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February 2019

When we think of the word investment the first thing that comes to mind is a financial investment. The goal of investing is to put your money to work in one or more types of investment vehicles with the hope of growing your money over time. While sometimes we win and sometimes we lose, financial investment should be a long term plan.

However there are also personal investments that also lead to a financial reward. Leading edge companies spend the time and money to invest in their staff including their front line sales team. While in a hot selling market it is easy to assume that sales just happen, that assumption is not good for long term planning. When people hop on the latest hot stock bandwagon, the money making rush is a thrill. However that rush can come to an abrupt halt. Then what? Is the investor prepared for that whooshing sound of lost money? Likewise, is your company prepared for the eventual slowdown in sales? Are agents prepared to really sell?

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As the housing market cycles through its roller coaster ups and downs, frequent training is essential for success. It is imperative that companies make sure their agents have the necessary support and guidance in both material and sales skills. If you are selling the advantage of offering Smart Homes, what about your sales offices? Sales offices need to be current and incorporate more digital and visual tools. Do your agents have the advantage of smart sales skills? Agents need to be current in how to sell to today’s buyer. While the basics of sales are relatively the same over the span of time, agents can’t sell to today’s buyers the same way they sold just a few years ago. Having a relevant and efficient sales presentation is critical when dealing with today’s time strapped and knowledgeable buyers.

Agents are not off the hook. How are they investing in themselves? Investing in yourself through courses and other training avenues creates the building blocks for that long term plan. You put your own money and time to work for your financial reward. You can’t afford to wait for someone else to make it happen for you. While the market is still relatively good, it is normalizing. Normalizing just means you no longer have buyers lining up on a list. Standing inventory will not sell itself. It is time to sell.

I recently discussed the topic of self investment with Ross Robbins. While officially ‘retired’, Ross stays in touch with the selling world. He gave me permission to use a portion of one of his articles he wrote several years ago. It is still relevant:

After 40 years in this business, going through what is my fifth downturn, and after scratching and paying for any training I could get, I am utterly baffled at reluctance to invest in oneself. Those in the industry less than 15 years seem to be waiting for someone else to rescue them or for the buyers to come back like the swallows to Capistrano. I believe that those who have studied the swallows will see them; the rest won’t. Then those who don’t will say what a tough, unfair business homebuilding has become while the few who cared enough to get better skills to match the tough market will survive to thrive when the market improves as we all know it eventually will. I would like to see you invest in your own success and be one of those to thrive.

~Ross Robbins, MIRM, HomeBuilder Coach

For those companies who invest in their sales teams, now is the time to confirm if your investment has paid off. Through our Video Profile series, LeBlanc & Associates will document if your agents are actually using those sales skills your training investment provided them. If you haven’t invested in your sales team, why the gamble? You can’t afford to assume all your agents are selling at optimal performance.

Don’t allow sales to walk out your sales office doors. Connect with us. It’s easy! Call. Email. Submit an online request.

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Top 10 Most Visited Cities Of 2018
In an annual study, 162 cities around the world were analyzed. Each of the cities below saw growth in the number of international overnight visitors.
1. Bangkok, Thailand —
21.98 million international visitors
2. London, England —
20.42 million international visitors
3. Paris, France
17.95 million international visitors
4. Dubai, UAE —
16.66 million international visitors
5. Singapore —
14.47 million international visitors
6. New York City, USA —
13.67 million international visitors
7. Kuala Lumpur, Malaysia
13.53 million international visitors
8. Istanbul, Turkey —
12.8 million international visitors
9. Tokyo, Japan —
12.12 million international visitors
10. Antalya, Turkey —
11.27 million international visitors
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