I was privileged earlier this week to attend a seminar by a Japanese gentleman, Vice President Yokoyama-san of “Attack Sales Associates”.
His presentation was one of the better I have seen from a Japanese person, because he kept it very simple. There were 3 basic points on how to increase our sales in real estate and relocation.
1. You must find a place to make the sales happen; this is done by “Sales on Foot” and by saying “Yes”. You have to visit your clients as much as possible (by foot) and you want them to say “Yes” as many times as possible in front of you, even if you are just talking about the weather. ie. You have to get out there and keep the conversation positively “yes”.
2. You must make a habit of things. Habits are created by the following formula;
IMPACT x FREQUENCY = EXTENT OF HABIT
ie. To really change something is to make a habit of it, and do it without thinking about it. In order to make a habit of something, the impact of the change and the frequency it is repeated determines if it becomes a habit or not. If it doesn’t become a habit, it is likely you have actually changed.
3. You must understand things correctly. Understanding comes from the following formula;
WORDS / EXPLANATIONS x EXPERIENCE
ie. In order to really understand something you have to hear about it and then experience it or do it.
If you want to increase your sales you therefore need to implement these things into your sales delivery. Yokoyama-san drummed home the follow things;
- You must find a way to touch your clients many times
- You must meet them regularly (frequency is everything, not the length of the meeting)
- Talk about yourself. By doing so you will naturally find common points / interests with the person you are selling to, and that will help you build a relationship
- Of meeting with someone, phoning them and emailing them, only meeting and phoning have impact
- Once you have built trust through a relationship based on frequent visits and finding commonalities with the person/s you are working with, you must understand what they need
- Once you truly understand, you then must lead your client to making the sale
Saturday, October 16, 2010
Sunday, October 3, 2010
Japan Housing Starts Climb Dramatically
Japan's housing starts rose 20.5% year on year to 71,972 units in August, expanding for the third straight month, the Land Ministry said on September 30, according to Nikkei. The increase was the steepest since the 54.2% jump in September 2008.
The increase appears to be due to the mortgage loan tax break as well as inventory released by condominium sellers.
Here are the main 3 areas of increase;
1. Starts for owner-occupied houses grew 15.5% to 29,036 units, up for the tenth straight month.
2. Rental housing starts climbed 16.9% to 25,892 units, marking the first increase in 21 months.
3. Starts for condominiums for sale soared 44.6% to 6,617 units.
While this alone doesn't signify the return of a healthy economy, it is encouraging that things are on the way up, and it is these kind of reports that slowly help to build business confidence.
The increase appears to be due to the mortgage loan tax break as well as inventory released by condominium sellers.
Here are the main 3 areas of increase;
1. Starts for owner-occupied houses grew 15.5% to 29,036 units, up for the tenth straight month.
2. Rental housing starts climbed 16.9% to 25,892 units, marking the first increase in 21 months.
3. Starts for condominiums for sale soared 44.6% to 6,617 units.
While this alone doesn't signify the return of a healthy economy, it is encouraging that things are on the way up, and it is these kind of reports that slowly help to build business confidence.
More Than Japan Housing, More Than Japan Cars and Furniture, More than Japan Serviced Apartments, More Than Japan Destination Services, More Than Japan License Conversion, More Than Japan Information!
The H&R Group is MORE THAN RELOCATION!
www.morethanrelo.com
The H&R Group is MORE THAN RELOCATION!
www.morethanrelo.com
Saturday, October 2, 2010
Building Trust in Relocation
I have recently been quite involved in a project to "build trust" or re-build it, and today I would like to share some of my findings. Business, well good business, is all about trust. For example, if you can build good trust pricing doesn't become the priority in the business conversation. For these kinds of reasons this has been a really useful exercise for me.
WHAT IS TRUST?
- Although trust sometimes seems invisible, it is the result of continuous attentiveness and activity.
- Trust is not a medium or glue that holds relationships and societies together, it is not a lubricant, it is not an atmosphere, nor is it “stuff”.
- Trust is dynamic; it involves personal responsibility, commitment and change
- Trust is social practice; it is not a set of beliefs. It is not just a matter of individual psychology or attitude
- Thinking and talking about trust will not only influence our beliefs, but will also change our behavior in the world and with one another
- Breaches of trust do not mark the end of trust, but are part of the process of trusting
- Trust is not only earned, it must be given. ie. It is not just about trustworthiness and who can be trusted.
- Trust is a matter of reciprocal relationships, not of prediction, risk and reliance
- Trust is transformative. It is not a matter of trusting or being trusted so much as it is a matter of changing each other and the relationship through trust.
- Trust is a matter of making and keeping commitments and the problem of trust is not loss of confidence, but the failure to cultivate commitment making.
- Trust is a matter of mood and emotional skills; a function of the imagination as well as the product of negotiation and understanding.
- Moods and emotions are engagements in the world, not just feelings. Trust is therefore not a feeling.
- Our emotional practices can change and be cultivated. We can (and must) learn to trust.
- Trust involves sincerity, authenticity, integrity, virtue and honor (a matter of ethics).
- The worst enemies of trust are cynicism, selfishness and a naive conception of life in which one expects more than one is willing to give.
- Trust goes hand in hand with truth. Lying is always a breach of trust.
