My family and I started going to church when I was 10. That year, 1987 or ’88, I was in my first youth musical. It was called Fat Fat Jehoshaphat. I still go to that church. In fact, I met my wife in that youth choir.
Many of you may not know this about me, but I am a Sunday School teacher. It may be the most fun and rewarding thing I get to do every week. I’m going to share with you my favorite closing technique, and it is straight from the Old Testament.
Now I understand some of you aren’t the bible-believing type. That is fine. I challenge you to hang with me for the next couple minutes. I promise you there is something for you in this post.
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How to Thrive as a New to the Business (N2B) CRE Webinar
CRE brokerage does not come with a playbook or a manual. It is super easy to get into CRE, but very difficult to survive – let alone thrive. In this webinar, we discuss:
- How the N2B broker should spend their time to rapidly ramp up their career
- How to implement a targeted prospecting system to generate consistent deal flow
- How to track your metrics and analyze your pipeline
For more information on the N2B Program through the Massimo Group, CLICK HERE.
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“Put that coffee down. Coffee is for closers.” ~ Blake
In 1992, a movie came out titled Glengarry Glen Ross based on a play of the same name. It is a classic sales movie – more for the cast than the ethics for sure. You get to see Al Pacino, Alec Baldwin, Jack Lemmon, Kevin Spacey, Ed Harris, and Alan Arkin.
In one scene, Blake, played by a young Alec Baldwin, holds a meeting with the sales staff. In that meeting, he introduces to the team the AIDA method of prospecting. (If it weren’t so R rated, I would provide a youtube link to this scene.)
- Attention – “Do I have your attention?”
- Interest – “Are you interested? I know you are ‘cuz it is…”
- Decision – “Have you made your decision for Christ?”
- Action – “And action.”
You can trace the first iterations of this method all the way to the 1900’s. At the Massimo Group, we believe this method is outdated. So we’ve come up with our own version. Our version allows anyone in sales to secure more meetings through their prospecting.
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Free Webinar - How to Thrive as a New to the Business Broker
Join Rod Santomassimo, founder and president of the Massimo Group, and I as we share how to thrive as a N2B broker. We are also going to announce two exciting offers during the webinar.
If you are a CRE broker with 2 years of experience or less, you should be on this webinar. If you employ new brokers, or are trying to recruit them, you should be on this webinar.
The session referenced in this video filled up so quickly we had to open up a 2nd session. The second session is at 3pm Eastern today.
You can REGISTER HERE.
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When an emotion is triggered in your brain, your nervous systems responds by creating feelings in your body (what many people refer to as a “gut feeling”) and certain thoughts in your mind. ~ Mary Lamia, Ph.D., clinical psychologist
From 2002 – 2004, I was stationed in Georgia. One day, a door to door salesman came to our door selling a “world-changing” vacuum cleaner. The first thing he did was offer me a free hat because I had opened the door. He then went into his pitch. I politely interrupted telling him we weren’t interested.
Maximize your prospecting with emotional triggers
He then asked me a second request. Would I allow him to give me a demonstration? If nothing else, he would clean part of our house for us. I said yes.
One hour later, he was still in my home. Truth be told, I’ve never been more impressed with a vacuum cleaner. The only thing that kept me from buying it was it was very expensive. We simply didn’t have the money.
This salesman did a fantastic job using emotional triggers to get a desired result from me. And it worked…almost. Emotional triggers fall in the realm of evolutionary psychology. Essentially, triggers are events and tactics that “trigger” certain emotions. If you understand emotional triggers, you can use them to your advantage.
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Wow! Because of the overwhelming demand and the fact that the first session filled up so quickly, we have decided to open a second session of the free webinar: “How to Thrive as a New to Business Broker”
Free Webinar: Join me and Rod Santomassimo, founder and president of the Massimo Group, as we share the keys to thriving in Commercial Real Estate as a new to the business broker. In this webinar, we will show you:
- Keys to success for new to business brokers
- What it takes to create a solid start to a prosperous career
- Specific strategies and tactics that will help you generate early income
This webinar is guaranteed to give you actionable tactics you can immediately apply to your business. If you are a new to the business broker, or the broker/owner who employs them, you want to be on this webinar.
