This is difficult for me because I'm a loudmouth. In today's episode I touch on a few things to keep in mind when dealing with a high S.

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I've said this before, but I'll say it again. You have my permission to fail as long as you can show that you are trying to improve. You have to get through the fear of failure by taking that first step. Sometimes that comes with failure, but people will forgive you and you can forgive yourself as long as you are moving forward.

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We talk to much. If we don't change our behavior we won't understand how the customer will make a decision.

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Of course it's tempting to go into "sales" mode and vomit all the cool features and benefits at the customer. Rather than spill your candy everywhere, you certainly could leak some candy as long as you ask questions in the process.

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Change takes time. Success does not happen overnight, and can be difficult.

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We juggle multiple roles in property management. Let's not get hung up on titles. I think there is only one title that you should care about.

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Customers ask this questions because your competition leads with specials as their key selling technique. You can be better than your competition or a lousy car dealer.

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If you aren't setting the right expectations and explaining how the process works up front, then my guess is that you don't close with "What happens next?" I recommend you work on this. It can be a game changer.

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Fair housing fears and scripted tours really take away from creating a positive experience for each prospect. I say throw out the script and ask better questions.

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When we start our training seminars, this is one of the biggest questions and push-backs we get. "My property is different." Properties may be different, but should we be communicating with people any different? Something to think about after this episode.

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