April 2019
Beginner
304 pages
6h 9m
English
Content preview from Real Estate Titans
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Chapter 17Key Lesson #6: Extraordinary Salespeople
While we were raising a real estate fund for one of Thor´s companies, Thor Urbana, I got to sit in several different meetings with Joe Sitt. Fundraising is all about being a very good salesperson and Joe is one of the great salesmen in real estate. There are several things that you can learn from him. Here are a few of my observations about Joe:
- Joe Sitt is a very charismatic person, always optimistic and often smiling. People like people who smile.
- Joe Sitt is fun and exudes high energy. One of the worst traits a salesperson can have is being boring and low energy.
- Joe Sitt is also an extraordinary storyteller. He has some really exciting stories about the interesting people he surrounds himself with.
- Joe Sitt shows interest when is meeting with other people. He will sit down and listen to you.
I have been in numerous business meetings with Joe and have observed how he interacts with his stakeholders. One of his great strengths is his habit of genuinely praising other people.
Dale Carnegie framed it perfectly: To become a great salesperson, you have to remember that people want to do business with people they like, trust, and respect. How do you get people to like, trust, and respect you? You can start by being sincerely interested in them. This way, you can gain a deeper understanding of these individuals’ needs and wants and develop a genuine relationship with them.
I have seen that most people in in real estate forget ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.