Sales Consultant Danielle Kennedy

Encourage Your Move-Up Buyers to Do It Now!

Danielle Kennedy — Fri, 04 Jun 2010 20:18:00 GMT

Most economic indicators show that the economy has started a recovery cycle. With both interest rates and real estate sales prices extremely low, smart homeowners are seeing the opportunity to move up and cash in. Foreclosure fillings are down, prices have stabilized at the low end of the market and have even started to creep upwards. The mid and upper end markets are still soft but sales activity is increasing. By moving up now, smart homeowners can make a larger jump in the market than they will by waiting untl the value of their home has fully recovered. If you are thinking about moving up, now is the time. Historically the best time to move up or get into the market is at the start of a recovery cycle. Early movers are making great deals. Now is the time.

Realtors: Use the above facts to drive more home sales into our economy.

30th Anniversary Edition of How To List and Sell Real Estate

Danielle Kennedy — Sat, 06 Mar 2010 18:17:00 GMT

Order it today. We conquer all the tough subjects with common sense and solid solutions. Everything from social networking with class not crass to succeeding when the going gets tough. You will love this edition. DK is available for book signings.

Video Coaching To Raise Awareness and Improve Communication.

Danielle Kennedy — Fri, 19 Feb 2010 17:51:00 GMT

I am very fortunate at this time of my life to be able to use many of the experiences of my own personal history to solve problems on the job. I work for the CareActors Theatre Troupe which is part of a large hospital organization. And this week I had the opportunity of video coaching two doctors. Both of these doctors requested help with specific communication challenges they wish to improve upon in their work. One doctor is a female who is very bright, very personable, knowledgeable but she looks young. (Oh to have that problem!) And her older patients--particularly seniors--often ask her how old she is and how long she has been a doctor. Many of them had the same doctor for decades and their particular doctor has retired so she is taking over as their new doctor. So I created a scenario whereby I was going in for a check-up and I had some health issues and this was my first visit with her since my own doctor had retired. The facillitators put a listening device in my ear. As they watched the doctor and I interact on film, they could cue me to make it more difficult on her if they saw the necessity. The doctor is working on being less defensive, listening carefully, and being clear in her communications. We did two sessions so she could watch the first interaction and make improvements. It was very productive.

The second doctor was a male pediatrician who was beginning his own practice. Up until now he was a neonatal surgeon working on premature babies who needed care. I played the grandmother who was raising the baby because the mother, my daughter, was back to work as a single mom. The baby was six weeks old and had an obstruction in her stomach which made it difficult for her to hold down food. Surgery was necessary and the doctor had to give me that news. I was in a very emotional and agitated state and it was up to the doctor to be able to deal with me in that state. The challenge as an actor is to make it real and if it is real, the doctor will definitely have to work at developing compassionate, careful behavior and listening skills. This doctor was responding well. Beads of perspiration were on his forehead. There was a significant change in his manner from the first coaching to the second.

Both doctors did very well and the facillitators felt progress was made. This is something that would work with many of you out there who are trying to improve your business skills too. For example: a Realtor who has to deliver bad news concerning an appraisal, a salesperson who feels uncomfortable asking for the order, or the simple act of qualifying a prospect to find out if they are in the market for your product or service. We call them role plays but when you video the scenario, watch yourself, and then repeat the scenario after you've been coached while watching your tape, growth and progress can be made. Remember the first step to initiate change is awareness!

Also it is critical that the actor playing the customer is extremely skilled as an actor. At CareActors everyone in the troupe is highly skilled, experienced and each actor had to audition to become part of the group. The selection process is tough. And that's good. Because if the actors are not real, the student will have a hard time believing it is a real scenario.

When I get the opportunity this year, I hope to do some of this with my companies that I consult around the U.S. Management, you should try it too. It truly builds awareness and improves skill levels.

Four Questions For Problem-Solving.

Danielle Kennedy — Fri, 12 Feb 2010 01:18:00 GMT

I stole the following from my dear longtime pal, Hank Trisler. This is a good format to follow for managers who would like to see their sales teams solve more of their own problems. Particularly the minor ones on a daily basis. So salespeople you can use these four questions when you are in a quandry over a transaction, or if you are going to the manager for assistance you can have the answers to these questions in your head or on paper when you go in to talk with your manager. That way time will not be wasted beating around the bush or trying to figure out what exactly is the issue. I used these four questions when I managed a sales com team and I still use Hank's formula while coaching.

1. What is the problem? A prime obstacle to the solving of any problem is a lack of specificity in defining the problem. The answer must fit on the back of a business card. If it's longer than that, the problem is not understood.

2. What caused the problem? I don't mind solving a problem as long as I don't have the same problem again next week, and the week after. Knowing what causes problems helps us avoid recurrences.

3. What are all the possible solutions? Encourage brainstorming. Often the most ridiculous solutions are the nucleus of a workable idea.

4.What in your opinion, is the BEST solution? When this question is answered, you're usually pretty much done with the process. You just say: "Sounds good to me. Go do it."

Put these four questions to work immediately, friends.

Are you really committed to do the deed?

Danielle Kennedy — Wed, 10 Feb 2010 18:42:00 GMT

One of the jobs I have (I have several!!!) is to go in and "fix" stuff. That's why they call me. " Come fix our sales staff. We give them great advertising, the location of our models/sales office is ideal. We just give give give. The traffic count is up but the closing ratios are down." And then management tells me they do not want a bigger staff they just want a more productive staff. I get it. They need sales training, They need to learn better ways to qualify, demonstrate, negotiate and close the sale. But the first question no one wants to ask is: Is the CORE BEHAVIOR of each individual on the team what it needs to be to become successful? And the other issue is management does not want to constantly recruit. They do not want to accept the idea that no matter how effective a sales team may be at this moment, that can change at the drop of a hat. So recruiting must be part of the core behavior of management, just as prospecting is part of the core behavior of the individual salesperson. The stubborness I encounter? Management is not always recruiting and salespeople are not prospecting.

So the first thing I have to do when I go in and try to "fix" is figure out what the owners/managers expectations are for the sales team and what is the procedure for recruiting. If there is no system in place, if the selection of candidates is very slip-shod, there will be no fixing of anything. Again I love to use the theatre as a metaphor because it is exactly the same issue. When a director cast a play, 90% of his chances for success are set up way before the first rehearsal. With the wrong cast, the show will be a flop. If the director does not select actors with a core behavior of willingness to take notes (direction in regards to the role they are playing) the whole ensemble is effected. I have seen this problem with sales teams and casts of a play.

So here is the skinny all you business owners who are reading this--I cannot fix anything if the core behavior of your staff is not amicable, willing, committed, and trainable. That's why the first thing I do is interview every single person on the team and find out where their heads and hearts are. This is a huge commitment people. Living on blind faith, commissions, no salaries, etc. Artists go through the same thing. Wishy washy does not work. They have to be able to have the behavior that says: "Nothing will stop me today from pursuing my dream." And they cannot moan, complain, focus on outcomes, and waste time. Every single second counts. And so the question for the committed ones every day is: "What action can I take today to bring more people into the fold?"

How committed are you right now?

January Special Danielle Kennedy Training Offers

Danielle Kennedy — Tue, 05 Jan 2010 18:21:00 GMT

Happy New Year Everyone:

2010 is our year to dig in and commit to the world of real estate. In case you forgot, for over 100 years the real estate investment has stood the test of time. Through the ups and downs of many market challenges, it has and will continue to survive.

What do I offer you as a trainer? SPECIFIC information on pricing listings correctly, negotiating with buyers who are resistant, business development training, enabling you to MASTER important language combined with strong intention. NO, language and scripting is not outdated. If you can't communicate the language of conversion with passion and power, you are in the wrong business. Some things never change. They just need to be improved and updated.

You cannot afford to NOT have these programs in your training library. THE JANUARY SPECIAL gives you the ENTIRE 16 hour DVD TRAINING and CD ROM WORKBOOK for only $199. You save a $100. Act NOW.

Also check out all the other NEW PRICING of my sales training and real estate training PRODUCTS. Most of them are UNDER $100. Don't Forget. YOU CAN DOWNLOAD ONE FREE FORM A MONTH!!!

I took all YOUR EXCUSES AWAY. START NOW and invest in your education.

I am on your team. DO IT NOW.

CareActors: My New Colleagues.

Danielle Kennedy — Fri, 18 Dec 2009 17:27:00 GMT

For Jim Rohn: With Love And Affection.

Danielle Kennedy — Sun, 06 Dec 2009 00:06:00 GMT

Today a friend of mine and a friend of many of you passed away--Jim Rohn. An idaho boy who grew up to be a true philosopher. The first time I went to hear Jim speak I was in my late twenties and going through lots of adversity. It was a crazy time of outward, external, enormous successes in my career combined with extremely painful personal losses and heartaches. It was Jim's style that really made a difference to me. Like Johnny Carson, he was a class act and every word that came out of his mouth was worth waiting for. He was so simple and so direct. Jim was just Jim talking to us about his own wake up calls and how by passing along what life had taught him, perhaps we could benefit. And maybe, just maybe, we were all in that room together that day for a reason. Because the people in that room were ready. He would love to quote: "When the student is ready, the teach will appear." And that is what he did for me. I was ready. So when he talked about life and the seasons, and planting in the spring, and harvesting in the fall and hanging in there in the winter, it touched me and moved me to take my life in a new direction. Every word that came out of his mouth caused one of those "aha" moments. And for my money the best thing any teacher can give you is first the "aha" moment which then leads to an awareness and the ability to take action. He planted the seed. And the harvest of all those years of his farming the soil, will pass on to future generations. God Bless, Jim. You were one cool cat.

The Troubadour Theatre Company

Danielle Kennedy — Wed, 02 Dec 2009 21:56:00 GMT

Tonight, December 2, 2009, my daughter Beth Kennedy Will, and the incredibly talented group of singers, actors and dancers--The Troubadour Theatre Company open previews to their newest show--Frosty The SnowManilow. Each season they put together a story based on the music of an icon. It's a Stevie Wonderful Life was last year's hit and in two more days they will be performing that show at The Carpenter Center in Long Beach, California. That show--1000 people-- is sold out. But you must catch Frosty the SnowManilow at the Falcon Theatre in Burbank between now and January 17th. It's rare to see a variety show of this caliber performing live in this day and age. I am extremely proud of her and the entire band of people involved. Bring your whole family because it is non-stop fun and will really put you in the holiday mood. Check out their website--troubie.com--and become a fan. Break a leg, Troubies.

The Real Deal

Danielle Kennedy — Sun, 29 Nov 2009 18:54:00 GMT

Steve Lopez, columnist for the LA Times, is one of my all time favorite journalists. The movie The Soloist is based on his relationship with a homeless man who went to Julliard and happened to be a gifted musician. In today's Sunday Times Steve writes a story about Bruce Kravets, a Los Angeles based math teacher, who is retired from the school district but who still teaches math at the same school he's taught at for 40 years. Now he does it for free. This is the kind of a story that really inspires and motivates. A man who does what he is good at for no reason except the pure love of it. This is the real deal, my friends.

www.latimes.com Sunday November 29, 2009 Steve Lopez's column.

Most thankful for my family.

Danielle Kennedy — Wed, 25 Nov 2009 17:24:00 GMT

Thanksgiving is a wonderful holiday. It's all about gathering with those we love and breaking bread together. Plain and simple sharing filled with story-telling, laughter and delicious food. Our family has been spending the last few years at my son and daughter-in-law's home. We all bring food to share but Joe and Monica take care of the the turkey and all the delicious trimmings. Their home is straight out of a Currier and Ives winter scene. They designed and built it to make room for their growing family of three children. Monica did a splendid job with the interior design. It's all about family and friends and it really is a home you love to hang out at whenever you can. Yesterday I was at their house helping them get organized. Ryan, Coco and I made place cards while discussing who should sit where. They have lots of cousins the same age and of course they want to all hang out together at the table. My daughter Beth and son-in-law Eddy will be there and the kids cannot wait because they are thee most charismatic of aunts and uncles on the planet. They come up with more games, more shennigans and more fun than a playground full of kids. Daughter Kathleen and her boyfriend Ruben will be there too and Auntie Kath is equally as loved by all her nieces and nephew. I believe our family, in the best sense, never grew up. We love children and children love us. I can honestly say the happiest place for me in the world is sitting on the floor indian-style simply being with this family of mine. I will miss my other children who cannot be in California this Thanksgiving. I only hope there will come a time when every single member of my family will be gathered together more and more as I get older and older. Have a wonderful holiday with those you love. And never forget how quickly time passes and how much each moment must be cherished.

The Day John F Kennedy Died--November 22,1963

Danielle Kennedy — Sun, 22 Nov 2009 03:35:00 GMT

Many of you younger people hear us baby boomers reflect about the impact the death of President Kennedy had on our lives. As we come up to the day of the anniversary of his death, I think of where I was that day. In 1963 I was a sophomore at Clarke College, Dubuque, Iowa and enjoying my love of theatre and performance. I declared my major in my freshman year and was deep into every aspect of it. On that particular November 22nd afternoon I was at Bradley University in a competition. Oral Interpretation of Literature National Competition. At the moment JFK was shot I was on stage at that University reciting Carl Sandburg's poem The Day Lincoln Was Shot. And I do mean at that moment because as I completed the poem and walked off stage, down the aisle and into the corridor there was a television monitor on the wall and our First Lady Jacqueline Kennedy was crawling on top of the trunk to seek help. It was beyond eerie. That picture of her is still clear in my mind today. From that day forward, every decision was done with a much different viewpoint of life. For the first time I understood the significance of "mere mortals." I believe that from that day forward I began living life as if each day could be my last. What an impact our beloved President Kennedy had on my generation.

Team Work? Learn from the cast in a play!

Danielle Kennedy — Tue, 17 Nov 2009 04:40:00 GMT

Currently I am rehearsing for a play that goes up on Fridays and Saturday nights in LA for 5 weeks. I cannot tell you how much I love working the theatre. First of all, like the speeches I do, it is A-LIVE. Yep, no waiting for cameras to roll here, we just roll on a dime with real people. And if anyone wants to know how to run a company you could learn a heck of alot from selfless actors who want to have each other's back every night when the curtain opens. That's the type of people I am working with in this cast. From the playwright, Justin Tanner, to the great actors in the play, we are all about each other-- not just one person-- or diva. When you all care about each other, listen to each other, give and receive with each other, you have a terrific piece of work. I love doing plays and then going back to my salespeople and management folks out on the road that I train. Because I have so many tips on how to team build to pass on that I derive from my days and nights working with incredibly talented actors in a production. Bravo!

I HAVE to keep Moving.

Danielle Kennedy — Sun, 15 Nov 2009 19:18:00 GMT

Last week was a disaster. I never got off my bee hind. At the desk working on urgent projects or in the car driving back and forth to Los Angeles or San Diego. By Friday I was not sleeping properly and was not my happy self. This is what happens when I stop exercising. I HAVE to move. And as one gets older it becomes even more mandatory for not only cardiovascular health but mental disposition. So if anyone is grouchy or not sleeping well, please start moving. I HAVE to be outside for a part of the day or I truly stay in my head and lose sight of the big picture. Today Mike, our dog Riley, and I went out for 2 hours along the back bay in Newport Beach. We jogged steady for 30 minutes and walked the rest of the time at a good clip. Boy does Riley need it too. He is a golden retriever and he starts acting crazy, just like his owners, when he does not get his exercise. Whew! I am so much happier today. Hate to admit this stuff in writing, but if this was last week right now, and you wrote a blog like this, it would have reminded me to get off my beehind. So here's hoping someone takes a break, who really really needs to like I did, and moves on out into the big wide world for some fresh air and palpitations of the heart. OXOX

Welcome To My New Danielle Kennedy Website.

