- Marketing Mastery: How to Keep Your Prospect Funnel Full
- High-Impact Sales to Close More Deals
- Top-Notch Tenant Service Strategies
- High-Impact Websites: From Pretty to Profitable
- Building Systems for a High-Performance Work Environment
- Guaranteed Formulas for Long-Term Tenant Loyalty
- Powerful Sales Questions to Convert Prospects to Tenants
- Multiply Your Billable Services in 90 Days
- Double Your Number of Virtual Tenants
- Put Your Strategic Plan on Steroids
- Marketing Musts to Create a Flurry of Hot Prospects
- Top-Notch Tenant Service Strategies
You can purchase them individually (below) or at a significant package discount...for package pricing, click HERE.
Title: Marketing Mastery
How to Keep Your Prospect Funnel Full
(60-minute audio)
In this session, you will:
- Discover what unique strategies are most effective NOW during these times;
- Find out how to differentiate your center from your competition AND how to communicate your definable differences in your core marketing message;
- Find out how to allocate your marketing time AND dollars effectively;
- Get the One-Page Lead Generation Marketing Template;
- Uncover how to use a CRM to streamline your marketing processes;
- Identify your lead follow-up plan to keep you top of mind.
“I thought the conference was great. I LOVE the girls who run it! The get my creativity going and help me think outside the box.”
-Cheryl Teal, Assistant General Manager, Office Suites PLUS at Glenwood South
“I liked it all! The follow up plan is extremely valuable and has saved me the time in creating one myself. I have needed a USP but this has given me more ideas to get it done. Thank you!!”
-Connie Hurley, Center Manager, Hometown Office Suites & Services, Inc.
“I love the teleconferences. I always walk away with some new fresh ideas. I like sharing ideas & hearing what everyone else is doing. I've already incorporated some things.”
-Deborah Locacio, Center Manager, Atrium Executive Suites & Conference Center
“The teleconference was fantastic again. Once again, I took a few ideas and started implementing them the minute I got off the phone…it is a great “HIGH", morale booster and great energy that helps feed the rest of my day or week after.”
-Kathryn Christiansen, CEO-Real Estate Operations, Presidio Holdings LLC
Title: High-Impact Sales for Closing More Deals
(60-minute audio)
In this session:
- Discover the formula for converting price shoppers;
- Uncover the 7 Simple Sales Steps to convert office inquiries to contracts;
- Learn the 4 Rules of Powerful Sales Questions;
- Find out THE critical question you must ask to double your closing ratio;
- Get the customizable “Prospect Inquiry Form” for you and your staff to ensure the same sales process is used no matter who handles the prospect;
- Uncover CRM best practices to track and measure your sales!
“This seminar was great and came at the perfect time. I needed a kick and this seminar provided it. The sample phrases and questions, specific to our industry, were just want I needed to start thinking outside of the box. Thanks Lisa. Well worth it!!”
-Jessica Mostyn, Manager, Individual Office Suites, Inc.
“I really liked everything. The conference was very valuable as far as the right information to accomplish the ultimate goal of closing the deals.”
-Janai Hernandez, General Manager, Premier Business Centers
“I am now re-writing the prospect sheet that I use for tours. I love some of the questions that you have and I will have more confidence in my new presentation. I feel better about the possibility of closing more leads!! Thank you so much. I loved it!”
-Connie Hurley, Center Manager, Hometown Office Suites & Services, Inc.
“I left this webinar with concrete ideas re: improving my sales process rather than a mere theory. The handout provided many *specific* tools and sample dialogues that I fully intend to use in the immediate future! In addition, the webinar sparked a list of ideas for future research, such as looking into different CRM's and creating a checklist to bring on tours. It inspired me and makes me eager to incorporate the material into my daily routine. Wonderful job! I am so glad I signed up for this trio of webinars and I look forward to the next one (as well as our Mastermind calls!)”
-Sara Bucknam, Director of Marketing, AdvantEdge Business Centers
Title: Guaranteed Formulas for Long-Term Tenant Loyalty
(60-minute audio)
- Find out how to turn your tenants into raving advocates for your center
- Discover best practices for helping your tenants be more successful
- Learn an easy process for your staff to uncover additional billable service opportunities
- Find out how to solidify your relationship with new tenant
“I came away with several ideas we will be putting into action tomorrow. I liked it all. As usual, you go above expectations. You provide the structure and keep it basic. I love the input from other business centers. They've always got great ideas.”
