In his landmark customer service book, Selling the Invisible, Harry Beckwith offers a three step approach to marketing your product or service(s). Step One is where you are trying to get what Beckwith calls, “a basic, acceptably reliable product” (or service). This occurs most often in budding businesses where the product or service is unique or new and customers will accept minimum standards. In fact, Beckwith calls this stage, the… Read More »Creating the Possimpible. Harry Beckwith meets Barney Stinson
After attending the R4 RE/MAX convention, I am reminded of the number of real estate agents that are not aware of the tools at their disposal. Most of the major real estate brands have spent millions of dollars attempting to give their agents an edge in the marketplace through a plethora of tools, systems and resources. At the same time, agents everywhere complain that their companies take their money and… Read More »Daily RICHual #28: Use Your Tools
Without naming names, there are quite a few entities in the real estate business focused on delivering products, services, and methodology to obtain more sales. Some sell programs and apps, some sell their services, and some “employ” agents. As a trainer of real estate agents, I have seen it all and see more every single day. And while some of it is great, some of it sucks and some of… Read More »Daily RICHual #25: Train People to be with People
Today is President’s Day. Presidents day happened when whoever the holiday makers are decided that it was impractical to celebrate Lincoln’s birthday on the 12th and Washington’s on the 22nd. Now we celebrate ALL of them. They got their job as a result of Article 2 Section 1 of the Constitution. It says, “The executive power shall be vested in a President of the United States of America.” There have… Read More »Daily RICHual #21: Happy President’s Day
Al Gore’s invention of the internet has changed a lot of things in this world and nowhere, maybe, more than marketing. Technology has given us a plethora of ways to get consumer’s attention. In the old days, two fellas, leaned over the fence and utilized the greatest marketing ever: WOMM. They talked about the new preacher, the guy who opened the new fillin’ station, and that lady who took over… Read More »Daily RICHual #17: Word of Mouth Marketing – Still the best!
There comes a time in many negotiations when progress halts and deadlock ensues. Several things happen when deadlock occurs and if you know what they are, and what to do about them, success can be the result. One problem, of course, is when people involved in a negotiation become unmotivated. In a world where buyers want to buy and sellers want to sell, if one doesn’t. THAT can be a… Read More »Daily RICHual #12: Why Deadlock Happens
Yesterday we kicked around the difference between sales and branding. Well, one of the great misconceptions about social media is that it’s a sales venue. In the words of Lee Corso, Not so fast my friend. While many people sell many things on many social media sites, the core of the phrase social media is this idea of SOCIAL. Social implies getting to know people, creating a relationship. I don’t… Read More »Daily RICHual 4 Social Media and Branding
With New Year’s celebrations barely in the rear view mirror, it’s time to sort some things out when it comes to resolutions or goals. First and foremost, how many of these goals/resolutions were made as an “I want” list? Which are really important? Which have staying power? I have this thing about resolutions. I don’t make them. To me, a resolution is made on a whim, usually vague, and often… Read More »2020 Goals: What’s Your Half Life?
In 2004, when Rich Sands Seminars was “founded,” the idea was to be able to reach agents interested in achieving designations and certifications. Already having a great job as the Education Director for Coldwell Banker, I was encouraged by my President, Kate Rossi, to broaden my teaching horizons. After fifteen years, I couldn’t be happier with the results. 2019 was the best year ever. Not just in the number of… Read More »2019: A Fabulous Year
“What people remember is the beginning and the end… how we start and how we finish… therefore START FAST and FINISH STRONG.” Gary Ryan Blair As 2019 heads into the final stretch, I like the idea of finishing strong. And while Gary (in the quote above) seems to have it right in most circumstances, he’s got it backwards today. Today we FINISH STRONG to START FAST. There is still business to be had;… Read More »FINISH STRONG to START FAST