MOTIVATIONAL SPEAKER, AUTHOR & SUCCESS COACH

September 2024 Newsletter

Be memorable

 

 

When you want to do business with someone who is choosing between you and three of your competitors, you need to stand out from the others. Let’s say your competition has a product or service of equal quality, a comparable price, and basically everything else is the same as what you have to offer. Why would they choose you? Well, I can tell you why they might not choose you, and that’s because you were not memorable. You didn’t stand out. You did everything the same as the other candidates. Do you want to miss out on an opportunity because you were not memorable? I didn’t think so.

 

Let’s talk about some ways to be memorable.

 

  1. Show respect in every way you possibly can. When your potential customer speaks, be sure to make eye contact and do not interrupt them. Respond when you know they are absolutely finished talking.
  2. Whenever possible, write down what they say. This shows them that what they are saying is important to you.
  3. Be confident and bold, but keep things positive. Never slam the competition. If you don’t have anything good to say, then don’t say anything. However, you can brag about yourself and your services without being arrogant. I am known for saying, “There are a lot of very good professionals in real estate in our city. However, none of them can compete with me on getting you the best price possible with little or no inconvenience to you.” Self-confidence builds trust.
  4. Highlight the benefits of what you are offering. If you want to be memorable, try not to speak unless you are talking about something that benefits them. For example, you might say, “Doing business with me will make your life easier and less stressful.” Of course, you should make statements that involve your specific product or service.
  5. Send them a handwritten note within 24 hours  after talking with them. I can’t begin to tell you all the business I have done in the past and still do because I take the time to write a note after each meeting. Trust me, it works, and you will feel good about yourself for doing it.

 

“Being memorable equals getting picked.”- Jeffrey Pfeffer

 

 

I consider myself a very blessed man. I have two careers that I enjoy so much that I can’t wait to go to work every day: motivational speaking for the last 25 years and real estate for the last 41. Just like in every career, there have been many ups and downs during the journey. A lot of the challenges that we face can be traced to our own choices. As my mother used to say to me, “Often in life, you will be your own worst enemy.” Boy, was she right.

 

One of those mistakes that I really try to avoid is neglecting to make sure that I am the very best version of myself when I’m on a sales call or trying to get somebody to do business with me. I know that being memorable in a positive way will help me get the deal.

 

So, these are the things that I keep in mind when I want to be the best version of myself. I must make a great first Impression. I also want to be memorable by showing my passion for what I do for a living. I want to stand out by being unique and authentic. I always try to make my clients laugh or to be the bright spot in their day so they will be in a good mood before I leave them. I don’t want to be like everybody else.

 

I also know that being a good listener will separate me from the pack because so many salespeople are not good listeners. This is the number one aspect of being memorable: people will remember that you paid attention to what they had to say.

 

I want to make sure that I am putting my potential customers in the story so they can visualize themselves doing business with me. And last but not least, I want to make sure that they trust me. Trust is the ultimate decision-maker for every client. One of the ways that I gain people’s trust is that if I truly don’t know the answer to their question, I tell them, “I don’t know, but I will find out and get back to you ASAP.” Many salespeople will say, “I think so” or “I assume so,” and that is one sure way to convince them not to do business with you. Let them know that you are human and you don’t know all the answers, but you’re just as interested in knowing the answer to their question as they are.

 

Being memorable and leaving my clients wanting to do business with me are two of my greatest strengths. I would be thrilled to coach you or speak to your company on how to be memorable and make more sales. Please reach out to me at van@vandeeb.com and check out my website at www.vandeeb.com.

 

Why waste a sales call? Start being memorable today. Let’s talk!

 

 

 

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