Sell yourself -- then the property

Sell yourself -- then the property
SILICON VALLEY, Calif. -- March 6, 2006 -- Here are five rules for building a successful sales business that were shared with luxury homebuilders by Carmine Gallo, a communications trainer based in Silicon Valley, Calif. His observations also may help real estate professionals be more successful.

• Brand yourself. We all represent a brand -- ourselves. How you talk, walk, and look reflects on that brand. Do you come across as trustworthy, confident and competent?

• Share your passion. Donald Trump said if you don't have passion, you don't have energy, and if you don't have energy, you have nothing.

• Stand tall. When communicating the message behind your brand, stand or sit tall, head up, and maintain strong eye contact 80 percent of the time. Have a warm, agreeable smile on your face.

• Dress the part. If your shoes are scuffed and your clothes are ill fitting, it tells your customer that you don’t pay attention to the details.

• Stay current. It makes you appear smart and that persuades people you deal with to have confidence in you.

Source: BusinessWeek Online, (03/02/06)

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