News & Research Archive

Who is Hungry Anymore?

Aug 16, 2010

If you are a salesperson today, it is not easy. No matter what you are selling-your clients have little cash, less sales, and want the absolute lowest price-all of which affect your personal bottom-line. Maybe I am getting old, but I just don't see the hunger in salespeople today. It seems that the majority of the salespeople I run into seem to think this is business as usual. It is far from it.

I see salespeople taking more time off, instead of working longer hours-with the excuse that there is no business out there, so you might as well take time off. I see salespeople approach their business the same way as in a hot market hoping for the phone to ring for new business. I also see salespeople coming in later and leaving earlier. All of which is a license for an eventual "nail in their coffin".

When times were tough I was trained to work longer, make more sales calls, think of new ways to develop new business, and stay positive about your market. Instead of seeing the glass half empty-successful salespeople see the glass half full. Distractions in any way that kept you away from focusing on your business had to be eliminated.

In addition you had to cut your own costs of doing business while thinking of ways to enhance your business to try to expand it. This may mean attending more networking events, spend more time contacting your old clients more often, and increasing the amount of cold calls you make each day.

It used the norm for an average salesperson to be required to make at least 100 calls a day. Those 100 calls would lead to two suspects and one deal on average. Old traditional commercial real estate firms would have their agents walk the streets and collect at least 25 business cards a day before they were allowed back in the office. Today, I ask even the most successful past brokers how many cold calls they make in a day and you get answers more like zero to ten.

With less business-double the effort should be made, not half. These are serious times that require a renewed & focused commitment to succeed. Don't tell yourself you will start changing after you take your vacation-start today.


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 25 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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