Flying Low...

Just an update for those who may be interested. I struggled with the lay-off back in April, but had no choice but to pursue self-employment (thank goodness - even if I wanted a normal J.O.B., there is nothing available). I wanted to fall back on Real Estate since I've been licensed for about 3 years.

Thanks for all the encouragement and advice. What I've found is a friend who is a partner with a company selling Arizona Republic subscriptions. I tried giving out free t-shirts at Diamondbacks games with limited success (the hot young girls do very well at the ball park - but not me), but found better success giving away $20 gas cards at gas stations around the valley. Sign up for the newspaper - $17.15 a month, and get a $20 gas card. They pay me $20 for ever subscription I sell (I guess they figure most people will continue receiving the paper for several months, plus they're more concerned about getting numbers so they can sell advertising).

Anyway, I've been averaging about 2 sales per hour. Today I sold 12 in 3 hours ($80 per hour)! I'm pretty sure I can make my old full time salary in half the time, plus have time for Real Estate (I have a deal about to go through and a few more leads in the works)!

Not a very glamorous way to make a living so far, but it is definitely flying low and collecting some nice dough!

I don't know all of the details, but my friend Darin has a great business going here. The paper obviously pays him enough to pay me $20, give a $20 gas card to the customer, AND something extra for him for each subscription he gets (I know he's making some big $$$). Maybe you entrepreneurs in major metro areas can use this idea on your own local papers to make some big money!

Todd Smith
Arizona Realtor
(and newspaper salesman - for now)

You are my hero! I have this strange feeling you are going to make it and sooner than you think.

[GordonJ]

Originally Posted by Todd

Not a very glamorous way to make a living so far, but it is definitely flying low and collecting some nice dough!

Todd Smith
Arizona Realtor
(and newspaper salesman - for now)

Todd,

GOOD on you for doing this. Before you get the "tips", a comment or two about your site.

You might want to at least keep your blog up to date monthly, better yet, every two weeks, so people who do come there, see that it isn't doing anything.

Also, on your FEATURED HOMES link, even if you don't have any, you might consider putting up some text that tells people something.

You also may consider the landing page, and give them a little more information about what you do...I wasn't sure from reading this.

Anyhow...on to your current OPPORTUNITY.

SPIDOG, Solve Problems In the Direction Of your Goal.

The great thing about what you are doing is that is a people to people transaction, and that always affords the opportunity to hone your skills.

Your observation skills of how people react to a "salesman". Your sales skills, your converstation skills, how to extract information from people.

The FREE gas card is a big incentive, but, it doesn't work on the majority does it?

What ELSE can you offer up? As you've seen from Internet Marketing, these guys offer up bonus after bonus after bonus.

Here's how I did it for the Akron Beacon Journal:

I would buy 4 papers a day (2 bux)...and cut out every article and ad...and paste them up on heavy board...I wanted to know EXACTLY what was in the paper...do this for 10 days.

USA TODAY became "America's Paper" with only FOUR sections, and with short and sweet stories and lots of graphs, colors, etc.

I see from the AZ Rep web site it is a pretty typical daily...do you have or can you get access to their web site stats? Doesn't really matter, but if you knew what people read, it would help with your pitch.

Here's one I used after cutting out all those articles.

AFTER greeting.

Mam, are you aware that the Beacon Journal last week had over 250.00 in coupons and savings? Now, nobody is going to use them all of course, but if you only used a couple of coupons a week, it would be like getting the paper for free.

Or a variation of that.

A man wearing a Cleveland Sports team cap might hear something like,

Sir, did you know that Beacon Sports writers have won awards covering the browns (team) and they often report the inside stories you won't find on TV or in the Plain Dealer (and I was prepared to back this up, because I cut out the articles)

For me Todd, it was like any other selling situation, I wanted to know my PRODUCT better than anyone else. When I sold consumer electronics, I memorized all the boring specs, not to use them while selling, they came up every once in awhile...but rather to convince myself that I knew more about the product than anyone else on the floor.

I knew the mom towing the two year old behind her wanted the VCR as a "baby sitter" and the guy with the teen kid wearing a Browns jersey, well, they wanted the BIG tv or VCR to record the games, see?

What do people need a newspaper for?

Why will it help the young mother? (Save her time in the kitchen, save her money at the market, how quickly can she get to the information she wants?)

The younger couple may want to know about concert tickets, movies, all things entertainment.

Grandma might want the TV schedule.

Each person you encounter will have their own needs, their own desires and this gives you a chance to HELP each and everyone one of them get what they want by OWNING THEIR OWN COPY OF THE AZR (might want to reread my White Bread post).

Also, while you are in a given neighborhood, take a quick drive around looking for vacant houses, those for sale by owner, or for sale...get a small Flip video camera and take a quick little 3 second video...do this for 15 minutes a day and you'll be EXPERT on a given area.

People stopping at gas stations probably live nearby...if they don't buy a subscription, ask if they have any houses for sale on their street.

Take this opportunity to develop and HONE your people skills, your persuasion skills, and your information gathering skills.

Become the number 1 seller of AZR subscriptions, Parlay your success into the next thing...get one bargain up...then another...and continue on.

This is an excellent stepping stone to success, take full advantage of it.

Gordon Jay Alexander

Thanks Gordon. I have to admit, I hated doing this at first. I have always hated the idea of sales, have had no skills, and it's definitely my weakest point. Standing around at gas stations not making sales in 105 degree heat can discourage you really fast - trust me.

Just the techniques my friend has taught me has helped tremendously. Much of what you have said he has already been training me (lady with kids - mention the coupons every Sunday, sports guys - talk sports, etc...) Assume the sale, start getting the name, address etc. to get them committed.

I have to admit, part of my slow start in Real Estate is that lack of sales skills. I've started getting my prospects more committed up front now as well (when is a good time to get together to see homes? - Let's meet here and I'll drive - oh, and one of my lenders will call to pre-qualify you tomorrow, just so your ready when we find that perfect home).

Heck, if I can stand around gas stations getting people's credit card numbers all day, I should be able to get potential home buyers to give me some commitment.

BTW, I wrote up a contract today on a bank owned home for a nice young couple (who I met at the mall just two weeks ago). Will spend the next 48 hours praying that it gets accepted. Oh, updating my website and praying. It does need some work.

Thanks again for the input!