Revive Those “Dead” Leads

Here’s something you can try TODAY to create business.

Our old friend Dean Jackson shared this with me years ago, and it works like crazy!

The holidays are officially over…and everyone is back to work.

These natural breaks in the year are the perfect time to reconnect with people who
may have slipped through the cracks…or have been waiting to make a move or refinance.

Here’s how it works…

Gather up all the leads you generated from last year who did not buy or sell with you.

Anyone older than 60 or 90 days is perfect.

Look in your email inbox, online leads, notepads in your desk drawer…your sofa cushions
…in your car…anywhere you might find what you would consider “dead” leads.

Send them an email that simply says…
“Are you still looking for a house in Florida? “

Just put their name in the Subject line.

Don’t put any other explanation or extra words in the email.

You’re going to have to fight the temptation to “solve the mystery” by adding more to the email :)

It’s the simplicity, and the unsolved mystery that makes this work so well.

The best part about it is the way people feel compelled to respond.
Watch what happens.

It’s almost like you walked in to Starbucks and you see someone in line…
and you haven’t seen them in awhile.

It would be perfectly natural and conversational to ask “Are you still looking for a house in San Francisco?”
…and then you would wait for them to reply.

If you asked them, and just looked at them, it would be pretty awkward if they DIDN’T reply.

That’s kind of what’s happening here. We’re using email to start a conversation.

There’s plenty of time to carry on the conversation after they reply…but for right now…
we’re just looking to see who’s willing to engage in a dialogue.

Try it today and let us know what happens. It’s one of the most amazing magic tricks I know…
and I can’t wait to hear how it works for you.

Happy New Year!

John and Michael

PS – Thanks again to Dean for sharing this with me so I could share it with you.

Start 2014 With Success!

First of all, Happy New Year Everyone! We hope you all had a terrific holiday season and are “tanned, rested and ready” to blow the doors off of your sales goals in 2014!

The start of a new year is a particularly important time for us as salespeople. We are full of new energy, optimism and hope, and it is important that we explode out of the starting blocks, radiating that positive energy and confidence.

In fact, do you know what the number one thing buyers look for in salespeople in the course of sizing up a potential purchase?

The answer is confidence. That’s right . . . buyers seek confidence, conviction and, on the contrary, are ultra–sensitive to any signal that we do not believe in our product, service or in a successful outcome for the buyer from the transaction.

And how do we build and radiate confidence? By knowing our product cold. By developing great answers to every key questions a prospect is likely to ask. By not talking too fast or being too glib. And by referring to actual success stories about other people who did similar transactions with us and had successful experiences and outcomes.

Remember, emotions are contagious and confidence is absolutely contagious. So as we move into this brand new year . . . concentrate on building up your confidence to its highest level ever and work on transferring that conviction in every way you can.

If you need help getting more done and making more money, we can help.  Just call me directly today at (650) 315-5968 and let’s discuss where you are, where you want to go, and how our Strategy and Accountability Program can help you.

 

The 5 Minute Rule Is Key To Lead Conversion

You are 100 times more likely to connect with a lead if

you call within five minutes rather than 30 minutes!   

This groundbreaking statistic from a researcher at MIT* only proves the point many of us already know: internet leads are only as good as the speed with which we follow-up.

If you feel like you’re not getting any business from the leads you’re generating, or you’re concerned about the quality, here are five tips that might help you refine your follow-up program:

Tip 1: Act quickly:
Your prospects are busy and will move on quickly.  When prospects call, email or submit an online form, they are actively asking you to engage with them.  As mentioned, even a five-minute delay drastically reduces the chance you’ll turn that lead into a client.  In fact, for the vast majority, if you wait more than a day they’ll probably have forgotten they even contacted you.  It’s vital to pick up the phone whenever possible (of course, not when you’re with a client!).  If you’re worried that you don’t find out about incoming leads in time, have a system in place that automates your notification with text message alerts and responds to them as well.

