Affluent Buyers

Institute For Luxury Home Marketing

Working with affluent buyers can be incredibly rewarding but comes with its own set of challenges. Higher net worth individuals don’t always have the same set of motivations as traditional buyers. Not just that, but luxury markets require their own set of research.

Whether you are new to working in more affluent markets or a seasoned professional, it’s critical to continually shift your mindset to understand and adapt to the market conditions and the requirements of these higher net worth individuals.

Here’s what you should remember when it comes to wealthy clients.


In today’s market there are more affluent buyers than ever before. Wealth-X states that globally in 2015 there were 212,615 ultra high net worth individuals and predicts that by 2020 this number will have increased to 318,000; forecasting total wealth assets rising from $31 trillion in 2018 to $46.2 trillion by 2020. In the US, personal wealth of high net worth individuals grew by $8.5 trillion, 197 cities have a median home value of $1 million (up from 164 in 2017) and the number of sales above $1 million rose 6% in the last year.

The most common affluent buyers can be grouped in three categories.

  • The mass affluent: These high net worth individuals have at least $1 million in net worth and household earnings of about $125,000 or more annually.
  • High net worth individuals: These buyers have between $1 million and $30 million in investable assets and 2.5 million people have assets of $5 million plus.
  • Ultra high net worth individuals: Buyers who have at least $30 million in investable assets and their combined wealth in 2018 is approx. $31 trillion.

There are three additional categories that a minority of affluent buyers fall in: centi-millionaires, demi-billionaires and billionaires.


Affluent buyers might not necessarily stand out to you right away. Here are some characteristics of certain high net worth clients in the “mass affluent” and “high net worth” categories from above:

  • Save 15% to 20% of gross incomes.
  • Don’t lead luxurious lifestyles.
  • 76% are married.
  • 41% have children under 18 years old.
  • 24% are in top management.

Since some purchasers may be stretching to break into the luxury market, sometimes it’s a good idea to qualify buyers before you get deep into negotiations for a property. You can do this by tactfully suggesting they prepare a verification of assets from a financial institution in order to negotiate more effectively. Introducing qualified individuals to an appropriate lender can also help you get all your bases covered before you get too involved in any particular negotiation.


Avoid beginner’s mistakes by keeping these core concepts about luxury clients in mind.


If you’ve been a real estate agent for a while, you probably have some knowledge on the traditional market. While this is certainly helpful, don’t assume the luxury market is reacting to economic changes in the same way. Here are some ways to evaluate the luxury market:

  • Inventory levels: If they’re low, it could be difficult for clients on the lower end of this demographic to purchase, but when inventory’s high that’s a good time for new buyers to break in.
  • Watch for catalysts: Just like the traditional market, macro and micro events could influence pricing in the luxury market. These events might not necessarily be the same in each market, so don’t assume one catalyst will spell the same outcome for clients at every price point.
  • Divide your upper-tier marketing into price ranges: The upper tier of the marketplace isn’t homogenous. Within it there are several different price ranges for luxury homes that you’ll want to understand in your market. We recommend doing a price brand analysis that includes factors such as a listing’s average days-on-market, percentage of list price for which the property sold, the level of inventory within each price range and the number of sales by price range.

It can be challenging to find new clients when breaking into the luxury market as an agent. That’s why it’s advantageous to keep an eye on cities that are seeing new luxury growth beyond the major, well-established luxury markets in the U.S.

Since new markets are always emerging, you’ll need to do your research about nationwide markets. Once you’ve identified some that you feel you might be able to break into as an agent, brainstorm how you can find clients in those markets. Perhaps clients in your location who are looking for a second property might find an emerging luxury market fits their strategy and you can help them purchase. Maybe you reach out to potential clients in emerging luxury markets with some expertise they want to take advantage of. The key is finding a strategy and putting it to work.


