The Secret of CLOSING: It’s In The Cards!
By Toni Blake

Don’t forget to follow-through on your assignments! For example, you’ll want to create your own deck of the “I’ll Take It!” cards.

Perhaps you’ll want to print them on a heavy card-stock paper—with the EXCUSES cards being one color and the CLOSING cards being another. (Remember to save your original templates for future use.)

I recommend choosing one card a week and practice on that one until you OWN it!

Also, you’ll want to put together your interview questions for your customers.

An excellent resource (and inexpensive, too—it only costs $4.95) is The Book of Questions by Gregory Stock, PhD.

My own two favorite questions to ask are:

1. “What is your favorite room in the apartment?”

2. “What are the things you own that you love the most?”
I challenge you to practice and perfect the art of conversation!

The Word On Conversation
By Toni Blake

Here is a list of books for extra information on being a great "conversationalist".

This quarter our focus is on your ability to be spontaneous and easily build conversation with the closing comments you need to get more leases.

We will be learning what the different elements of conversation are and how to deal with conversation killers. Your ability to demonstrate "finesse" in a conversation will make you a better manager, leasing consultant and friend.

These books are a gold mine of topics that take daily conversations beyond the trivial and mundane. They will help you turn a dull conversation about the weather into a sparkling discussion about life.

These books work wonders. Asking 'serious' and 'personal' questions to your prospects can be artificial and difficult, but with the help of this quarter’s seminar and this book it's a piece of cake. Here are the three recommended books for this quarter.

Title: Words That Sell • Author: Richard Bayan • ISBN: 0809247992

Title: Write Well & Sell • A Few Choice Words • Author: Sandra M. Lauder • ISBN: 189235604X

Title: The Book of Questions • Author: George Stock • ISBN: 0345438663

You should buy one book each month of your career as an investment and start your own business library. Each of these books will be used over and over again.

Each book has an ISBN number. This is the number used by the Library of Congress to track books. It is an easy way to look up a book. With so many tittles and authors you will never mistake a book in ordering with the ISBN.

I will have copies of these books at the seminar for you to look at before ordering if your want, or you could get ahead of the game and come prepared having read all three!

I can't wait to see you this for what promises to be a conversational adventure.

Toni Blake is a nationally recognized expert in customer service, sales and marketing. She travels to over 60 cities annually speaking to over 30,000 management professionals each year. Toni is known for her innovative concepts and is an industry trendsetter. She has been involved with Multifamily Housing since 1979 and currently resides in Littleton, Colorado. 

For more information contact her office toll free 866-889-6600. 

For a copy of the articles in this series or to find out more about the products mentioned, log on to www.newhomeessence.com.