Tip 2: Do Your Research before Responding:
We work in a busy, fast paced world, so look for solutions that let you provide personalized information – quickly and easily.  Hopefully your lead generation forms give you a good cross-section of information so you can begin a follow up call on the right foot.

Tip 3: Appreciate the Lead:
Not every lead is created equal, and not everyone is ready to transact today.  Be patient, and tailor your follow up, and you’ll find you’ll have more opportunities to connect with those internet buyers.  Some early stage leads take months to transact.  That is future business, if your follow up is consistent.

Tip 4: Use the Same Method of Contact:
This one is pretty simple.  If they emailed you, email them back.  Same goes for calls.  Some people just ‘don’t do email’ and want to talk to a live person.  These individuals usually have more specific questions, and have often done more research on the neighborhood.  Just remember; get back to them ASAP.

Tip 5: Leave Them with Something Useful:
They’ve reached out to you, isn’t there something you can send them?  This shouldn’t be promotional, but information.  When we follow up well, it is a service to our prospects – service they will thank us for through future transactions and referrals.

Privacy Policy

WorkSmartBeSmart/Smart Agent Privacy Policy

We do not share your personal information, email address, or any of the information you enter into WorkSmartBeSmart/Smart Agent with any other organization or individual.

The only people that have access to your data besides yourself (and anyone you give your login information to), will be WorkSmartBeSmart/Smart Agent technical personnel and/or persons that perform services for WorkSmartBeSmart/Smart Agent in connection with our business. There may be a rare occasion where we, or our service providers, need to review your data strictly for technical support purposes. In all cases your personal information, including your data is strictly confidential and never used for any purpose, and never shared with outside third parties.

We do not provide any information about our subscribers, customers or affiliates to any third party, except of course in the unusual event should we be required to do so by law. 

We do use cookies, but we do not tie the cookie to any personal information that you provide to us. We do not collect or combine any information that you provide to us with any other demographic information from any other sources. We do not use third party tracking services.

Policy Modifications 

This Privacy Policy is effective as of January 1, 2009.  We may change this Privacy Policy from time to time effective as of another date that will be posted here, so be sure to check back periodically. 

Success 2014

Timeline Cover wsbs

The 11 Biggest Time Management Lies

by Dr. Donald E. Wetmore

In the world of Time Management there are things said to us that we accept as truth and we act accordingly. The problem is sometimes they are not truths. They are lies and as we believe them, they waste our time.

Those who speak these lies to us are not bad people at all because you and I are among them. We all speak these untruths to one another from time to time. So let’s not wish harm and doom to the liars. Let’s avoid the time traps their lying may cause us.Here are the eleven biggest lies to shield yourself from.
 
1. “This will just take a minute.” Has anyone grabbed you with that line? Does it ever “just take a minute”? Rarely. What typically “just takes a minute”, generally consumes several minutes and more.Next time, when someone asks for your time and assures you,” This will just take a minute”, tell them, “You’re lying. You may not realize you’re lying, but you are. I’ll give you five minutes. You may begin now.”  
 
2. “I need this as soon as possible.” No you don’t. That’s a lie too. You need it by a certain date and time because you are going to do something with what I provide for you. And if you’re not going to do anything with what I provide for you, why am I doing it for you in the first place?Don’t lie to me. Tell me when I have to get it to you. Be specific. You and I probably have two difference dates in mind when we think in terms of “as soon as possible”.3. “I want this now.” I doubt it. In this 24/7/365 world, everyone is under a sense of artificial pressure to get it done “now” or worse,” yesterday”.

Things are generally not that urgent. Don’t get caught up in someone else’s urgent trivialities.

Call the liar to task. “I’m not sure I can get that done now. What if I got it to you one week from today?” Use an outside deadline to give yourself ample time to prevent getting into crisis management.

Oh, and if they reject that alternative, try three better dates for you. Why? Because they may keep lying to you.

4. “It’s not about the money.”  When it’s not about the money, it’s about the money.

