carladahlen's posterous

Fundamentals lead to Success, Realtor Brent Pay shares his Secrets

I had the pleasure of listening to a successful realtor, Brent Pay, share his experience with a group of fellow Century 21 realtors today.  Not from a “look at me, aren’t I wonderful” perspective…but from sharing perspective.  He listed off a number of fundamentals that he had stuck to over the past 3 years…which has led him to becoming one of the top producing realtors in his Kelowna community.  The amazing thing, is that he built his career, having just moved to the area, never having sold real estate before, and during a major market downturn.

Brent’s fundamentals include being easy to find through a consistent marketing program.  He develops strong relationships with his clients, based on trust and sound professional service.  He communicates proactively and face to face as much as possible.  Brent is an advocate of knowing your profession – keeping on top of your product, sales statistics, trends, and related industry information.  He concentrates on delivering results and creating a positive experience, which has resulted in referrals and repeat business.  

It’s not that these things are difficult… in fact, you could say that they are easy to do.  The trick is, that they are also easy NOT to do.  The hard part is having the discipline to be consistent and stick to your program.  Doing the fundamentals will lead to success…and Brent Pay is living proof.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.ca

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

The biggest mistakes salespeople make are more "life" mistakes than "sales" mistakes...

I was flipping through Jeffrey Gitomer’s “Little Red Book of Sales Answers”, when I came across the caption…

What are the biggest mistakes salespeople make? 

Go figure, the answers are more life related and not specific to sales…

1. Getting into sales for the money.  Getting into anything for the money will make it impossible to maintain high goals.  Love what you do…serve people, help others, and the money will come.
2. Failure to realize that attitude is at the core of success.  It all starts with anticipating positive outcomes & believing in yourself…than acting accordingly.
3. Blaming other people instead of taking responsibility.  Most failures are based on poor communication – what’s your role in this?
4. Blaming other circumstances instead of taking responsibility. Ask yourself…what could I have done differently, what part of this is under my control, how will I learn from this experience.  
5. Trying to sell.  The best sales communication…is 75% questions.  
6. Not having a deep enough belief in what you are selling…which in relationship based selling…is you! 

Thanks Jeffrey – these are great life lessons, er, um…should I say sales lessons.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.ca

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

It's the easy things in life that are the hardest...

“The things in life that are easy to do…are also the things in life that are hard to do”…one of my favorite quotes by the late Jim Rohn.  I heard Jim speak in Kelowna about 15 years ago and learned this lesson way back then.  Applying the lesson is something I am still working on today!  Take my blog for instance…it is really easy to take 15 – 20 minutes to share some insights, yet it’s been 2 months since I have written anything.  So is it easy…or is it hard? 

Jim used some examples of easy things: saving 10% of your income, donating to charity regularly, exercising 3 times a week…and how many of us consistently do these?  The long term results from paying attention to the easy things are amazing.  It’s a key success principle.  What is your number one allusive “easy thing” that you are willing to commit to consistently?  What will it do for you over time?  What goal will you achieve because of it?

Thanks Jim…15 years later and your coaching is still paying off. 

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.ca

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

Ever stop to think, and forget to start again?

All the thinking, planning and reflection you can muster will not get you anywhere unless you take action!  Stopping to think is a great idea…putting great ideas into action is even better.  Below is an interesting spin on “The Five MOST IMPORTANT Questions You Will Ever Ask About Your Organization”, a book by Peter Drucker, geared towards an individual:

Question 1:  What do you want to accomplish?

Question 2:  Who is your customer?

Question 3:  What does your customer value?

Question 4:  What steps will you take to provide that value and achieve your results?

Question 5:  How will you measure progress and results?

Looking for a business coach to get you from the idea stage to the results stage? Contact Carla@carladahlen.com and find out more about Performance Coaching.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Performance Coaching

250-550-2110

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

How to Make it to the Top

The first question to ask yourself – the top of what?  Know where it is you are going!  Somedays you might just be happy with making it to the top of your “to do” list…forget being top in your class, a top producer, or top dog.  Why is it, that somedays we feel as if we could slay dragons, and other days ripping lettuce is a challenge?  

Good news and bad news…The good news is that however strong, courageous, skilled or motivated we feel…it’s all in our head.  The bad news is that however weak, fearfull, incompetent or complacent we feel…it’s all in our head.  This old clique is so true: whether you believe you can, or believe you can’t – you are right.

The only thing stopping you from reaching your “top” is your beliefs.

