In speaking to nearly 3,000 sales associates over a recent five day period, I am convinced that nothing has changed since the word "Internet" has entered the real estate vernacular...

My job as keynote speaker to huge group of agents was essentially show them how they could effectively convert the thousands of online leads their (major) franchise was so generously sending their way."? Talk about the deer with the proverbial headlights shining back --most of them clearly had no clue on how to work with the Internet Empowered Consumer" (IEC)."? In fact many of them were shocked to learn that just about everything they've been taught about sales (in the offline world) would actually work against them online.

It's not their fault I reassured them --they simply have never been taught to "speak the language" of the IEC --which is vastly different than that of the traditional offline consumer.' It is ironic to see how companies are spending literally millions of dollars to generate online "leads" for their sales associates, for whom no one has ever prepared them to take on this new kind of consumer."? And this is no trivial task --the very "DNA" of sales people precludes most of them from ever enjoying the online world --IF-- they feel it takes them away from the "people business" (i.e. flat screens instead of handshakes!)

I addressed this major issue back in 1998 when I authored the industry's first White Paper on the impact of the Internet for the Intel Corporation (a PDF excerpt has been uploaded for your viewing pleasure :o)"? Salespeople's resistance to working "with the computer" is a fundamental issue that will not go away by simply dumping more leads on them --that kind of largess quickly turns to jaded frustration."? What is needed is a fundamental change in the salesperson "business model" that allows them to stay in the "people business" yet still take advantage of the cornucopia of online leads.

There is such an innovative business model which I will share --in a later posting...

Have a great holiday weekend!

Michael
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