November 2018 Newsletter: Will They Remember You?

The next time you go on a sales or service call, make sure you are memorable! Don’t leave any of yourself on the table. Give it all you have!

When I think about the importance of being memorable, it reminds me of a scene in one of my favorite movies, Remember the Titans. In this scene, the team members make a unified decision to up their level of play and to become memorable. Every time I watch that part of the movie, it gives me chills. We all have the ability every single day to up our level of play, to be better than we were yesterday, to make sure our customers know WE WERE THERE! That type of attitude, my friends, will get you the deal more times than not.

Have the attitude that no one can compete with what you can do for your customers

The next time you’re talking with a prospective customer, be sure to make strong, bold statements that will make them remember you. No matter whether you are talking with them in person or on the phone, you must have the attitude that failure is not an option. Your goal is to make that person want to do business with you. Stay laser-focused and attentive; never interrupt them. Listen more than you talk, and when you do talk, make strong, bold statements like these:

I will make that happen.
I am the right person for this job.
No one in my industry can compete with what I can do for you.
My priority is your happiness.
My goal is for you to be so thrilled with my service that you will refer new customers to me.
I will care about you more than you expect me to.
You deserve my level of service.

You might feel that some of these statements are a little too direct for your personality. If that’s the case, it’s okay to tone down the directness a little without compromising the strength of your statement.

When you make a phone call or visit a prospective customer in person, don’t be content with just getting the appointment or the conversation. Attack it like you HAVE TO GET THE DEAL. You don’t have to get them to sign a contract that day (although that would be nice), but you need to make sure your presentation is so memorable that it leaves them wanting to do business with you.

If you are going to reach your potential, you have to believe in yourself and your abilities

Contrary to popular belief, I am not and never have been a hard closer when going after a deal. Instead, I prefer to make strong, bold statements so customers will feel confident with me because they know I am confident in myself and my services. When I leave meetings or phone calls, many times the person will get back to me before I follow up with them.

I wasn’t always comfortable making bold statements. I had to learn from my mistakes and concentrate on getting better every time. Practice makes perfect.

Life is not a dress rehearsal. This is the real deal, my friends. If you want something badly enough, then GO GET IT and let people know how much you want it. You have the GOD-given ability to be memorable every single second of every hour of every day! When you have that attitude, THEY WILL REMEMBER YOU!

What People in the Audience are Saying…

With Van's passion, humor and experience you can be assured of one thing- your audience is going to get fired-up, built-up, and fully charged –up. As an entrepreneur at the top of his game Van is in the unique position of being able to "talk the talk" because he has "walked the walk". Over the years he has been a great inspiration to me and my staff. Van is a speaker with charisma, humility and impact and he's a difference maker in the lives of the people he touches…"

—George Akers // President, First Mortgage Corp.

I wanted to thank you for coming and speaking with our company today. I thought your presentation was awesome! I was really motivated and inspired by your thoughts and ideas. I will use this motivation to grow my business and my personal life.”

—Justin Pauls // Realtor, Tampa, Florida

We are delighted you will be accepting the award for Omaha’s Top 25 fastest growing companies. Congratulations on your outstanding growth and we wish you continued success.”

—Tracey Fortina // Omaha Chamber of Commerce

Thank you for running such a class act company. It is an honor and a pleasure to be associated with someone such as yourself. I know you are probably one of the most respected businessmen in the region.”

—Dustin Talacko // Realtor, Omaha, Nebraska

Congratulations on writing “Selling from the heart” and thank you for sharing a copy with me. Your class has been one of the most enjoyable classes I’ve ever taken. Your enthusiasm and passion for your work are awesome. But the most refreshing part of the class was your delightful sense of humor. Thank you again for being a fantastic teacher.”

—Linda Reismeiler // Student at Randall School of Real Estate, Omaha, Nebraska

Kudos to you, Van, for reaching a major goal. But more than that...For successfully building one of Omaha’s best companies from scratch and making it thrive even in less than ideal market conditions. You have realized the American Dream...And brought it home to many, many others. My best to you!”

—Todd Andrews, Anchor and Producer, KETV Omaha

Having you here again was such a blessing to so many! As I looked at the pictures, I could see just how interested each and every person was in what you had to say!

This has been such a gift to our agents when they need it the most. The fact that you come, you are so genuine and caring, you are so honest, you are not trying to sell anything and your passion to help each and every person believe in themselves and become the best they can be is HUGE! The timing is perfect for us all helping and caring about each other, so, thank YOU from the bottom of my heart for giving of yourself to help all of us!”

—Carolyn Summerton // First Mortgage Company of Idaho

I enjoyed your seminar and its focus. I was on the fence whether or not to attend and decided why not? I could have sat through an all day session if there was one, usually I end up at the seminars that start with a focus and quickly go astray. I found with yours time flew by too fast and it was already time to go but I wasn’t ready to go.”

—Scott Asbill, CDPE // Associate Broker, Realtor