Beliefs we have about ourselves, about other people, and the circumstances around us govern how we feel and our actions.  We act as if our beliefs are true, but in reality, we make them up.  Beliefs can empower or hold you back…the choice is yours.  Many of our beliefs are unconscious – and it’s not until you uncover them can you change them.

Coaching is an effective process to clear beliefs that hold you back and make it to the top.  Better yet, more often than not, coaching allows you to reach beyond places you ever “believed” possible.  What’s holding you back?

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.com

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

Real Estate Activity picking up in Kelowna

Houses are starting to sell much more quickly than they have been over the past year.  It’s a good sign of a recovering economy.  For  a Realtor in Kelowna, contact Century 21 Assurance at 1 -888-301-2121

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.com

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

How to Make BIG MONEY in selling Real Estate

There is no secret to making BIG MONEY in selling real estate…it all comes down to one word:  Prospecting.  Those who prospect the most, make the most.  It is really that simple.  

Granted, there are ways to prospect that are more effective.  There are skills to help build rapport, handle objections, and to close.  However, all the charisma and sales skills in the world won’t do you any good, if you aren’t talking to people.   You can hide behind email, web pages and social media all day long and never actually talk to a live body.  That would be like wearing a dark suit and peeing your pants…it will feel warm, but few people will notice.  If you want to get noticed – TALK to people…lots of people.  On the phone and face to face.  Have real, meaningful conversations.  Turn strangers into leads, turn leads into prospects and prospects into clients.  

Sales, it’s a numbers game.  Develop a plan and stick to it.  Having trouble sticking to your plan, hire a coach to hold you accountable.  Your success depends on it.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: carladahlen.com

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

Be Yourself, Everyone Else is Already Taken: Book by Mike Robbins on Authenticity

I just heard about the book, Be Yourself, Everyone Else is Already Taken.  While I haven’t ready the whole thing, it certainly peaks my interest.  It’s about being the person you were meant to be…being true to yourself…being authentic.

When I teach relationship building…I talk about being “like” the other person in order to be “liked” by them.  So who’s right? 

The basis for relationship building is the ability to easily and quickly build rapport.   Rapport is a feeling between two people, based on like and trust.  Further to that, people like people who are just like them.  So how does one be authentic or “your true self”, while applying the skills for relationship building?  Easy!  The answer lies in intention.  If you are trying to be like somebody else because you feel they are better in some way – step back and re-evaluate.  If you are trying to be like them…in order to more easily communicate – you found the key.  The only part of yourself that you are changing are the words you may choose, your tonality or physiology…and that change is simply a temporary shift to make things easier for the person you are with.  So go ahead and make my day…be like somebody else!

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Follow me on Twitter:  http://twitter.com/CarlaDahlen 

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

Want to make more money in sales...get more people to like you!

Research supports that people tend to buy from people they like.  And, it goes further to prove that people tend to like people who are just like them.

So what does this mean for salespeople? 

1. You must first know yourself – your behavioral style, your selling style, and how people perceive you.
2. You must also be aware of others behavioral and buying styles, and how they want to be treated, both at a conscious and unconscious level
3. To increase your sales income, you must adapt and blend your style with that of your customers. 

Key characteristics to know about yourself and others:

Introverted vs. extroverted tendencies

People oriented vs. task oriented

Primary way of processing information:  visually, auditorally or kinesthetically

A great way to know yourself is through the use of assessments.  You gain insights not only into your own style, but how it blends and is perceived by other styles.  This awareness is the beginning step in developing greater rapport building skills and getting more people to like you, which studies show, results in more sales and a greater income.

Salespeople…what are you waiting for?  Assessments and coaching are available through the Dahlen Training Group. Contact Carla@dahlenwoods.com for more information.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Read my Blog: http://carladahlen.posterous.com/

Follow me on Twitter:  http://twitter.com/CarlaDahlen

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

Winning Strategies: A Double Edged Sword

On my road to success, my friends have kindly pointed out to me that the strengths and winning strategies I use to create success in business, can be taken to the extreme and become a double edged sword.   Having a laser sharp focus at work has served me well.  However, that same focus, also isolates me from friends…I assure you, that is not my intended result.  My competitive nature has produced fabulous results in business…in relationships, now that is a different story.  A question for you to ponder:  What strengths and winning strategies do you use, that taken too far, will become your double edged sword? 

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

Follow me on Twitter:  http://twitter.com/CarlaDahlen

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b