sound familiar?
Marc (the trainer) and his wife are exceptional in what they call the healing arts, which in their case, incorporates neuromuscular therapy with flexibility and strength training. Their classes, which are specifically designed to give you the most bang for your buck because of their small size (one-on-one or no more than seven people at a time) and high accountability, really deliver. But because of what the classes deliver in terms of fitness and health, they are tough, particularly the first months. That does not fit well into what most of us have come to expect...what I have seen referred to as "nowism". Instant gratification. I'm as guilty as anyone. Maybe more so because of my love of processes, technology and focus on doing more with greater efficiency.
Once I started with Marc, I learned why there is a saying scribbled on the mirror in the training room that says "That which does not kill you only leaves scars". I realized that how I came to start working with him actually followed the same path that many of my clients took. I'll bet everyone in commercial real estate that I now work with recognized what a challenge it is for them, whether they are bankers, brokers, engineers, developers, small business owners or managers in large companies, to manage disparate information and processes. Their experience and business savvy tells them that they should do something, and that "something" should call for easy integration, efficient implementation and deployment. They realistically know that instant gratification isn't possible, but the powerful pull of "nowism" actually hinders their ability to move. There will be pain and scars, but they know too that the end will justify the means. Only after having taken the time to meet with Marc (he insists on a consult before he will work with you), did I recognize the potential value in what it would take for me to benefit. My clients followed a similar path.
My guess is that most of you are smarter than I am. I know that lots of my clients are. And while our lust for instant gratification isn't going away soon, I'm guessing those of you who buck the trend and are willing to do the work, will have a competitive advantage over time. You'll know that the road to instant gratification is marked with short-term targets which provide long term direction to the goal of outstanding results, and a leg up on the competition. That is what I tell myself every time I step into the closet and put on all my training garb, because in this case the competition is age and poor health.
Click here to join our blog discussion or simply shoot me an e-mail when you get a chance. |
Sales/Marketing Tip
Not Earl Scruggs...Yet!
I have discovered an interesting and useful attribute of the little finger on my left had. It stretches. I was told it would. Of course, at first it didn't. It was obstinate. It wanted to stay close to its friends, the other fingers. Even with help from my other hand, it just didn't want to go where it was supposed to go. So each night for two weeks I patiently gave it a chance to perform as requested. When it got tired I let it rest only to coax it again the next evening. Somewhere along the line it got the message. Now it's on my side. Now I can play a new chord. With its help I've moved one small step closer to mastering the banjo.
Now, rest assured, you don't want to rush out and buy my CD. It's not available in a store near you and it won't be any time soon. My wife and cats still leave the room when I practice. But both my fingers and me are happier than they used to be. Sometimes the songs that I play are even recognizable as songs. At least they are to me.
What, you're asking, does any of this have to do with sales? Maybe nothing. But, then again, maybe it's everything. One of my sales students came into my office yesterday and made seventy-five cold calls. She didn't set any appointments. She's not quite good enough to do that consistently yet. But she did dial the phone seventy five times. That's a lot more than most salespeople dial in a month. What she says when she calls is not ideal either...yet. But I know the secret: it will become so. I've seen it happen so many times before.
I believe in her. And, more importantly, she is beginning to believe in herself. It's only a matter of time before she stretches her conversational ability and her willingness to keep doing something uncomfortable into a successful sales career.
My banjo teacher said it would happen for my fingers and he was right. I'm telling you that it can happen to your selling abilities. I'm right too. The only questions are, do you believe it, and are you willing to stretch until you get where you want to go?
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. |
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Hot Deals/Leads
Jamba Juice Co. trades as Jamba Juice at 570 locations nationwide. The shops, offering healthy juices and blends, occupy spaces of 1,100 sq.ft. to 1,300 sq.ft. in airports, endcaps, malls and lifestyle, power and strip centers. Plans call for 200 openings throughout AZ, CA, CO, metro CT, FL, HI, IL, NJ, NV, NY, OR, TX, UT and WA during the coming 18 months. Preferred cotenants include grocery stores, bookstores, gyms, movie theaters and coffee shops. For more information, contact Department of Real Estate, Jamba Juice Co., 6475 Christie Avenue, Suite 150, Emeryville, CA 94608; 877-735-2622; Web site: www.jambajuice.com.
Bruster's Real Ice Cream operates 262 locations throughout AL, AR, FL, GA, IN, KY, MD, MS, NC, NH, NY, OH, PA, SC, TN, TX and VA. The ice cream shops occupy spaces of 1,200 sq.ft. in freestanding locations and endcaps with a drive-thru. Growth opportunities are sought throughout the existing markets during the coming 18 months. Typical leases run 20 years with options. Specific improvements are required. For more information, contact Jim Graham, Bruster's Real Ice Cream, 730 Mulberry Street, West Bridgewater, PA 15009; Web site: www.brusters.com.
Camille, Inc. trades as Denny's at eight locations in CA. The restaurants occupy spaces of 5,000 sq.ft. in freestanding locations and pad sites. Growth opportunities are sought throughout the existing market during the coming 18 months. A land area of one acre is required for freestanding locations. For more information, contact Sam Sinclair, Camille, Inc., PO Box 15490, Long Beach, CA 90815.
Quicksilver, Roxy and DC Shoe operate at 120 locations nationwide. The stores offer men and women's surfing and skateboarding apparel, footwear and accessories. Quicksilver occupies spaces of 3,500 sq.ft. to 4,500 sq.ft., Roxy occupies spaces of 2,000 sq.ft. and DC Shoe occupies spaces of 2,500 sq.ft. in malls, tourist centers and urban/downtown areas. Growth opportunities are sought nationwide during the coming 18 months, with representation by Urban Retail Real Estate Group, LLC. For more information, contact Michael Hirschfeld, Urban Retail Real Estate Group, LLC, 606 Post Road East, Suite 595, Westport, CT 06880.
Bachrach Clothing, Inc. trades as Bachrach at 51 locations throughout major metro markets nationwide. The upscale men's apparel stores occupy spaces of 3,500 sq.ft. to 4,500 sq.ft. in malls. Plans call for five to 10 openings nationwide during the coming 18 months. Typical leases run 10 years. For more information, contact Adam Cummings, Bachrach Clothing, Inc., 4 Causeway Road, Vineyard Haven, MA 02568; Web site: www.bachrach.com.
Eblens Clothing & Footwear operates 28 locations throughout CT, MA and RI. The stores, offering brand name urban apparel and footwear for the entire family, occupy spaces of 5,500 sq.ft. to 6,500 sq.ft. in freestanding locations, downtown areas and neighborhood strip centers. Growth opportunities are sought throughout CT, MA, NJ and RI during the coming 18 months, with representation by New England Retail Properties, Inc. The company prefers to locate in high-traffic urban retail areas. Preferred demographics include a population of 50,000 within five miles earning $40,000 as the median household income. For more information, contact Matt Halprin, New England Retail Properties, Inc., 150 Hartford Avenue, Wethersfield, CT 06109; Web site: www.newenglandretail.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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