- Authentic trust can never be taken for granted, but must be continuously cultivated through commitments and truthfulness.
- Competence is the ability to perform as expected, according to standards appropriate to the role or the task in question. To trust people involves, amongst other things, assessing the level of competence.
- Trusting is a decision (or a sequence of decisions) that opens up the world for us, builds and deepens our relationships and creates new possibilities.
TYPES OF TRUST
SIMPLE TRUST: The trust that infants have for their primary caretakers. Trust that is taken for granted or assumed. It cannot be recovered if it is lost.
BLIND TRUST: Is denial. Evidence for distrust has been presented, but it is denied. With blind trust one sees but refuses to see. Blind trust always has an element of self-deception, or at the least the will to be self-deceived.
CONDITIONAL TRUST: Trust is conditional, focused and limited. To recognize these limits is part of authentic trusting. Eg. You trust your dentist to fix your teeth, but not to look after your house.
AUTHENTIC TRUST: Trust need neither be blind nor simple. Simple trust is unreflective. Blind trust is self-deceptive. Authentic trust is both reflective and honest with itself and others. All forms of trust involve counting on other people and as such they are vulnerable to betrayal. All trust involves vulnerability and risk and nothing would count as trust if there were no possibility of betrayal. However, betrayal is not surprising or devastating to authentic trust. Authentic trust is trust that is well aware of the risks, dangers and liabilities of trust, but maintains the self-confidence to trust nevertheless. Authentic trust, like true love and genuine faith, is possible only in the light of a breakdown in trust. One cannot authentically trust unless one has experienced disappointment, loss or betrayal.
AUTHENTIC TRUST
Authentic trust is self-scrutiny, caring about the long-term relationship and not just the outcome, negotiation and mutual understanding, a willingness to make and stand by one’s own commitments, a keen awareness of the risks and liabilities and the recognition that taking on these risks and liabilities is above all one’s own responsibility.
WHAT IS TRUST?
- Although trust sometimes seems invisible, it is the result of continuous attentiveness and activity.
- Trust is not a medium or glue that holds relationships and societies together, it is not a lubricant, it is not an atmosphere, nor is it “stuff”.
- Trust is dynamic; it involves personal responsibility, commitment and change
- Trust is social practice; it is not a set of beliefs. It is not just a matter of individual psychology or attitude
- Thinking and talking about trust will not only influence our beliefs, but will also change our behavior in the world and with one another
- Breaches of trust do not mark the end of trust, but are part of the process of trusting
- Trust is not only earned, it must be given. ie. It is not just about trustworthiness and who can be trusted.
- Trust is a matter of reciprocal relationships, not of prediction, risk and reliance
- Trust is transformative. It is not a matter of trusting or being trusted so much as it is a matter of changing each other and the relationship through trust.
- Trust is a matter of making and keeping commitments and the problem of trust is not loss of confidence, but the failure to cultivate commitment making.
- Trust is a matter of mood and emotional skills; a function of the imagination as well as the product of negotiation and understanding.
- Moods and emotions are engagements in the world, not just feelings. Trust is therefore not a feeling.
- Our emotional practices can change and be cultivated. We can (and must) learn to trust.
- Trust involves sincerity, authenticity, integrity, virtue and honor (a matter of ethics).
- The worst enemies of trust are cynicism, selfishness and a naive conception of life in which one expects more than one is willing to give.
- Trust goes hand in hand with truth. Lying is always a breach of trust.
- Authentic trust can never be taken for granted, but must be continuously cultivated through commitments and truthfulness.
- Competence is the ability to perform as expected, according to standards appropriate to the role or the task in question. To trust people involves, amongst other things, assessing the level of competence.
- Trusting is a decision (or a sequence of decisions) that opens up the world for us, builds and deepens our relationships and creates new possibilities.
TYPES OF TRUST
SIMPLE TRUST: The trust that infants have for their primary caretakers. Trust that is taken for granted or assumed. It cannot be recovered if it is lost.
BLIND TRUST: Is denial. Evidence for distrust has been presented, but it is denied. With blind trust one sees but refuses to see. Blind trust always has an element of self-deception, or at the least the will to be self-deceived.
CONDITIONAL TRUST: Trust is conditional, focused and limited. To recognize these limits is part of authentic trusting. Eg. You trust your dentist to fix your teeth, but not to look after your house.
AUTHENTIC TRUST: Trust need neither be blind nor simple. Simple trust is unreflective. Blind trust is self-deceptive. Authentic trust is both reflective and honest with itself and others. All forms of trust involve counting on other people and as such they are vulnerable to betrayal. All trust involves vulnerability and risk and nothing would count as trust if there were no possibility of betrayal. However, betrayal is not surprising or devastating to authentic trust. Authentic trust is trust that is well aware of the risks, dangers and liabilities of trust, but maintains the self-confidence to trust nevertheless. Authentic trust, like true love and genuine faith, is possible only in the light of a breakdown in trust. One cannot authentically trust unless one has experienced disappointment, loss or betrayal.
AUTHENTIC TRUST
Authentic trust is self-scrutiny, caring about the long-term relationship and not just the outcome, negotiation and mutual understanding, a willingness to make and stand by one’s own commitments, a keen awareness of the risks and liabilities and the recognition that taking on these risks and liabilities is above all one’s own responsibility.
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