5. “This is the best (investment, business opportunity, book, movie, restaurant, boss, job, etc.) you’ll ever find.” Not true. There’s always something better. The best is yet to come.

6. “I can get this done in an hour.” It’s a fib. Ever notice how it almost always takes twice as long to get something done as what you thought it would? That’s because few of us have a very accurate internal clock to estimate the time required to complete most tasks.

7. “He’s a’ late’ person.” Most people who are “late” have a consistency about their behavior. My friend Dwayne is 20 minutes late all the time. If we need to meet for lunch tomorrow, it will take him 24 hours and twenty minutes to get there.
Dwayne is not “late”. He’s “On-time; 20 minutes later”.

8.”No Cost.” You don’t get “nothing for nothing”. Everything has a cost. It may not cost you your money but more often it will be your time and more of it than what you are getting in return for “no cost”.

9. “I’ll prove you’re wrong if it’s the last thing I do.” And it may well be. No one wants to be proven wrong. Everyone likes to be caught doing things “right”. Most, however, don’t mind being shown how to do things better.

10. “By the time I show him how to do it I could just as quickly have done it myself.”If it’s a one-time proposition this may be true. It doesn’t make a lot of sense to spend an hour to show someone how to do a task that takes only 10 minutes.

But if it’s a repetitive task, it’s a lie. If that one hour investment will save you 10 minutes every day, then in about a week you have your investment back and now you have a dividend of 10 extra minutes a day. What if you do that six different times? You get an extra hour in your day and 365 hours over the next year.

11. “This is going to be really hard.” Not true. Going through whatever you have to go through is almost never as difficult as you imagined it to be.

Mr. Smith, my high school principal, taught me that 95% of what we fear coming at us will never hit us. It will ditch itself before it ever reaches us. And as to the remaining 5%, God has given us the tools to deal with it.

timeflies

Grow Your Business On LinkedIn

Using LinkedIn as a Lead Generation Tool

How LinkedIn can generate new business leads.

LinkedIn (www.linkedin.com) is an online networking community created to connect friends,
colleagues, clients and potential new customers.  Here are some ideas for using LinkedIn for lead
generation:

Connect with all new relationships — Every time you enter new leads into your database system,
send these same people a LinkedIn invitation.  Once you are connected, you have access to the
person’s profile, posts, connection list,  joined groups, and employment history.  This helps you
learn more about them, which gives you a foundation on which to maintain a relationship.

Become an authority by posting value-added content — LinkedIn lets you post updates
with links or attachments.  This is a great place to post important and relevant articles.  If someone
reads it,  and wants to learn more, they can easily contact you.  They can also share the content so
that their connections see your post and expand your reach.

Answer questions that target your expertise — LinkedIn has a section where members ask
questions and you can post answers.  Monitor this section for opportunities to share your expertise
and gain new connections. Don’t self-promote.  Use the opportunity to make it all about solving
your potential customer’s problems, it is all about them.  

Join groups and be active — This is another way to monitor customer’s needs and give input
that could inspire people to connect with you or visit your profile.  Remember business-to business lead generation, one good business connection can open an entirely new group of prospects.  BNI and other networking Groups are a great place to find referral partners.

Summary
• Make sure your LinkedIn profile targets your audience and shows that you know how to
solve their problems and your profile is 100% complete with a good picture.  
• Post value-added content that helps readers solve problems

Tips To Stop Proscrastinating

Want to Stop Procrastinating?

Here are 10 Ways to Do It!

Procrastination robs you of your productivity and hurts your credibility. Stop putting off the inevitable and get it of the way with these 10 tips for pushing past procrastination

People usually procrastinate to avoid a task that’s unpleasant or daunting. Everyone does it. But you know it’s time to stop putting the task aside and get on with it when procrastination starts to interfere with your work performance. Perhaps it’s causing you to feel worried, fearful, and stressed-out, or perhaps your behavior is causing others to feel anxious because your holding up progress.
Don’t let things get that far. Instead, try these 10 ways to get out of the quicksand of procrastination. When you do, you’ll enjoy improved productivity, enhanced mood, less stress, better coworker relationships, a sense of accomplishment, and restored reputation at work as a “doer.”