Many affluent buyers are leaders in their industries and well accustomed to staying attuned to changes in their own markets. They’ll want you to do the same if you’re going to work with them and expect to have intelligent conversations backed by industry data. If you’re not doing quality research you could find it harder to connect and retain affluent buyers. The Institute for Luxury Home Marketing provides members with insights on up to 60 luxury markets from across North America to help you stay on top of the game.


Succeeding with affluent buyers means understanding their motivations and how their specific luxury market is reacting to changes in the current political and economic landscape. Educating yourself on both these elements can help you prepare for success as a real estate agent to the wealthy.

Article from Institute For Luxury Home Marketing

Why Houses DO NOT Sell In A Strong Market

Strong Housing Market

The KCM Crew discovered that many homeowners find themselves asking the question, “If we’re currently in a strong real estate market, why won’t my house sell?” 

There are houses selling every single day because they are listed at the right price, have the right marketing plan, and are staged for the sale. If for some reason your home didn’t sell and you’re still motivated to get it sold, contact a local real estate professional who can help you figure out the reason your house isn’t selling!

Below are the 5 most common reasons why a listing contract will expire:

1. The Price

Sometimes when the market is hot, homeowners attempt to set their listing price higher. Their hope is that a motivated buyer will be willing to pay any price for a house in their desired neighborhood! Sellers must remember, though, that in today’s market a house must be sold twice; first to the buyer and then to their bank.

A buyer can agree to pay the homeowner’s asking price, but after the bank conducts their appraisal, the price might need to be adjusted. The bank will only give the buyer a mortgage for the value of determined in the appraisal.

Sellers must also keep in mind that today’s homebuyers are well-educated. Before they look to buy a house, they have already seen many houses online. They’ve done their research on the neighborhoods they are interested in, including information on the school districts in the area.

They will know if your house seems overpriced and will not waste their time considering it. This is why it’s so important to make sure that your home is priced right from day one on the market!

2. The Condition of the House

In many areas, builders are taking advantage of the lack of inventory of homes for sale by building new houses. These newly constructed homes create competition for existing homes in the market. For this reason, many homeowners are making renovations and updates to their homes to compete with the new construction in their marketplace.

Most agents recommend that homeowners declutter their houses before putting them on the market. Buyers want to be able to imagine themselves living in the home instead of focusing on the current homeowner’s decor.

It’s important to take care of the small problems like dripping faucets and torn screens, while also remembering to remove any posters hanging in your teenager’s bedroom. Making sure your home is in perfect condition will make buyers fall in love with it and will ultimately help you get the right price for your house!

3. Seller’s Motivation

Why did the seller put their house on the market in the first place? Is the seller’s motivation still the same as it was when they first listed?

If homeowners are really motivated to sell, they will make sure their houses are both priced right and in good condition. The seller’s motivation will push them to consider all offers and help them make the right decision for their family’s future.

4. Marketing Plan

Having a marketing plan is important! According to NAR’s 2018 Profile of Home Buyers and Sellers, 95% of buyers searched online for a home last year. The days of looking for a newspaper ad or yard sign in your preferred neighborhood are over.

If you want to sell your home, you need a real estate professional who understands your local market and knows how to promote your home online. Something as simple as using pictures taken by a professional photographer can make a huge impact in advertising your home!

5. Lack of Communication with Your Agent

Keeping an open line of communication with your agent is crucial in getting your home sold with the least amount of hassles, in the right amount of time, and for the right price! From the beginning, establish a continuous line of communication with your agent, and make sure you review your agreement often to see if any changes need to be made. For example, adjusting the selling price!

via The KCM Crew

Thinking Of Selling Your Home? Why You Need A Pro In Your Corner

Selling Your Home - Hire A Pro

Keeping Current Matters: With home prices on the rise and buyer demand strong, some sellers may be tempted to try and sell their homes on their own (FSBO) without using the services of a real estate professional.

Real estate agents are trained and experienced in negotiation and, in most cases, the seller is not. Sellers must realize that their ability to negotiate will determine whether or not they get the best deal for themselves and their families.

