When Kevin Barbarita started in the business--at the tender age of 19--he feared his boyish face would keep him from selling homes. But 10 years later, Barbarita finally broke down and plastered his mug on his advertisements and Web site.
For most salespeople, being the No. 1 producer in town would be reason to celebrate. But for Bonnie Clement of Stovroff Realty in Amherst, N.Y., the joy of smashing all sales records for her office last year was muted by the death of her husband.
In a city known for ethnic diversity, the Matats fit right in. Samy Matat grew up in Egypt, where his parents had a real estate investment company. He came to the United States in the early 1980s. Jackie grew up in Peru and moved here in 1989.
For Young Kim, what counts are qualities that have always been important in sales--friendliness, honesty, and a sincere desire to be of assistance--but that sometimes get overshadowed in a red-hot market.
No sales strategy is debated more among salespeople than cold calling. Some break out in hives at the very idea. Others say it’s the foundation of their business. Pat Cannizzaro says getting over her fear of cold calling changed her success rate almost overnight.
Imagine your phone ringing at 9:30 one Sunday night. On the other end is Amazon.com, which has hand-picked you to select sites for its distribution centers worldwide. Just one catch: No one can know who the tenant is.