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Monthly Archives: July 2013

Words to Eliminate from Sale Manager Moments (Commercials)

Every now and then we need a refresher on the words that belong outside the money funnel.  The money funnel is the tool we use to position ourselves to garner referrals and make more money! Recently I have been hearing members ask if other members know “Anybody” that may need their services.  We teach at the Member Success Program that words like “Anybody, Somebody, and Everybody” make members minds go blank and hurt your chances to make more money.   The number 1 best way to eliminate these words from your message is to plan ahead.  The night before think about the LCD you want to promote and then find a story of a client that supported that LCD.   We say that stories sell and facts tell!

The night before our Wednesday meeting I will think about which segement of the population I want to market to this week.  For example, today I spoke about home sellers that have been in their homes 5-7 years and want to move up.  Think about the difference between these two statements.  Hello, I am Tom Matthews a Realtor and this morning I am looking for “Anybody” you know that bought a home 5 years ago “anywhere” in the area that have talked about selling and want to buy “something”.  That is a great referral for me.  Hello, I am Tom Matthews a Realtor, and this morning I am looking for first time sellers typically 30-35 years old in Acton that purchased their starter condo 5 years ago when they were single and are now married with a small child and cat.  They have out grown the space and now want to sell the condo and purchase their forever home in Acton or Concord.  This is a great referral for me this week.   We are employing the technique of being specific to be terrific and giving ourselves the best chance possible to make more money.  I struggled in BNI for a long time because I wanted to cast the widest net possible.  I did not want to leave out people each and every week and for about 4 years in BNI I made pennies.  I finally bought in to what I was teaching and telling others and that is when the magic happened.  When I got focused and specific the referrals started to come.  I am listing 4 homes in the next 30 days and all of them are a result of BNI!  It works and my goal is to share and help others make more money in BNI!

Tom Matthews

Residential Realtor

Gibson Sotheby’s International Realty

Importance of your 1-2-1 meetings

In BNI we require our members to do 1, 1-2-1 meeting a week, and this is the most basic tool we have to help you make more money.  I want you to think about this analogy as your think about the value of these meetings and why you will see this requirement is very easilyContinue Reading

Delivering an effective Sales Manager Moment

Most business people have heard of the phrase “elevator pitch” and the idea is that if you were in an elevator with a complete stranger and had one minute to tell them about your business what would you say?  In BNI we refer to this “elevator pitch” as your “Sales Manager Moment” and I wantContinue Reading

Welcome to BNI Concord

Welcome to our chapter and my weekly blog.  My name is Tom Matthews, I am a Residential Realtor with Gibson Sothebys,  and I joined the Concord BNI chapter in July 2005.  During my time in BNI, I have served in many leadership roles including, but not limited to, President (twice), and I also had the opportunity to work forContinue Reading

Contact BNI Concord:
Paul Indelicato    President

Meeting Location and Time:
Wednesday 7:00 AM
Trinitarian Congregational Church
54 Walden Street
Concord, MA 01742

BNI Mass Corporate Office:
111 Boston Post Road, Suite 105
Sudbury, MA 01776