Here is a list of some of the people with whom the seller must be prepared to negotiate if they decide to FSBO:

  • The buyer who wants the best deal possible
  • The buyer’s agent who solely represents the best interest of the buyer
  • The buyer’s attorney (in some parts of the country)
  • The home inspection companies, which work for the buyer and will almost always find some problems with the house
  • The termite company if there are challenges
  • The buyer’s lender if the structure of the mortgage requires the sellers’ participation
  • The appraiser if there is a question of value
  • The title company if there are challenges with certificates of occupancy (CO) or other permits
  • The town or municipality if you need to get the CO permits mentioned above
  • The buyer’s buyer in case there are challenges with the house your buyer is selling
  • Your bank in the case of a short sale

Bottom Line

The percentage of sellers who have hired real estate agents to sell their homes has increased steadily over the last 20 years. Please give us a call and see the difference we can make in easing the process of selling your home.  ForeSite Residential Real Estate 727-895-6200 

via Keeping Current Matters

The Consumer’s Guide to Hiring an Amazing Real Estate Agent

Hiring Amazing Real Estate Agents

When you’re buying or selling a home, it’s crucial to work with a qualified real estate agent. Not just a professional, but an amazing agent and a market expert. So how do you ensure you’re hiring an amazing real estate agent?

There are currently more than two million real estate professionals in North America.1,2 With so many options to choose from, how does a prospective home buyer or seller choose the right agent or broker? According to the National Association of Realtors®, trust and reputation are the top deciding factors consumers use when hiring an agent.3

But how do you measure trust and reputation … and what criteria can be used to help you make your decision?

In this guide, we’ve outlined the top attributes that amazing agents possess, as well as the questions you can ask to make sure you’re working with the right market expert to achieve your real estate goals. 


As we mentioned above, not all real estate professionals are the same. And it’s easy to be overwhelmed by the options and information about working with real estate professionals to buy or sell your home. In fact, many real estate markets are oversaturated with agents.

To help you understand what makes top agents and market experts stand apart from the competition, following are five key attributes of an amazing agent:

  1. A Pricing Specialist

If an agent has their real estate license, they know the basics of the transaction process. They know what goes into buying and selling a home. However, there’s a difference between knowing the process and navigating it for an ideal result. This ideal result often means buying or selling a home for the best price.

For buyers, amazing agents have a strong understanding of market trends, competition, and how to make your offer attractive to sellers. They can help you identify and secure a deal to ensure you get the home you want, within your desired budget.

If you’re selling a home, market experts have experience pricing homes optimally for the market, and creating pricing plans to minimize the time spent selling the home. This will help you sell for your desired price, and avoid costs like additional mortgage and utility payments.

Takeaway: Whether buying or selling a home, pricing can be tricky. Market experts can help navigate best-possible pricing strategies, and also secure the home you want within your budget.

  1. An Effective Time Manager

It’s common to underestimate the amount of time it takes to buy or sell your home. The average real estate agent may not be utilizing the latest tools and technology to make the transaction easier and more cost effective for their clients. Market experts have tools and strategies at their disposal to minimize the amount of time you spend on the process.

For sellers, market experts can make sure you only deal with qualified buyers, not the “window shoppers” who can waste your time. We also utilize the latest marketing practices to advertise and price your home effectively, ensuring it gets sold quickly.

When looking to buy a home, inexperienced agents may waste your time by showing you homes that are not a good fit for you. A market expert knows how to prioritize your needs and wants to find you the ideal home within your budget. They also know how to spot “red flags” and can steer you away from homes that are likely to turn up major issues in a real estate inspection, saving you time and money.

In addition, well-networked Realtors can gain access to the hottest listings before many websites do. Their extensive professional networks can help identify “pre-list” homes before they’re officially on the market. This can be invaluable in a highly-competitive real estate market.

Takeaway: Even a well-intentioned agent may not have the skills, tools or technology to make the experience easy for you. There are lots of hidden activities that may take up unexpected time, and a market expert will save you time and energy.