Plus, we will be announcing two special offers to attendees.
Join hundreds already registered for the call, and I look forward connecting with you soon!
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| Date: |
January 23, 2015 |
| Time: |
3:00 pm Eastern |
| Event: |
2nd Session | Free Webinar: How to Thrive as a New to the Business Broker |
| Topic: |
How to Thrive as a New to Business Broker |
| Sponsor: |
The Massimo Group |
| Venue: |
Live Webinar |
| Public: |
Public |
| Registration: |
Click here to register. |
Free Webinar: Join me and Rod Santomassimo, founder and president of the Massimo Group, as we share the keys to thriving in Commercial Real Estate as a new to the business broker. In this webinar, we will show you:
- Keys to success for new to business brokers
- What it takes to create a solid start to a prosperous career
- Specific strategies and tactics that will help you generate early income
This webinar is guaranteed to give you actionable tactics you can immediately apply to your business. If you are a new to the business broker, or the broker/owner who employs them, you want to be on this webinar.
Plus, we will be announcing two special offers to attendees.
Join over 150 already registered for the call, and I look forward connecting with you soon!
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| Date: |
January 23, 2015 |
| Time: |
1:00 - 2:00 pm Eastern |
| Event: |
Free Webinar: How to Thrive as a New to the Business Broker |
| Topic: |
Free Webinar: How to Thrive as a New to the Business Broker |
| Venue: |
Live Webinar |
| Public: |
Public |
| Registration: |
Click here to register. |
Webinar: I am excited about being the presenter during tomorrow’s webinar hosted by Matthew Smith of RealNex featuring the Massimo Group – History is a Great Forecaster – Identifying Future Income Opportunities. In this webinar you will learn:
- Methods of collecting historical data
- How to use tools already at your disposal to become the recognized expert in your market
- How to use historical transactional data to identify trends
- How to use market data to close for more meetings
Join over 500 already registered, and I will see you tomorrow!
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“Clock in – let’s go to work!” ~ Bobby Grant
I ran cross country and track in high school. I was active duty Marine Corps for 5 years, 2 months, and 4 days (who’s counting?). In the ten years I’ve been out, I’ve gone through spurts of working out. Nothing has prepared me for this.
One of my personal development goals for 2015 is to work out with a personal trainer 2 times a week. I’ve never done this before. I’ve been active my entire life. I know how to work out. However, I want to get in the best shape of my life. I want to be able to out-play my 3 kids. I want to become the best version of myself and maximize my effectiveness. I want to be healthy for as long as possible.
I love when my trainer says the quote above. It motivates me. It reminds me that the breath I’m trying to catch can be caught later. I’m there to work. After just a couple workouts, I regret that I haven’t worked with a trainer sooner.
You may be thinking, “I don’t need a trainer/coach.” Consider this. The elite in any industry have coaches. Obviously, all elite athletes have coaches. Did you know that most of the CEO’s for fortune 500 companies have coaches? The best of the best rely on coaches. They relentlessly pursue personal development. It is the mediocre and average who think they don’t need it.
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You will be the same person in five years as you are today except for the people you meet and the books you read. ~ Charlie “Tremendous” Jones.
I love this quote. I was listening to Tony Robbins this morning while working out, and he said something to the tune of, “If you want to make more money, become more valuable.” This is what I’m talking about when I write about personal development. How can we become more valuable? In our careers? In our relationships? In life in general?
Photo by iStock.com
I may have told this story before, but my 2nd grade teacher changed my life. I used to cut up my worksheets and send notes to the girls in class. Mrs. Hastings moved my desk behind hers separating me from the rest of the class. She then pulled the best out of me. She introduced me to what achievement felt like, and I liked it!
The Marine Corps introduced me to what excellence felt like. They demanded it. Boot camp was the first time I experienced a culture of excellence. Until then, I’d done just enough to achieve and meet expectations. Exposure to the Marine culture taught me how to dream about what was possible. I’m so thankful to have had that experience. It unlocked a passion in me for personal development – or becoming more valuable.
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