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“Social Network” Insight

January 16, 2011 by Gloria Keith

"SOCIAL NETWORK"….is a very good movie, it won the Golden Globe Best Picture award. The plot is all about the creation and growth of the Facebook phenomenon. If you haven't seen it, do so…it will give you some really exciting insights into "thinking bigger". While you watch the movie, you will see that as the Facebook empire started to take off, the Principals and their Employees would often crowd around their main database computer and ask one of their group to "Hit Refresh!". By doing so they could find out how many total members there were in the Facebook roster. Of course the number was growing exponentially and it was a very exciting time. When they "refreshed" the computer they were bringing themselves up to date for that moment. What they were really doing was getting current information. As Salespeople we need to do the same thing periodically…we need to "refresh our data" & make sure we are "current".

Here is your ACTION STEP… one of the best ways to be a great Salesperson is to have current information at your fingertips. Your customers need to know this information and they also need to know that you are knowledgeable. Here are some examples of data with which you need to be current for your marketplace for the last 12 months:

1. Number of total sales

2. Percent of listings that sold vs. taken

3. Average days on the market per sale

4. This same information for your personal results for #2 & #3 as above (yours will usually be better)

5. Current number of total active listings right now vs. one year ago

6. Your company's market share (use this if it helps sell you)

When you "REFRESH" your knowledge you raise the bar in three ways… you are more confident, your customers make better decisions, and your competition falls further behind. You can't lose. If getting this information is uncomfortable for you, ask your Broker to help you. Having these details should not be optional. Winners are always current…."refresh" your data. NO Excuses!

Filed Under: Blog, Sales Training

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