The Art of Sales Series Archives

North Georgia Business Radio

Tommy Howard - The Norton Agency (Part 3 - "The Art of Sales" with Phil Bonelli)

00:00 /

Not all real estate agents are created equal, and the differences can have a massive impact on your home-buying or selling experience.

We’re super excited to share this third segment of our exclusive four-part “The Art of Sales” Series with you!

Tommy Howard, President & CEO of Brokerage Services @ The Norton Agency, returns to North GA Business Radio to chat with us about all things Real Estate — buying, selling, what it takes to be a successful Real Estate professional, local Hall County market conditions and so much more!

Tommy has an extensive 28-year background in the real estate industry. As the CEO for the last four years, Tommy’s journey within The Norton Agency underscores his absolute dedication to serving our community at the highest level possible.

His sales mastery in a demanding and challenging industry comes from implementing a consultative approach to real estate sales. He offers valuable insights into the distinctions between a real estate broker and agent, emphasizes the significance of ongoing education, and addresses the prevailing real estate market trends and affordable housing challenges in Hall County.

Tommy’s comprehensive understanding of the real estate landscape has established him as a leading expert in the industry. He provides indispensable guidance and knowledge for real estate professionals and agents navigating the industry’s intricacies.

This Segment Is Brought To You By Our Amazing Sponsors

Hopewell Farms GA

Roundtable Advisors

RichLife Advisors

Regions Bank

Highlights Of The Show

00:00:31 – Importance of Real Estate Investment
The host and guest discuss the value of real estate investment and the role of a real estate salesperson as an advisor rather than just a seller. They emphasize the consultative nature of real estate sales.

00:02:44 – Differences Between Real Estate Agent, Realtor, and Broker
Tommy explains the distinctions between a real estate agent, realtor, and broker, shedding light on the qualifications and responsibilities of each role in the real estate industry.

00:07:43 – Professionalism and Code of Ethics in Real Estate
The conversation delves into the professional standards upheld by realtors, emphasizing the adherence to a code of ethics and the importance of market knowledge and expertise in providing valuable advice to clients.

00:13:45 – Market Trends and Changes
Tommy discusses the current market trends, highlighting the increase in home prices and addressing the impact of national news on local real estate markets. He emphasizes the dynamic nature of the real estate market and the need to understand local factors influencing it.

00:14:19 – Current Real Estate Market Trends
Tommy Howard discusses the current real estate market, highlighting growth, rising prices, and affordability compared to other states. Despite fewer houses selling, the high-end market keeps the industry strong.

00:15:10 – Affordable Housing Challenges
Howard delves into the challenges of affordable housing, revealing a limited number of properties under $250,000 and a scarcity of supply. He highlights the increasing prices and the high-end market’s impact on the industry’s strength.

00:16:49 – Apartment Market Overview
The apartment market is discussed, revealing a 98% occupancy rate and escalating rents. Single-family housing rentals are highly desirable, with less than 1% occupancy, addressing the issue of down payments for homebuyers.

00:19:30 – Importance of Real Estate Agents
Howard emphasizes the importance of real estate agents in the buying and selling process, highlighting the legal complexities, emotional rollercoaster, and the value of having a professional guide clients through the transaction.

00:20:43 – Creating Client Relationships
The process of formalizing a relationship with a real estate agent is explained, emphasizing the need for a written agreement to establish client or customer status. The importance of disclosure and legal documentation in the real estate process is emphasized.

00:28:13 – Importance of a Realtor
Tommy emphasizes the value of a realtor in buying and selling homes, highlighting the need for a professional’s expertise and experience.

00:29:34 – Education and Pitfalls
Tommy discusses the importance of educating oneself about the industry, understanding the pitfalls clients may face, and providing valuable insights to help them navigate the process effectively.

00:30:47 – Continuous Education
The conversation delves into the significance of ongoing education in real estate, including mandatory state requirements for continuing education and the continuous effort to stay updated on market changes and new policies.

00:36:02 – Leading a Team
The focus shifts to leadership, emphasizing the importance of listening, providing valuable guidance, and building a supportive team to achieve success in real estate sales.

00:40:17 – Building Culture and Teams
The CEO’s role in building culture, getting the right people, and driving numbers is highlighted, emphasizing the significance of surrounding oneself with good people to achieve business success

North Georgia Business Radio

John Winters - Meridian IT (Part 2 - "The Art of Sales" with Phil Bonelli)

00:00 /

To Sell Or Not To Sell – Part 2 of “The Art of Sales” – an Exclusive North GA Business Radio Series hosted by Phil Bonelli

Sales is not overly complicated, but it isn’t easy. It takes passion. – John Winters

Our special guest is John Winters, a seasoned sales professional with a very diverse background.

