Top positive review
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Must-have Book for a Sales Professional!
on February 10, 2017
This is a fantastic book for anyone involved in sales, and magnify this for REALTORS®, mortgage professionals, and anyone else involved in real estate because the main characters in the book are from the real estate industry.
The book opens with us joining a REALTOR® circa 2010 who has been struggling with sales since the meltdown of 2008-2009. He's been invited to lunch to meet with a mortgage lender. He debates even going, but figures he might as well get a free lunch.
He meets with the most charming mortgage lender who seems to know every little detail about the staff in the restaurant from the hostess, to the server, to other patrons. She has lunch with our struggling REALTOR® and later asks him to attend an event that she thinks he may benefit from after hearing that he's been struggling.
Our struggling REALTOR® reluctantly attends the event which turns out to be one of those Tony Robbins-type of motivational events with a pitch at the end of hiring a coach. Our struggling REALTOR® is impressed when his mortgage lender friend from lunch is called up on the stage to provide a testimonial and he ultimately decides to hire a coach.
The rest of the book takes us step by step through a coaching program with our struggling REALTOR®. We learn about building personal relationships and the virtue of being servant-minded in approach. We learn about mining our database, grading our prospects, and remembering how to ask for the business.
We learn about the seven levels of communication structured as a pyramid with the highest level being face-to-face or what I like to call belly-to-belly communication. This is what it's all about in building personal relationships. People want to work with people who they know, like, and trust and what better way to do this than going belly-to-belly.
We watch an incredible transformation of our struggling REALTOR® into a confident person who starts putting others first and in doing so he finds himself again and regains the success he had prior to the real estate meltdown.
I picked this book up at the perfect time as we head into what is going to be a record year in real estate. It's a great reminder of what real estate professionals need to be doing to achieve success. It's a great reminder that it's all about "them" and not about "you." This book is a must-read for any REALTOR®, mortgage lender, or any other real estate professional. I highly recommend this one for any sales professional for that matter.