-Lynn Martz , Center Manager, Perryville Business Centers
“Content of the meeting was in line with what is important for us to focus on at this time. We have been enhancing interaction with our clients in an effort to develop deeper relationships to provide added value to both clients and to Anchor. This teleconference emphasized how important this is. We enjoyed the session very much and we look forward to the next couple of months. Having the outline is very helpful and you did a good job in presenting the information.”
-Jan Paape, Owner, Anchor Executive Center
“I found the 90 day checklist example very helpful as well as adored the Tenant Success Survey information! Finding information pertinent to our industry is challenging as we are so much different than the offerings of conventional space. Learning about ways to help retain clients specific to our industry, especially when 68% of consumers change their place of business for no reason, is an invaluable asset to our daily practices. Thank you all for all you do!”
-Crystal Stone, Marketing Director, Atrium Executive Business Center
Title: High-Impact Websites: From Pretty to Profitable
(60-minute audio)
- Find out how to get ‘em calling direct without going through a broker
- Uncover the most important element to increase your site traffic
- Find out how to get targeted traffic that will convert into sales
- Discover the 5 Critical Marketing Rules for Websites
“Things were explained in easy to understand terms. We are trying to decide if we should renew our contract with our "snakeoil website promoter". After today, I think our money would be better spent on some of the items discussed today. I always find your teleconferences enlightening and motivating!”
-Jessica Mostyn, Manager, Individual Office Suites
“Everything was great and useful…I learned a lot about how to track and measure our online marketing efforts.”
-Brenda Gonzalez, Center Manager, Tegan Executive Suites
“The presentation was well presented and easy to understand. When talking with web designers they usually talk over your head with terms and function. This presentation gave good information that can be used when we redesign our website and I will have a better knowledge of what to ask for and request what we need. Good conference call, keep up the good work!”
-Beverly Johnson, Office Manager, Executive Office Center at Peabody Place
Title: Building Systems for a High-Performance Work Environment
(60-minute audio)
Do you wish you had the step-by-step tools and templates to manage your time and resources in order to keep you and your staff focused and on track with your center’s goals?
In tihs session:
- Find out strategies that create alignment and get things done in powerful ways
- Discover how to get your people focused on the right things
- Discover a system that will rock your world in how quickly and effectively it will free up your time—and how to implement immediately
- Learn how to build systems that will have your office business center running like a well-oiled machine
“[I liked] your usual energy, a reminder of the importance of celebration and setting goals. There is unquantifiable value in taking the time to plan, set goals and celebrate teams. This session was a reminder to put into action the systems presented to increase everyone's successes, both personally and professionally. Great job!”
-Gayle Smith, Executive Director, Corporate Office Centers
Title: Marketing Musts to Create a Flurry of Hot Prospects
(60-minute audio)
- Discover the best ROI on your marketing dollars
- Marketing Made Simple: 3 steps anyone can master
- How to get the best bang for your buck on marketing mailings
- Discover a powerful marketing process that will blow your socks off
“I thoroughly enjoyed your Marketing Musts teleconference! I received value with discussions concerning all the different marketing vehicles available to prospect for new clients. Also, I enjoyed the sample information to be included in sales letters to prospects. Thank you for the great teleconference!”
-Shirley Wright, General Manager, Corporate Office Centers
“Overall it was excellent as usual!”
-Sandra Greer, President, Front Range Business Centers LLC
“[I liked] the material presented. The participation and sharing of ideas from other centers. I appreciated the understanding that not all call participants are from large, corporate or multi-site centers. The challenge was issued to create a marketing plan – even if you have only one other employee!”
-Stephanie Giles, President, Monarch Executive Suites
Title: Powerful Sales Questions to Convert Prospects to Tenants
(60-minute audio)
The content will be packed with powerful sales strategies and iron-clad implementation steps of a 5-Step Sales Questioning Process that has helped revolutionize the sales results of hundreds of businesses.
- Gain a better understanding of the rules of the “Sales Game”
- Find out how to craft questions around your competitive advantages
- Uncover powerful questions you can ask to maximize sales opportunities
- Learn how to get premium pricing for your offices
- Understand how to explore and quantify your prospect’s “pains”
“This training provides a means for a new GM to be immediately confident and successful by simplifying the sales process into 5 easy steps with suggestions on how to handle each step.”
-Todd Kubecka, General Manager, Corporate Office Centers
"I just can’t say enough. I’ve attended so many meetings, seminars, conferences and although it is nice to hear the big points repeated, the new information that you provide is so refreshing. I think so many people learn by example and I love that you share stories and provide examples to really explain what you are teaching. As a business owner, there is never enough time to read, research and develop myself. You save me hours by compiling your research and knowledge and sharing it with me. I’m a true Revved Results fan!"
