Blog Request- “Sales Greats” Part I
davyrobot wrote: “And please Phil -- When you find time will you tell all of us here - about those time you saw the greats - like Brian Tracy?”
I was and still am flattered that somebody actually reads what I write, let alone tell me they want to hear more. I tell people I’ve been in Sales for 30 years, that’s a lie, I started in Real Estate in 1984, but I had been selling stuff way before that. We’re all in sales, whether you want to admit it or not. Some are better than others. The best you never know that you’re being sold.
High dollars sales really started for me in Real Estate. I’ve already told the story of my first
Mentor in Real Estate “Jaws” and the lessons he taught me. You can read more about that here:
The owner of the agency, was an ex-football coach and one of the greatest motivators I’ve ever met. We were all sitting in the office one day, mid February, with snow blowing outside, and the phone has stopped ringing. All the agents in the office at their desks. I could see the owner pacing in his office, and I could see the wheels turning.
He comes out of his office and he tells everybody, “Open you client books. I have a great two bedroom that is going to get rented today. I want you to call every client you have.” So, I open my client book and turn to my two bedroom clients. The boss looks at me and says, “Start with your studio clients!” I look at him like he’s been drinking, and I go “Why?”
So, he explains it to me like I’m a little slow, “Your studio clients have friends. We have a
two bedroom apartment in a Pre-War elevated building on the Upper East Side, that they not only can afford, they can’t afford to pass it up… Call them!” Okay Boss! I don’t think I made five phone calls before I had one of my clients chomping at the bit for the two bedroom, for her and her best friend. So, out into the blowing snow I go.
In a half hour, I’m back with my clients checks in hand, “Rented!” After, they left I told my boss, “What was so hot about that apartment? I’ve been showing it for months, what made it so hot today?” He looks outside at the falling snow and says, “How many studio apartment clients did you show it to?” That my friends is motivation and thinking outside the box.
That wasn’t the only Real Estate agency I worked for in my career, or the only sales masters I worked for. As I moved from, rentals to co-ops and condos, from brownstones to conversions. As the stakes went up so did the levels of sales skills. One of the best companies I worked for had several multi-millionair agents. That not only sold apartments, but bought and sold apartments. High stakes.
This company took improving the bottom line to a new degree. Not only were there, daily office meetings. There were monthly company meetings, always with a guest speaker. One week the guest speaker was the Broker Of The Year for four years in a row for the whole country . Not from where most people would think. Not Park Ave. or Madison Ave. or 5th Ave. not Riverside Drive or Central Park West… nope Flushing, NY.
If you ever saw ‘All In The Family’ Archie & Edith Bunker lived in Flushing. Just your average ‘blue collar, working man’s neighborhood’. How did his agents sell so much property? Genius... and volume.
His name was Nick, he was the broker, he was the man. In his office he had phones, but no desks, no chairs. Just a file cabinet for the agents paperwork, and counter where the phones were. His agents would come in, stand and call their appointments for the day. Then they were gone, to return only with their clients checks in hand and ready to buy. I had to ask during the Q & A session, “Why no chairs?” Nick looked at me and said, “Can you sell a house that a client hasn’t seen, while sitting in a chair?” I had to admit I couldn’t. I learned something that day, I will never forget.
I’m going to stop here, because I don’t want to bore you. I haven’t gotten to David’s request for stories about Brian Tracy or Tom Hopkins, but I will, next time. Ya’ll come back now ya’ hear?
Part II is here: