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Creating Urgency with Event Selling

Creating Urgency with Event Selling

A great strategy for sales that a lot of people will tell you won’t work in their market, but actually will, is event selling. For example, to sell a large condominium project, first, you need to get a database of every real estate agent, realtor and broker in its particular market. Once you have that you can start to plan an event.

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Topics: selling real estate, real estate agent, real estate sales, marketing event

Telling a Story to Engage Real Estate Buyers

Telling a Story to Engage Real Estate Buyers

Facts Tell, Stories Sell

You’ve probably heard the old line, facts tell, but stories sell. Never have truer words been spoken. No matter what it is you’re selling, be it a luxury vehicle or a high-rise condominium, describing your product with just the facts will only convey half the story. People, like your product, are made up of two halves. One side focuses on reason, while the other focuses on emotion. Any successful salesperson should be taking into account both halves and have a story that speaks to both.

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Topics: sales, real estate

Dealing with Customer Objections

Dealing with Customer Objections

Every sales person has to deal with them, but someone who is a master at sales knows the general rule that when it comes to customer objections, they shouldn’t be taken seriously until you’ve heard them three times. You always acknowledge the objection by explaining that you understand where it is coming from. But once you’ve acknowledged the objection you’re going to use your knowledge of the project in order to steer your prospects back in the right direction.

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Topics: sales, Customer Engagement, phone calls

Using Inside Sales to Call Your Database

Using Inside Sales to Call Your Database

If there is one sales software company that I would recommend it’s insidesales.com. It’s a fantastic company and you can sign up for a 30-day trial for free. They have the greatest research and the most amazing information about selling.

What’s really excellent about their system is that it allows you to upload your entire database. If, for example, you have 300 leads, you would normally have to manually dial up 300 people. Obviously this is a long, drawn-out process and the reality is that only 10% of those leads would answer.

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Topics: marketing database, phone calls

The Right Sales Team for Working Leads

The Right Sales Team for Working Leads

The project was called Westmount Grand. It was a 77-unit building in an area called Waterloo, Ontario. Waterloo is where they make the Blackberry smartphone, and it’s a growing city. All of the big tech companies are there and the universities are very well known. It’s a great place, but that market hadn’t seen a luxury condominium before Westmount Grand.

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Topics: condo sales, sales teams

Toronto Condo Market Boom of 2014

Toronto Condo Market Boom of 2014

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Topics: toronto condos, condo market, condo sales, real estate sales

Ramp Up Your Sales and Marketing Strategy

Ramp Up Your Sales and Marketing Strategy

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Topics: Sales and Marketing, Condo Mastery, condo developers

The Follow-Up Call Questions

The Follow-Up Call Questions

When you start following up on your leads, you’ll find that the second you get a potential customer on the phone they will drill you for information. It doesn’t matter what type of product or service you are selling, if a potential customer is truly interested they will ask you all sorts of questions, but remember that every time two humans meet, one is always selling the other. And how do you know who’s doing the selling? It’s the person asking the questions. You need to make sure that’s you and there are a few things you can do to manage this.

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Topics: sales, phone calls, meeting

The Little Things Matter When Selling to Clients

The Little Things Matter When Selling to Clients

The Ritz Carlton in the Cayman Islands was an incredibly expensive condo. The developer was very successful in the early days of development and I asked him how he was able to pre-sell half of this very costly building. He told me that it was the weirdest thing. He was on Seven Mile Beach in the Cayman Islands and he decided he would get up really early to create small hut and stand in it. There was nothing more to it. When anyone that’s very affluent goes to the Cayman Islands, they always go to Seven Mile Beach. It’s the best beach. Many would get up early to go for walks and they would watch him for a couple of days. By the third or fourth day they’d come and ask him, “Why are you standing in this hut?” and he would tell them, “Well, I’m building this hotel behind us. It’s going to be the Ritz Carlton. The most exclusive hotel in the world.” He pre-sold half of a $650 million project in a hut by himself because, once he had their attention, inevitably people were interested.

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Topics: sales, developers, condo, resort marketing

Toyota's Customer Follow Up

Toyota’s Customer Follow Up

My wife and I wanted an SUV, a Toyota Sequoia. Just like most buyers, we knew the model we wanted, we knew what options we wanted and we knew how much we wanted to pay, but, of course, I wanted to test-drive the car. So, I went into the Toyota dealership and I was very clear and concise about what I was looking for and what I wanted to pay. They told me that they didn’t have exactly what I was looking for, and even though they could not give me what I wanted that day, they did not let me leave without asking me to register.

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Topics: sales, Customer Engagement, follow-up

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roman@n5r.com

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