1. Identify the challenge.

Write down the specific task you’ve been putting off. For example, “I have to convert all of my client contacts and notes into the new file-sharing software system and learn how to navigate its tools and folders.” Writing down the challenge helps you focus on it.

2. Pinpoint the underlying emotions.

This step helps you see the act of dragging your heels for what it truly is: an emotional reaction.
What’s preventing you from diving in to this task? It’s typically one or more of three core emotions. Perhaps, to use the above example, you’re intimidated by all the new functions you’ll have to learn (fear). Or you’re resentful about having to change when the old system worked perfectly well (anger). Or you’re bummed that you’re just not tech savvy (sadness).

3. Express and release the emotions.

Take some time in private to express those emotions constructively. By crying to express sadness, punching or yelling into a pillow or stomping around to release the anger, or doing exaggerated shivering for the fear, you give yourself permission to express the emotion. The emotional energy that’s been holding you back will get released and you won’t feel stuck. It’s like letting steam out of a pressure cooker.

4. Define your goal.

Good planning is the foundation of success for most any project. It’s helpful to write it down so you have it for ready reference. Start by getting clear on your goal. Your goal is your beacon to keep you on track in treacherous waters. For example, “I want to get good at this new software so it’s a useful tool, not an impediment to my progress.” Having a clear and precise idea of your goal will keep you on track and motivated.

4. Define your goal.

Good planning is the foundation of success for most any project. It’s helpful to write it down so you have it for ready reference. Start by getting clear on your goal. Your goal is your beacon to keep you on track in treacherous waters. For example, “I want to get good at this new software so it’s a useful tool, not an impediment to my progress.” Having a clear and precise idea of your goal will keep you on track and motivated.

5. Neutralize sabotaging chatter with “truths.”

Identify sabotaging thoughts that are hanging in the wings, ready to pounce in a weak moment, then come up with a couple of truths to contradict them. For example, if you continually tell yourself “I’ll never be able to learn all this,” you might say to yourself, “I can do this” or “If others can learn this, so can I.” That’s a plain and simple truth. To neutralize your frustration at having to do this task, you might say, “I’m doing this because I want to be a team player” or “My boss thinks I’m the best person to do this.”

6. Break the task into small, doable steps.

You’ve envisioned the goal, dealt with what’s been holding you back, and fixed your destructive thinking. Completing the task requires deciding when you’ll get started and figuring out a doable step-by-step game plan. Write it down, schedule it, and commit to it. Then go on a mental journey, plotting out each part of the task, including details such as whom you will talk with and what about, where and when you’ll be working, and how long you expect each part to take.

7. Be ready for roadblocks.

Once you’ve created a game plan, step back and imagine challenges and obstacles that are likely to pop up along the way. For example, other projects with shorter deadlines might land on your desk. How will you tackle such challenges in order to keep moving forward with the big task at hand? For every such scenario, have a tactic ready for sticking to your original plan. You may also want to find a mentor or supporter whom with whom you can consult on a regular basis.

8. Take the leap.

With all this preparation, it’s time to tackle the task you’ve put off. Before you do, acknowledge your emotions–whether it’s anger, fear, or sadness. Take just a minute or two and release the pent-up emotion in a physical and constructive way. Without the emotional energy dragging you down, you’ll feel prepared to take the leap and be amazed how easy it is as you just focus on one step at a time.

9. Fight your resistance.

As you move through the task, you’re likely to meet with resistance in the form of excuses, bad moods, and discouragement. Meet resistance with tenacity and stubbornness, and continue to deal with any emotions that surface. Say to yourself, “I can do this. I’ll feel better when I handle this.” Say it over and over until it’s set in your mind. Any time you feel discouraged or are tempted to procrastinate, refocus on the goal.