Danielle Kennedy — Thu, 29 Oct 2009 21:02:00 GMT

Hello there and welcome to my new virtual home. I am so pleased with my new website and I hope you find it easy to navigate through on your end. My partner in crime, webmaster/designer Will Paccione, who I HIGHLY recommend, and I have tried to make this site very clean, simple and helpful. If you are a looking for some wonderful training tools, please visit my store for a complete line of cds and dvds. Don't miss my blog because I will be writing and video-taping the latest and greatest tips and how tos' for your learning pleasure. Feel free to email me and give me your suggestiions. Join my Facebook fan page right here on the site and feel free to follow me on twitter. The photo gallery includes lots of family memories as well as friends, speeches and fund raisers. If you are a meeting planner, I promise to deliver a very customized program for your event. Take a look at the topics, the demo reel and also information about my consulting programs.You can download a headshot of me as well as a bio for your files. I am always preaching to my students--Get more testimonial letters--so we have saturated the site with plenty of great comments from colleagues who I have the utmost respect for in the training and development world. So happy you stopped by my house. Here's hoping you will be back time and again. Because I am always cooking up something wonderful for your training and speaking events. Best, Danielle Kennedy

Building Stronger Client Relationships with Acting Techniques

Danielle Kennedy — Sun, 18 Oct 2009 03:02:00 GMT

For 30 years I have been engaged in sales, sales training, and acting in theatre and film. My educational background is speaking, writing and acting. It came in very handy when I became a real estate agent a few decades ago. “To act” means “to do.” The most admired actor is the actor that is alive and not on automatic pilot. Also very true for the authentic salesperson. In the newest edition of How To List and Sell Real Estate—Dominate Every Turn of the Market, (Cengage/Thomson Learning, 3/2010), I devote an entire chapter to how acting techniques can help you make the connection with your prospect.

Your biggest challenge with all prospects is to get to the truth as fast as you can. If the prospect is willing to tell you the truth about their circumstances, you will make a solid connection. Your transactions will close and you will build a lifetime customer.

How do you make that connection? Study the prospect. The actor reads the script multiple times before beginning any memorization process. Then he writes a full biography about the character. It’s called a “back story” in theatrical circles. With each read through the actor looks for clues about this character. He searches for common denominators between the character he will play and himself. Does the role require understanding the experience of death, divorce, falling in love, being a parent, etc? The actor searches for that part of himself/herself that experienced those circumstances. If such experiences are not a part of the actor’s history, then he taps into his imagination. Imagination is the “what if” or “as if” factor. Compassion plays an important part of “as if.” You may not know the pain of losing a spouse, or having a financial breakdown, but your sense of compassion and imagination will supply you with those emotions. Both imagination and experience play a big part in role preparation.

You, too, must study your script. But your script is not pages of words. It is a real human being with needs and wants. And your best method of study is first to listen intently. Listen more than speak. And ask very specific questions. As you listen, you may discover you are both Midwesterners originally. Yes, people from the same parts of the country do have an instant kinship. This factor alone can begin the process of making the connection. So the question: “Where were you originally from?” may be the question that moves you closer to connecting with this strange prospect. As you build trust, the questions become more personal: “Is this a monthly figure you would feel comfortable with?” “Would you consider working exclusively with me to fulfill your housing needs?”

An actor does not put a role “on its feet” during rehearsal until much preparation is accomplished. The script is read dozens of times. The back story is written. With each read-through, the actor is asking himself more questions about the circumstances. Consumate actors are fanatics about preparation. Brad Pitt has been quoted to say that he spends a minimum of 3 hours of preparation per page of script. Robert De Niro is always “off book” (Completed a back story, memorized the script,etc) on the first day of shooting. This type of preparation allows the actor to truly come alive in the moment once the camera rolls or the audience appears. He is free “to do.”

If you listen, ask the right questions and then merge all that you’ve learned with a thorough knowledge of the inventory, financing, location, countless amenities ,etc, you will be ready to put your presentation “on its feet.” You will find yourself taking the prospects to the right houses in the perfect location and in their specific price range.

You listened and then acted upon truthful information. You, too, are ready for your closeup! Lights, camera, action!