Blog Request- “Sales Greats” Part I

Last Update: October 23, 2014

https://my.wealthyaffiliate.com/davyrobot/blog/third-time-luck/comment/2794691

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:

https://my.wealthyaffiliate.com/brooklynphil/blog/mentor-mentee-win-win

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:

https://my.wealthyaffiliate.com/brooklynphil/blog/sales-greats-part-ii

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gappleby Premium
Very good lesson for us IMers here, Phil. Actually, 2. OK, 3...

1. There are a few tasks that actually lead to income, and a whole bunch that don't. And the ones that do usually involves finding or closing a client or a prospect. In IM, it's marketing, sales, product creation or JVing, and funnels. Yes, content is King, and driving traffic is important. But when they show up...bill 'em!

2. What gets measured gets accomplished.

3. Hanging around successful people in your field...and following their advice...will revolutionize your business.

Success leaves clues.

Good post,

Gordon
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BrooklynPhil Premium
Great lessons, Gordon.
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Dan-L Premium
Thank you Phil.
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atlanticus Premium
Great stuff Phil, looking forward to the 2nd episode.
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BrooklynPhil Premium
Part II is ready, but I can't post it today, One Blog A Day.
Domani
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BrooklynPhil Premium
Okay, so no nibbles this time around on "Jaw's 4 Questions"
I'm going to give them to you without asking, because I want you to have them

Here are the 4 Questions “Jaws” taught me.
How long have you been looking?
What have you seen?
What’s been the problem?
Do you have your checkbook on you?

Here’s the why of those questions.
1. a client needs to see at least 20 apartments to learn the market, but I wasn’t a tour guide. I was going to show them a maximum of 5 apartments and they were going to rent one. If they hadn’t seen enough apartments I was sent them around the corner to another broker let them give them a tour. Then I would show them the apartment they were going to rent.

2. if you gave me the address “Jaws” knew the apartment, and he could show me a better one to close them on.

3. tell me the problem so I can bring you back to reality. I’ll show you exactly what you want, it won’t be in your budget, but I’ll show you. then close you on what you can afford, or what you really want.

4. I’m going to show you the best apartment in your price range. It won’t be here tomorrow, you had better be ready to write a check. Or why would I leave my office?

Every presentation I’ve done since 1984 has been a variation of those four questions. You've all heard of 'Assume The Close'... that's how it's done.

If you liked this Please hit the LIKE THIS button, and don’t forget to tip your waitress. ;^)
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1sourcebiz Premium
Nice!! Im going to have to write those down!!
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BrooklynPhil Premium
Brian, we only write down stuff we intend to forget. I didn't have to write them down when "Jaws" told them to me....

Of, course I did hear him ask those same exact questions to every client he spoke to. ;^)
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Sui_generis Premium
I like your stories but I have the added advantage of being able to see where you are although that park was a new one to me. Brian and Tom are both greats ...... after Napoleon of course.
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BrooklynPhil Premium
Napoleon Hill, Brian Tracy and Tom Hopkins will all be in tomorrows blog. Plus, Bullets, and Beansy, and Spider and Gordon Gekko. A whole melange of characters for your entertainment.
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BrooklynPhil Premium
I have more coming, I promise, but are we all caught up?
Do we all know who "Jaws" was? Who knows what the '4 Questions' are?
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1sourcebiz Premium
Wha ... o_O ... Nobody told me there was gonna be a test!!!
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BrooklynPhil Premium
It's not a test. I just wanted to get everybody on the same page.
"Sales Greats" started with "Jaws" and his '4 Questions'. There would have been no Tom Hopkins or Brian Tracy without "Jaws"
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OgGrover Premium
Enjoyed. Don't know Brian. Love Tom. More. Please?
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BrooklynPhil Premium
Grover, you should get to know Brian. I think you two would really get along.
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CarlaIves Premium
Love this stuff, Phil! I agree. . . can't stop now!
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davyrobot Premium
more! - More!! - More!!!

You can't stop - now! :)
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BrooklynPhil Premium
"more! - More!! - More!!!"
How do you like it...How do you like it...?
Sing it with me....
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davyrobot Premium
Hi Phil! -

I like it a lot! :)
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WillingToTry Premium
Thanks Phil, the story about the ex football coach and the Two bedroom apartment is an excellent example of the counter-intuitive principle at work!
~Arthur
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BrooklynPhil Premium
Arthur, do you remember Craig T. Nelson from the tv show "Coach" that's exactly who he looked like, acted like too?
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1sourcebiz Premium
Nice teaser article Phil ...
I'm actually reading Brian Tracy's book 'NO Excuses' now. I can't wait to read your story.
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BrooklynPhil Premium
Have you ever read "Flight Plan"?
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1sourcebiz Premium
Not yet - I get the feeling I'm going to though :o)
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kholmes Premium
Great post, it was funny you brought up "Jaws". My first 3 affiliates I joined after joining WA were (J)aaxy, (A)mazon, (W)ealthy Affiliate and (S)empre Fi Web Design. I called it: "The JAWS of Creation". Lol...I like to play with words and numbers a great deal, I find it quite amusing. :))
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dhayman Premium
Thanks for the great story.
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wendyk Premium
Excellent Post. I really enjoyed it.
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jonw Premium
Such a tease! Lovin it. :-) Jon
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mlshands Premium
Part II? Yay!! You are an interesting man Mr. Phil!
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Christabelle Premium
Great post! Looking forward to the next chapter! Christa :)
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BrooklynPhil Premium
are you coming back for part II?
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jazminf Premium
Absolutely Phil:)
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jazminf Premium
Awesome story Phil,I really enjoyed it. Thank you for sharing:)
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