10. Focus on the upside.

Getting through a daunting task is incredibly satisfying. Praise each little step along the way. Remind yourself at every step that you’ll feel incredibly virtuous when you get the task off your plate once and for all. Accomplishing what you’re avoiding will simplify your work life. You’ll feel more energetic. You’ll sleep better at night.

Jude Bijou, MA, MFT, is a respected psychotherapist, professional educator, and workshop leader. Her theory of Attitude Reconstruction® evolved over the course of more than 30 years working with clients as a licensed marriage and family therapist, and is the subject of her award-winning book, Attitude Reconstruction: A Blueprint for Building a Better Life.Learn more at www.attitudereconstruction.com.

http://worksmartbesmart.com/wp-content/uploads/2012/05/motivation.jpg

Want to Stop Procrastinating?

Here are 10 Ways to Do It!

Procrastination robs you of your productivity and hurts your credibility. Stop putting off the inevitable and get it of the way with these 10 tips for pushing past procrastination

People usually procrastinate to avoid a task that’s unpleasant or daunting. Everyone does it. But you know it’s time to stop putting the task aside and get on with it when procrastination starts to interfere with your work performance. Perhaps it’s causing you to feel worried, fearful, and stressed-out, or perhaps your behavior is causing others to feel anxious because your holding up progress.
Don’t let things get that far. Instead, try these 10 ways to get out of the quicksand of procrastination. When you do, you’ll enjoy improved productivity, enhanced mood, less stress, better coworker relationships, a sense of accomplishment, and restored reputation at work as a “doer.”

1. Identify the challenge.

Write down the specific task you’ve been putting off. For example, “I have to convert all of my client contacts and notes into the new file-sharing software system and learn how to navigate its tools and folders.” Writing down the challenge helps you focus on it.

2. Pinpoint the underlying emotions.

This step helps you see the act of dragging your heels for what it truly is: an emotional reaction.
What’s preventing you from diving in to this task? It’s typically one or more of three core emotions. Perhaps, to use the above example, you’re intimidated by all the new functions you’ll have to learn (fear). Or you’re resentful about having to change when the old system worked perfectly well (anger). Or you’re bummed that you’re just not tech savvy (sadness).

3. Express and release the emotions.

Take some time in private to express those emotions constructively. By crying to express sadness, punching or yelling into a pillow or stomping around to release the anger, or doing exaggerated shivering for the fear, you give yourself permission to express the emotion. The emotional energy that’s been holding you back will get released and you won’t feel stuck. It’s like letting steam out of a pressure cooker.

4. Define your goal.

Good planning is the foundation of success for most any project. It’s helpful to write it down so you have it for ready reference. Start by getting clear on your goal. Your goal is your beacon to keep you on track in treacherous waters. For example, “I want to get good at this new software so it’s a useful tool, not an impediment to my progress.” Having a clear and precise idea of your goal will keep you on track and motivated.

4. Define your goal.

Good planning is the foundation of success for most any project. It’s helpful to write it down so you have it for ready reference. Start by getting clear on your goal. Your goal is your beacon to keep you on track in treacherous waters. For example, “I want to get good at this new software so it’s a useful tool, not an impediment to my progress.” Having a clear and precise idea of your goal will keep you on track and motivated.

5. Neutralize sabotaging chatter with “truths.”

Identify sabotaging thoughts that are hanging in the wings, ready to pounce in a weak moment, then come up with a couple of truths to contradict them. For example, if you continually tell yourself “I’ll never be able to learn all this,” you might say to yourself, “I can do this” or “If others can learn this, so can I.” That’s a plain and simple truth. To neutralize your frustration at having to do this task, you might say, “I’m doing this because I want to be a team player” or “My boss thinks I’m the best person to do this.”

6. Break the task into small, doable steps.

You’ve envisioned the goal, dealt with what’s been holding you back, and fixed your destructive thinking. Completing the task requires deciding when you’ll get started and figuring out a doable step-by-step game plan. Write it down, schedule it, and commit to it. Then go on a mental journey, plotting out each part of the task, including details such as whom you will talk with and what about, where and when you’ll be working, and how long you expect each part to take.