  1. A Market Insider

While most agents can pull market stats about a neighborhood, community or city, they may not understand important trends or developments that would affect your transaction. These can include the state of the school district, issues with a homeowner association, new businesses in the area, zoning rules or trends in home prices.

Market experts live and breathe local real estate and know the trigger points for buying and selling in this market. We also stay current on effective marketing and negotiation practices, resulting in our track record of success.

For sellers, we understand what features of your home and neighborhood are assets in the selling process. And for buyers, we share a deep understanding of market factors, including school and neighborhood quality, crime statistics, speed of sales and more.

Takeaway: Getting relevant and specific market knowledge can be difficult and time consuming, which is why many real estate agents don’t have it. Whether you’re buying or selling a home, an experienced real estate agent is often the best source of information about a city, neighborhood, or even street … we’re literally conducting market research every day.

  1. A Strong Negotiator

Amazing agents truly set themselves apart in their ability to negotiate. Unfortunately, a large portion of agents don’t commit their full time to increasing this key skill.

Real estate negotiations can be challenging, even for seasoned professionals. It takes skill, experience and a knowledge of how to fight for your client’s best interests. While any agent can enter negotiations to buy or sell a home, they may not know the effective strategies to exit those negotiations with the result you want.

Experienced Realtors focus on negotiation as a key skill. We understand what to do before entering negotiations (establishing the upper hand to set up the best outcome), as well as during the process (when to offer or accept concessions).

Takeaway: Many agents can feel the stress of the negotiation process, and may agree to terms of the buyer/seller. Working with a market expert will help ensure you get the best deal, not just the fastest deal.

  1. An Effective Closer

Closing a deal fast is often a good thing. For buyers, it means you found the home you wanted quickly. For sellers, it often means you can avoid the added expenses of mortgage and utility payments, and maximize the value of your home sale.

However, an agent solely focused on speed can make decisions that aren’t in your best interests. Top real estate professionals know how to not only achieve your real estate goals quickly, but in the right way to avoid potential pitfalls.

Just like negotiations, the paperwork and process of closing a real estate transaction are complicated. And they can be overwhelming for the average agent who hasn’t handled a lot of transactions. Sales contracts, property disclosures, occupancy agreements and even lead paint records need to be executed with precision. Your agent not only needs to be familiar with these, but also stay current on any changes in requirements or regulations.

Market experts have a strong understanding of real estate contracts, timelines, clauses and contingencies within the closing process. In fact, avoiding pitfalls during the closing process is where many sellers find an experienced Realtor is a huge asset.

Takeaway: Many agents don’t have a firm understanding of contracts. Because a real estate transaction often involves a significant investment, even a small mistake can mean serious trouble. With that in mind, it’s often best, and most responsible, to work with a true market expert.


So how do you know if you’re working with an amazing agent?

The first step would be to “shop around.” Many people work with the first agent they come across without a firm understanding of their level of experience. It’s always a good idea to interview a number of agents before selecting one. If you’ve gotten referrals from people you trust, then you may only need to interview 2-3 agents.

However, it can be tough to know what to ask in the interview process. Here are some questions that can help you qualify the best agent to help you achieve your real estate goals:

  1. Can you send me some information about yourself?

Look for professionalism and consistency. What are their professional accomplishments? Also, try to identify how they approach their work. Look for a business person who has a strategy and solid support system. If they’re a newer agent, ask about their team’s dynamic and accomplishments.

  1. How long have you been in real estate?

The average Realtor has 10 years of experience4. But while longevity is important, even more telling are the number of transactions they have closed or been involved in. So feel free to also ask: “How many homes have you sold in this area?”

  1. What will you do to keep me informed?

Do you want daily or weekly reports from your agent? Will the agent be able to meet these expectations? Determine how much communication you want, and then find an agent who will give you the attention and time you want and deserve.

  1. Can you provide me with further resources I may need?

From market reports and pricing trends to school performance and crime statistics, top agents have resources at their disposal. In addition, market experts have built strong relationships with their extended team of professionals, and can often get expedient service or be able to “cash in a favor” for you should a need arise.

  1. Seller only: Can you share with me your plan to market my property? Many agents will simply put your home in the MLS and wait for it to sell. An amazing agent should have a detailed plan of how to get your home exposure on social media, to their local networks, and more.


Now that you’re armed with the 5 Attributes of Amazing Agents and the Top Questions to ensure you work with the best possible real estate agent, you’re ready to start interviewing agents.

We’d love an opportunity to win your business. Please schedule a free consultation with us to find out how true market experts can help you achieve your real estate goals!


  1. National Association of REALTORS – https://www.nar.realtor/field-guides/field-guide-to-quick-real-estate-statistics
  2. Financial Post – http://business.financialpost.com/personal-finance/mortgages-real-estate/canada-housing-bubble-agents/wcm/b49d4e3a-bd8d-4d1c-9566-bd3d80c8e23a
  3. National Association of REALTORS –


  1. National Association of REALTORS – https://www.nar.realtor/field-guides/field-guide-to-quick-real-estate-statistics

Meet Joe Girard–World’s #1 Retail Salesperson

I published this blog 8 years ago on my personal site, and and have never forgotten the incredible success Joe Girard had in retail sales.  How many different ways you can apply these lessons to real estate sales?

Joe GirardJoe Girard figured out—quickly I might add—that personal branding is what sets the champions apart.  If you’re like me, you take pleasure in learning about and applying people’s personal success stories.  Please enjoy this shortened (you can thank me later) edit of an April, 2008 blog by Mike Reining about this amazing sales professional.

For over 12 years in a row, Joe Girard was the #1 retail salesperson in the world and he still holds the world record today.

On average, he used to sell 6 cars per day!

I like you.

Those three words are at the core of what made Joe Girard successful.

Joe Girard did not get into selling right away.  Whenever someone came into Joe’s office he would hand people an “I like you pin.”  “Even if you don’t buy, I like you… but I know you will buy.”

How did you become the world’s $1 salesperson in the toughest business in the world?

Life is a game and you gotta know what you are playing.  Whatever you do and whatever you are selling you are not selling.  You must never stop learning more about this game… what makes people tick, what makes people buy, what makes people do what they do.

Constantly strive to improve yourself. “I am never satisfied.”  If you are satisfied… then you are dead.

I watch both the smart people and the dumb people so that I can see what makes good people good, and what makes bad people bad.

“Every morning that I get up, I say that somebody is going to pay for getting me out of bed.  I love to sleep.”

“The night before tomorrow I plan my day.  You must have a plan to make sure they pay.”

“Whatever it is that you are selling… I will prove to you that you are not really selling those things.”

“What’s your secret?”

“If there is one word I detest is the word secret.  There is no secret.  If there was a secret nobody would be sharing it with you.  There are no secrets.”

“I have tried all the shortcuts to make the fast dollar but I could never do it.”

He was 1 of 42 salesmen on the showroom floor.  Everyone sold on average 5 cars a month, while Joe was selling 6 or more per day!

First you must find the job you love.  Joe says “I never worked a day in my life, I played!”

Never leave because the grass is greener on the other side.  You stay and grow like a tree and the bigger the tree gets, the more money you are going to make.  A lot of times I wanted to quit because of a problem.

But you want to know something? A problem is like a gift from God. It is your opportunity to grow stronger.

Always hang around people that can help you, successful people, people that know about the power of positive thinking.  I never want to talk to somebody unless they have something good to say.

You gotta be like a race horse.  Put on you blinders r before leaving the house so that you don’t have any distractions.  Every move you make needs to be positive.  Stay focused on your life.

A few things that will kill you:

  • Selling a few things on the side
  • Put all your focus and energy on ONE thing and you will rise and soar to the very top
  • Sneaking out to play golf. Be committed –when you eat you eat, when you work you work… do not mingle and mix them up.  Sneaking out of work means you are a loser.

