News & Research Archive

Frozen? Time to Thaw Out

Mar 02, 2009

As a salesperson do you feel frozen in these uncertain times? Are you finding it harder and harder to make your sales calls, concentrate on your marketing because you feel in despair? Are you having trouble simply getting starting in the morning? Welcome to the crowd. Yes it is tough out there regardless whether you are selling widgets or real estate.


Here are the hard facts. If you continue to be frozen your situation will become far worst and your future could be severely impacted. If your sales cycle takes time to develop and you have no business to count on now, you will be suffering through the next few months. But if you apply yourself and work your business for the future you will at least have a “light at the end of the tunnel”. If you spend all your time playing defensive, looking at cutbacks, figuring out how to stretch your credit lines and not spend time on developing new business you will fail.


This is not an economy that will be working anytime soon so you need to re-invent yourself quickly or face a potential real disaster. The old saying “only the strongest will survive” is truer today that ever before.


So what do you need to do? Re-engage!!!!!!!  First you have to spend every day planning your day with real goals to develop new business. Cold calls--you will commit to cold calls from 9-10 each day. Marketing--you will commit each day to developing and following on a marketing plan. Networking--you will commit each day to attend or create a networking event. This is not something you set forth to do and let anything interrupt.

You need to make sure that you do not take something to do and stretch it into your full day project and think you have accomplished something this day.


You need to figure out where in your market place there are opportunities today. Some one’s hurt means someone else’s success. Figure out where in your marketplace you can concentrate your efforts for success. Talk to your competitors, talk to your associates try to figure out how as a group you can make money together. Someone may have a good idea but can’t figure out how to finance it. Someone else has money and is looking to take advantage of opportunities but does not know where to put it. Find both sides of these players and figure out how you can put them together and make a buck yourself in the process.


Treat this marketplace like a football game. Instead of being down by 14 points with two minutes left in the 4th quarter, think of yourself in the early minutes of the first quarter. For a number of you, you currently have no significant business at hand. The results of that will hurt and there is nothing you can do about that. It is like you are down by 14 points in the first quarter but if you “thaw out” and re-engage you have a shot to still win the game and move on the next one.


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 24 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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