7. Be ready for roadblocks.

Once you’ve created a game plan, step back and imagine challenges and obstacles that are likely to pop up along the way. For example, other projects with shorter deadlines might land on your desk. How will you tackle such challenges in order to keep moving forward with the big task at hand? For every such scenario, have a tactic ready for sticking to your original plan. You may also want to find a mentor or supporter whom with whom you can consult on a regular basis.

8. Take the leap.

With all this preparation, it’s time to tackle the task you’ve put off. Before you do, acknowledge your emotions–whether it’s anger, fear, or sadness. Take just a minute or two and release the pent-up emotion in a physical and constructive way. Without the emotional energy dragging you down, you’ll feel prepared to take the leap and be amazed how easy it is as you just focus on one step at a time.

9. Fight your resistance.

As you move through the task, you’re likely to meet with resistance in the form of excuses, bad moods, and discouragement. Meet resistance with tenacity and stubbornness, and continue to deal with any emotions that surface. Say to yourself, “I can do this. I’ll feel better when I handle this.” Say it over and over until it’s set in your mind. Any time you feel discouraged or are tempted to procrastinate, refocus on the goal.

10. Focus on the upside.

Getting through a daunting task is incredibly satisfying. Praise each little step along the way. Remind yourself at every step that you’ll feel incredibly virtuous when you get the task off your plate once and for all. Accomplishing what you’re avoiding will simplify your work life. You’ll feel more energetic. You’ll sleep better at night.

Jude Bijou, MA, MFT, is a respected psychotherapist, professional educator, and workshop leader. Her theory of Attitude Reconstruction® evolved over the course of more than 30 years working with clients as a licensed marriage and family therapist, and is the subject of her award-winning book, Attitude Reconstruction: A Blueprint for Building a Better Life.Learn more at www.attitudereconstruction.com.

http://worksmartbesmart.com/wp-content/uploads/2012/05/motivation.jpg

http://worksmartbesmart.com/2451/

My Ad Was Flagged On Craigslist, HELP!

Frequently we are asked “what did I do wrong” when one of our Members’ ads gets Flagged on Craigslist.  The first and most important note about Flagging is that Craigslist is NOT the one flagging your ads, they don’t flag ads.  Below we have re-printed directly from Craigslist, their page on Flagging.  The key point made is USERS flag ads, and there are not any Craigslist police to regulate when and why people flag ads.  Having had many, many ads flags I have learned some people are just Flaggers and Flag your ads for their own reasons, the solution is to post again.  The upside is when you are flagged, you know your ad was active and seen by many others before the Flagger came along.

Happy posting and keep on putting those ads out there.

 

Craigslist Flagging Page

craigslist users enjoy free and nearly instantaneous self-publishing of tens of millions of postings each month, subject only to the CL Terms of Use and posting guidelines.

Users may flag postings they believe to be in violation of craigslist guidelines, by clicking on one of the flagging links at the upper right corner of each posting:

  • miscategorized – wrong category/site, discusses another ad, otherwise misplaced
  • prohibited – violates craigslist Terms of Use or other posted guidelines
  • spam/overpost – posted too frequently, in multiple cities/categories, or is too commercial

Free classified ads sufficiently flagged are subject to automated removal.

Forums postings and paid classified ads sufficiently flagged are subject to further review.

Postings may also be flagged for removal by CL staff or automated systems.

Funny or memorable postings may be positively flagged, for inclusion in “best of craigslist“.

Millions of ads are removed through flagging each month, of which the overwhelming majority are in violation of the Terms of Use and/or posting guidelines.

Of course no moderation system is perfect, and a small percentage of ads removed by flagging are compliant.

Flagged postings that meet craigslist guidelines and Terms of Use may be reposted, reworded as necessary.

For help from CL users as to why your ad may have been flagged, visit our flag help forum and provide detailed information about your posting to the forum participants.