You--today's salespeople--are becoming more independent-minded entrepreneurs. Top producers, for instance, are starting to take on some of the responsibilities--like advertising and marketing--they were once content to leave up to their brokers. In the long run, such a revolution could mean they're getting ready to jump ship and set up and staff their own shops.
If you are just starting to work with immigrant buyers and are a little skittish about customs or have doubts about your skills, take a look at some of these quick tips for improving your foreign relations.
For just a moment, visualize your sales and marketing materials as a house. Would it be the most attractive on the block, withstanding the gusts of competition and pleasing those who step in for a closer look? Or would it be a fixer-upper, showing its age and the places where you've skimped on repairs?
A number of buyer's representatives, especially those who entered the market before 1993, are well trained and understand their legal duties. In recent years, however, an overwhelming number of salespeople have switched from subagency to buyer agency in response to shifting consumer demand, according to industry observers.
Arlene Alpert, licensed psychotherapist and business adviser, says here are some areas you can review to determine whether you have the right stuff for sales success. Included are a few suggestions for improving or revitalizing certain strengths.