Joe went through the extremes… he used to have a brown bag lunch everyday.  He never had lunch with his employees because he could not sell them anything.  He also would NEVER ever take a 2 1/2 hour lunch.  When you cheat on lunch, you cheat yourself out of success..

Joe says he once failed in business and it was because he did not focus.

How did Joe end up selling cars?

He got on the bus and did not know where to go!  He got off the bus and in front of him was a car dealership.  He walked in, and asked for a job.  The manager said he could not hire him because he had never sold a car before.  Joe said… “just give me a desk and a phone and within 2 months I will beat everyone you have on board.”

What happened then? Joe just started handling the phone but when he walked downstairs at the end of the day… he walked downstairs and there was nobody there.  All the losers had left and now he was alone with the customers.

He sold the first customer that day and the customer said “you know what Joe, I have never seen anyone beg like you.”  Joe was not afraid to get on his hands and knees and beg.

After this Joe said “I am going to climb this mountain with imaginary blinders on to always stay focused.  I don’t care if anyone laughs at me… I will always keep climbing to the top.”

Joe sold cars for 15 years.  In the first 3 years he developed a system that was driving people to his door in droves.  People outside his office were screaming to in into his door and he used to say, “the longer you have to wait… the cheaper it will get for you.

In his last 12 years… if you did not have an appointment you could not get into Joe’s office.  You could not even buy a car from Joe without an appointment!

What is the world’s greatest advertisement in the world?  It is word-of-mouth.  Why did people go to him… because Joe likes you.

“I like to look at people’s lips.  I learn more from people’s lips than from any other part of their body.”

“I am going to show you how to sell something to someone so that they will never forget your name until you are dead.”

How did he become so successful?  He had a burning desire and he always remembered where he had come from and then he just focused.  Take it slow… go easy… plan your work and work the plan.

“I am so organized it is sickening.” 

Joe Girard never had the chance to graduate from high school.  Instead, I graduated from the world’s best university called “Street University.”

When it comes to mailing people… don’t add your company name to the envelope.  What did Joe do?  He just added “I Like You” to the card.  He used to send out 16,000 envelopes a month, each containing two business cards.  Anyone that did or did not buy from him got into his mailing system.

Joe’s first card just said:

  • I like you (on outside)
  • and I wish you a happy new year.
  • Joe Girard

That’s it!  He did not do anything else!

In February

  • I like you
  • and I want to wish you a happy valentines day

Every month he is coming into your house in the mailbox.

  • In March – Happy Saint Patty’s day
  • In April – Happy Easter
  • In May – Happy Mothers Day
  • In June – Happy Fathers Day
  • In July – Happy 4th of July
  • In August – Send me a customer and I give you $50
    etc… etc…

NOTE: The beauty of his mailing system is that it is so simple!  Every year he had an artist draw up 12 cards and then send them out.  That’s all he did.  Why has no one ever created an auto-responder with simple greeting cards?  Could this be worth testing?  I sure think so!

Customers would move and he’d to get up to 50 envelopes back.  Instead of ignoring these, he would update his records… nobody could escape him.

Joe Girard: “I will burn my name in your brain.”

Joe’s secret was to get customers to come in the door.  He did not sell customers from the floor.

In his second month, Joe was the #1 sales person in the company.  You know what happened?  His manager called him into his office and said that the other salespeople were complaining that he was stealing customers.  He said that he had to let Joe go.  So, Joe got fired!

Can you believe that?  He got fired because the losers, people that could not perform were complaining.  That’s just crazy!

People ask Joe, how can you keep up and sell so many cars per month?

He started hiring people to assist him.  He ran his office like a doctors office.  He created a well tuned system that would keep him free so that he could do what he could do best.

How did you service so many?

He made a deal with a nice Italian restaurant and treated all of the people in the service department.  The mechanics loved him and took good care of Joe’s customers.  He told his customers that if they every had any problem with their car that he would take care of them right away!  Within 15-20 minutes they could walk into Joe’s office and have 3 mechanics look at their car.

What do you think they would do after this treatment?  They would tell everyone at church, at school, at home that there was nobody else like Joe Girard.

Who can you wine and dine to get to the top?  The name of the game is service, service, service!  Don’t have lunch by yourself or with your co-workers. Who can you have lunch with that can help you get to the top?  Take care of your customers, and they will take care of you.

People are sick and tired of being treated bad.

What is the most important thing a business person should do?  Market yourself!

Give everyone who comes in your card.  You gotta be like a farmer –they throw seeds all over the field.  Even when he paid his bills, he always put two cards inside.

“They call me crazy… sure I am crazy… at least people talk about me.  You gotta be crazy so that people know who you are!”

Everyone started writing about Joe Girard because of his crazy sales strategy.  This stuff works.  Put your card everywhere.

“People buy people.  That’s what people buy.”

Sell yourself and sell yourself the right way.  That’s the game we play.  I want you to be #1.

“I have never sold a car in my life.  I sold Joe Girard.”

The moment we get out of bed we are all salespeople.  We sell people to love us, to trust us, and to buy from us.  And once you have sold someone you have to service your customer.  You know what happens when you sell yourself to your husband and wife and stop selling and servicing?  You end up in divorce.

“People quit selling after they get what they want. So what I am trying to tell you is that the sale begins after the sale.  Anyone can sell something to someone one time.  The key is to get people to come back to you.”

After selling a customer Joe used to say “I am not excited about selling you.  You know what will excite me is if you come back from me a second time.”

Always compliment people on buying from you and compliment them for making a really good choice.

He also always said that you bought two things.  You bought a car and you bough Joe Girard.  Some say you cannot make money in service and I tell them that is crap.  Joe always showed them that he cared and that he loved them.

As soon as he got the sale Joe continued selling.  He would instantly put together another piece of mail that said:

  • I like you
  • Thank you
  • and two business cards

Dear Mr. Customer,
My family and I thank you for buying a car from me.  Remember what I said, if you get a lemon I will turn it into a Peach.

Second strategy.  After I sold you I hired you!  He would send customers a coupon and say, I will pay you $50 if you refer me.  You MUST give them something and show them appreciation.

You know what he used to say? “Where ever you go… I go.”  Joe used to put his business cards into the glove box so that customers could always hand out his cards when they asked where and who they bought the car from.

Three days after a sale, Joe would always get on the phone and talk to customers and ask them how the car was working out for them.  He always reminded them that if they bought a lemon, that he would turn it into a peach. He would also ask for referrals and remind them that he would pay people $50.

He would get 3 leads from making this call!  Every customer that comes in the door with the customer’s name on his card, Joe would pay $50.

NOTE: What if we started calling and thanking every single customer after they bought and asked them how it is working out for them?

“If you don’t promote yourself, nobody else is going to promote you.”

It was his customers that made Joe the #1 sales person.

Whatever happens in your life, you can beat it, you can get back up and climb to the mountain top!  Nobody is going to do nothing for you.  I can guarantee you that.  We are all alone in this world.  And I will prove to you that no one is better than you.

Before I did a sale, I would always disarm people’s fears.  Because everyone is afraid that people want to take money away from them.  Talk to your prospects how you would talk to your mother.  Be sincere… and start a conversation and LISTEN to your customer.  Keep your big mouth shut!

“We have one mouth and two ears… God is trying to tell us something.”

“It is tough to walk away from a good listener.”

And my second power… my face is your mirror and I smile and that gets the prospect smiling.  That’s my second power.

It takes 9 muscles to frown and none to smile.

Everybody has feelings.  You treat people good and they will buy from you and they will love you.  Show them that you cared!  People want to be loved.

The name of the game is treating people good.

Everyday I leave the house I start by looking into the mirror and start off by saying:

  • “I feel good”
  • “I feel great”
  • “I am Number 1”