His career started in radio and television and has transitioned into the technology industry, where he currently works with Meridian IT, a global managed service provider.

Redefining Sales Success: Relationships, Representation, and Responsibility

Sales is an art that requires finesse, passion, and a genuine desire to solve problems.

During this engaging conversation, Phil and John offer a refreshing perspective on sales, one that transcends mere transactions and embraces the essence of human connection.

John’s candid anecdotes and real-world examples illustrate the power of tapping into your genuine enthusiasm for what you sell.

He shares how this authentic passion can elevate your sales approach while fostering meaningful connections with clients and driving sustainable growth.

John has mastered navigating the challenges of remote sales post-COVID and implementing effective sales strategies to drive business growth.

John’s insights and practical approach make him a valuable resource for sales professionals looking to strengthen their customer relationships and successfully adapt to the ever-evolving sales landscape.

Connect With John and Meridian IT:

https://www.linkedin.com/in/jwinters123/

https://www.themeridian.com/

Connect with Phil Bonelli:

https://www.facebook.com/Hopewell-Farms-GA-105614501707618/

https://www.instagram.com/hopewellfarmsga/

https://www.hopewellfarmsga.com/

Connect with Beau Henderson:

https://RichLifeAdvisors.com

https://www.facebook.com/RichLifeAdvisors

https://www.facebook.com/NorthGARadioX

This Segment Is Brought To You By Our Amazing Sponsors

Hopewell Farms GA

Roundtable Advisors

RichLife Advisors

Highlights Of The Show

00:00:39 – Sales Series Introduction
This is the second segment in a four-part series on sales. John and Phil discuss the importance of being passionate about what you sell.

00:01:29 – Sales and IT Services
The guest, John Winters, talks about his role at Meridian IT, a global managed service provider, and explains the company’s services related to IT infrastructure and cloud hosting.

00:07:32 – Finding Passion in Sales
John shares his journey into sales, starting with selling Christmas wrapping paper at the age of ten and later transitioning into technology sales, emphasizing the importance of passion and motivation in sales.

00:13:36 – The Heart of Service in Sales
The guest discusses the significance of having a heart of service in sales, emphasizing the responsibility of serving customers and building meaningful relationships. He highlights the people-centric nature of the sales business.

00:14:00 – The Dual Role of a Salesperson
John discusses the two key responsibilities of a salesperson: representing the business’s interest in front of the customer and the customer’s interest in front of the business. He emphasizes the importance of not just making the sale, but ensuring that the promised outcome is delivered.

00:17:14 – Customer Experience and Communication
The conversation shifts to the importance of customer experience and effective communication in sales. John highlights the need to understand and relate to the customer’s business and position, as well as the significance of showing genuine care and interest in the customer’s needs and problems.

00:19:29 – Importance of Service and Communication
Phil and John stress the importance of adopting a mindset centered on serving the customer and communicating in a way that focuses entirely on the customer’s needs and problems. They emphasize the value of approaching sales with a heart of service and empathy.

00:23:46 – Balancing Customer and Business Interests
John delves into the challenge of representing both the customer and the business, highlighting the need to ensure that the customer’s expectations are met while also addressing any discrepancies that may arise in the contracted elements. He emphasizes the importance of finding win-win solutions and approaching challenges with love and appreciation.

00:27:32 – The People Business
Phil and John underscore the significance of recognizing the collaborative nature of sales and the need for gratitude and appreciation towards the individuals who support the sales process behind the scenes. They emphasize the value of building relationships

00:29:06 – The Importance of Process and Collaboration
John emphasizes the importance of sticking to the process and ensuring client satisfaction. No one wins alone in business, emphasizing the need for collaboration.

00:31:09 – Gratitude in Sales
Phil shares the importance of gratitude in sales, citing personal experiences from a family trip. Both hosts discuss the value of being grateful while striving for more.

00:34:23 – Creating Opportunities and Exceeding Expectations
John shares a story about his great grandfather’s journey to the US, highlighting the willingness to take risks for opportunity. The hosts discuss the importance of creating opportunities and exceeding customer expectations.

00:36:51 – Building Lifelong Partnerships
Phil emphasizes the value of making lifelong partnerships with clients. John adds that following customers as their careers advance leads to exponential growth. They stress the importance of taking care of clients.

00:38:51 – Effective Communication in Remote Sales
The hosts discuss the challenges of remote communication and emphasize the importance of turning on the camera during conference calls for effective non-verbal communication.