There's a homeless guy I see every day on an interstate on-ramp after work.  Until last week I'd never spoken to him, though he looked like a friendly guy, always smiling.  One day sitting at a red light, windows down, my car idling right next to him; he started a quick friendly conversation about sports.  Within seconds he realized I care as much about professional sports as the geopolitical issues of Kazakhstan...not at all.  He quickly switched gears and 10 seconds into the conversation he asked me what I liked and I mumbled something about running.  About 15 seconds later he sized me up and had me talking about Usain Bolt, the fastest sprinter on the planet.

  

After some very humorous back-and-forth's with this urban camper, I felt a strong urge to give him money.  His 30 second elevator speech of engaging me with pertinent questions and quickly creating bonding and rapport was amazing.  Though homeless, he was working.  He was selling and I was buying.

  

 Though I've driven by the same five gallon bucket on which he sits for years, I never felt any motivation to give him money.  He never seemed to bother anyone but at the same time I wasn't motivated to reach out my window and give him cash for no reason.  However, he quickly seized the opportunity when it presented itself.

  

It reminds me a lot about commercial real estate appraisers.  Generally we don't bother anyone but unlike this homeless guy, we typically don't engage in establishing new or maintaining existing relationships.  Oftentimes we are just way too busy (myself included) to pick up the phone and talk to our customers, take them to lunch, a hockey game, meet them for drinks or even talk to them for 30 seconds.

  

I went to a recent University of Florida football game (despite my sports appreciation deficit and FSU diploma) as part of a fun bachelor party event.  I was waiting for a bathroom to open up in a super crowded college bar.  Minutes before, a college girl managed to throw up on my leg so the idea of selling wasn't top of mind.  However, standing there with a couple of random guys near the bathroom door I started up a conversation and quickly determined that they were actually appraisal prospects; commercial real estate attorneys from Tampa.  I quickly thought of the homeless man and within 30 seconds was able to quickly build some rapport, communicate who I was and the value proposition of my firm.

  

Be creative in your selling.  Hidden City Tours is a service started by a British entrepreneur that provides an alternative view of Barcelona, Spain with guided tours by homeless people. 

  

Find selling tips wherever they present themselves.  New ideas may come from established professional sources such as Sandler Training http://www.sandler.com/.  Selling tips can also come from random sources such as the 1960 album cover (remember those?) titled "Nothing Happens Until Somebody Sells Something" by "Red" Motley.  It's been in our DataComp sales office for years.

  

It's much better to stop "selling" your appraisal services and instead provide a need.  Focus on the process of starting conversations with people who may need your service.  We often don't communicate with others; instead we just take turns talking.  Stop, listen and ask questions. 

  

Communicate your value as a professional commercial real estate appraiser as often as possible.  Always be selling...I am right now.