Reg Gupton says all is not lost even if NAHB says that the Economy may be headed for 'red zone'

Hi

This morning a client and I were discussing the state of the real estate market. He rightly said that he believed that the market was local, local and still local regardless of the tone of the article by Inman news below.

Inman Real Estate News - NAHB: Economy may be headed for 'red zone'

He gave me a great new service that I played with for a few minutes to determine if it was worth while.

Schedule about 15 minutes, get a cup of your favorite beverage and visit www.city-data.com for compelling information about your local market place. You can use it to ground yourself in your daily work as well as buyers and sellers who are spooked by the national doom and gloomers.

Let me know what you think by commenting below to this post.

Remember your glass is always half full.

To your continued and growing success,

Reg Gupton

Reg Gupton sends 10 Things Your Tax Preparer Won't Tell You

Morning,

It is certainly that time of year when we need to be focused on tax prep.

This is a timely and interesting article from Smart Money Magazine.

10 Things Your Tax Preparer Won't Tell You SmartMoney.com

Enjoy the read.

Reg Gupton

Reg Gupton posts information on recent real estate commision research

Hi,

I am back after a couple of months of focus on other matters.

In Inman News blog there is interesting information on the status of real estate commissions.

Read soon as the link will be dead soon and you will be asked to subscribe to their service.

Hope you enjoy it as much as I did.

Inman News Blog: Real estate commissions: Where are they now?

Reg Gupton

Reg Gupton offers information on trust and respect in selling

Hi Folks

For some time I have been interested in a concept called High Probability Selling. You can find more information here.

In the newsletter that arrived today, there appeared the article below. It contains valuable research on what buyers are looking for.

Read and learn.

To your continued success,

Reg Gupton

Trust and Respect: The
Ultimate Competitive Advantage

By Jacques Werth, President
Time to Read: 4 Minutes
Word Count: 644

Dear Reg,

Does your selling style address the most fundamental needs
of your prospects? What are the most important factors to
someone making an important buying decision?

Universities and market research firms have conducted
numerous studies to determine the most important buying
decision factors for people who make significant
purchases. We gathered as many of those studies as we
could find, and did simple correlation analyses to
average out the results. Here are the results, in order
of importance.

Weighted Values* of Buying Decision Factors(c)

1. Level of Trust in the Salesperson: 87
2. Level of Respect for the Salesperson: 82
3. Reputation of the Company or Product: 76
4. Features of the Product or Service: 71
5. Quality and Service: 58
6. Price (non-commodity): 16
12. Like the Salesperson (rapport): 3

* (Weight = percentage of people listing each factor
in their top 5)

The average salesperson knows how to effectively present
four of the seven factors cited above: Reputation (#3),
Features (#4), Quality and Service (#5), and Rapport (#12).
Most salespeople try to handle the two most important
buying decision factors, Trust (#1) and Respect (#2),
by establishing Rapport (#12).

Building "Rapport" is an inherently manipulative tactic.
Ironically, typical salespeople attempt to establish Trust
and Respect, non-manipulative factors, by manipulating
people. Building rapport doesn't establish trust and
respect, it diminishes trust and respect. That's why only
3% of all buyers surveyed rate 'Like the Salesperson' as
an important buying decision factor.

If Trust and Respect are so important, why don't most
salespeople learn how to establish relationships of trust
and respect with their prospects and customers? We've come
to the conclusion that there are three reasons:

1. Most salespeople don't know that it can be done.

2. If they learn a process that develops that kind of
relationship, they feel uncomfortable using it
because it's very unconventional.

3. Trust and Respect are very personal emotions,
and sharing emotions is commonly regarded as
only suitable for intimate relationships. Most
salespeople have a fear of intimacy. Yet, we've
found that less than 1/2 of 1 percent of prospects
and customers have a fear of intimacy.

Let's suppose you're faced with a very important buying
decision. Let's say you have decided to relocate thirty
miles away from where you live now, so that you and your
spouse will both have shorter commutes to work. So, you
need to sell your current home and buy a new one. To whom
would you entrust the sale of your most valued possession?
Are you going to entrust the sale of your house to a charming
and friendly Realtor who tells you that they have the best
marketing system, the best skills, the best negotiating
ability, and affiliation with the biggest real estate firm?
Or, will you hire the Realtor whom you trust and respect
the most to sell your most valued possession?

Regardless of whether you sell to consumers or B-2-B, all
sales are made to people. When the sales are significant,
most people want to buy from someone they trust and
respect. Why? Fear of loss is the most important buying
motivation. You could lose tens of thousands in the hands
of an untrustworthy Realtor. At work, choosing an unreliable
vendor could cost you a raise, a promotion, or your job.

If you learn a process that establishes relationships of
mutual trust and respect with prospects during your first
conversation with them, you will have the ultimate
competitive advantage. If not, hope to be the most
persuasive salesperson your prospects meet- and hope that
someone who practices High Probability Selling isn't your
competitor!

Reg Gupton offers Action Steps for REALTORS to take for the New Year

Hi Folks,

As the year ends some of us start thinking about new beginnings. I am not a big fan of New Year's Resolutions as they lack often lack thought and/or action to back them up.

If you run a health club, you market like crazy at the end and beginning of the year. You know you will get people to sign up, pay you money and never show up to the Club. Lots of cash and no use of your facility.

Below is a great article on a number of actions not resolutions you should take. I love the context and content both. Especially the last one about review. Take a look and tell me what you think.

Just make them actions backed with your intention and a clear commitment on your part to carry them out. Often an accountability partner or coach can help you make progress.

Sales Coach: New Year’s Resolutions You Should Make

To your continued success,

Reg Gupton
qupton@growthseminars.com

Reg Gupton offers new information on encouragement and affirmations

For quite some time I have been receiving daily emails from Tut in the Universe. Here is what came today. I am loving it. IMHO it really about affirmations. Click on this link to sign up. Daily Encouragement I think you will enjoy them. Reg Gupton gupton@growthseminars.com Here are 3 sure-fire steps that will take you from wishing upon a star to being one: Imagine your dreams as if they already exist. Speak as if they already exist. And act as if they already exist. And before long, you'll be hearing pretty much the same thing from virtually all of your old friends, "Wow, Reg, I dig your airplane... How did that happen so fast? You have to write a book! Must be nice..."

Reg Gupton offers a new Top Producer 7i Training Resource

Hi there,

While on hold with Top Producer tech support the hold message that I heard let me know that they have a new training resource called Top Producer Campus:

Their write up follows. Use it and let me know that you think.

Reg Gupton
gupton@growthseminars.com


"Welcome To Top Producer Campus

We’re excited to introduce our online community and support center for Top Producer 7i customers. Whether you need step-by-step instructions or a conversation with an expert - you’ve come to the right place. Top Producer Campus is your personal learning assistant. If you’re a new customer, check out our Online Training classes and Getting Started section.

For more established customers, check out our Hot Topics or guide your own learning on our Products page and discussion Forums. As we grow, we want to be sure we’re meeting all your product needs. Send us your feedback.