-Brenda Hesse, Owner, Atrium Executive Business Center
Title: Multiply Your Billable Service Revenue in 90 Days
(60-minute audio)
Find out how to double your billable service revenue stream--for good and, yes, despite today’s economy.
- Discover the formula for unlimited earnings from your billable services
- Find out how to tap into new profit sources while adding 10 times the value to your tenants
- Uncover high-yield opportunities and how to implement those guaranteed profit-generators
“We will be able to implement some of the strategies discussed within 60 days to bring in additional billable revenue…Excellent participation and sharing of ideas by our peers from across the country (and world).”
-Dave Whitaker, Owner, Durham Business Offices
“After the teleconference, the manager and I spent about an hour making our list (prioritized) on what we will implement…We are excited about the ideas we are going to implement…some are going back to the basics and some are new areas we have not tried.”
-Victoria Edmonds, Property Manager, Simons & Woodard Inc.
Title: Double Your Number of Virtual Tenants
(60-minute audio)
Break away from the pack and add easy money to your bottom-line by increasing your number of virtual tenants.
- Understand how to find high quality virtual tenants
- Discover how to attract virtual tenant prospects on a shoe-string budget
- Create a plan for engaging and involving your staff for bottom-line impact
- Uncover "keep it simple" marketing strategies that generate the most profit from the least amount of work
"I was VERY pumped after the teleconference and spent the next 45 minutes discussing opportunities with the owner. We reviewed what we're currently doing and how we can do it better. I came away with ideas we can implement this week and a couple that we will explore in 2009 overall. GREAT job!!!"
-Lynn Martz, Center Manager, Perryville Business Centers
Put Your Strategic Plan on Steroids
(60-minute audio)
This teleconference provides you with the Designed-for-Results Strategic Plan template so you can clearly define your strategic plan for next year to radically improve your performance.
- Discover how to align your staff to work toward pre-determined goals for bottom-line impact
- Uncover how to set a whole new course for office centers that makes today’s model seem archaic
- Uncover the simple systems to assure rapid and guaranteed success of the implementation of your strategies
"Your presentation reinforced the need to keep focused in order to get staff motivated and believing in our vision. Great job and looking forward to more teleconferencing. It was well worth it! Your enthusiasm is contagious."
-Beverly Johnson, General Manager, Executive Office Center at Peabody Place
The Silver Lining for OBCs in This Economy
(Rev Your Results e-Newsletter Article)
According to the New York Times, the US economy has shed 2.59 million jobs since the recession began in December 2007. And the number is increasing at an alarming rate. Tech layoffs surged to 300,000 as of the middle of February alone. The number of attorney layoffs was unprecedented in the month of February.
That surely isn’t news to you. We’ve been inundated with updates on the economic downturn and a magic wand to wave away this disaster is nowhere in sight.
Sobering? Absolutely. Unnerving? You bet. Does it create an opportunity? YES!
If you’re losing tenants right and left and your occupancy rate is plummeting, you may be in doubt that this economy can create opportunity (to put it mildly). If you don’t believe it, take a look at the centers that are thriving.
One center in Canada lost 20% of their tenants as of last July and was fully occupied by October. Another center in the Midwest is less than a year old but is 80% occupied and looking to open another location. One owner in the North was 100% occupied as of December, then did a rennovation to add offices and anticipates 100% occupancy of the new offices within 60 days. One owner in the South just opened a new center because they have cash flow from their other center to make the move now. Yet another OBC in Texas has 110 offices with only one vacancy as of last week. The list goes on and on AND on. This isn’t just the big dogs either; the success stories are equally plentiful for small independent operations.
So what are these centers doing differently to thrive during the possible worst economic downturn we’ve ever seen?
They are clearly playing a different game.
They’re thinking strategically about how to best spend their marketing dollars and are putting forth the necessary effort to pull in the leads. They’re capitalizing on what’s going on in the marketplace by proactively going after the recent layoffs of people that are now working independently or those starting small businesses.
Check out these stats.
As recently shown on NBC’s Today Show, 64.5% of self-employed workers are ages 44 and over, according to the Bureau of Labor Statistics. Moreover, 33% of entrepreneurs ages 45-69 say growing their business in the next six months is top priority. Whether baby-boomers are getting laid off and are forced to become self-employed OR they are fulfilling a life-long dream, the numbers of baby-boomers starting their own businesses is ever-growing—particularly in today’s economic climate.
This smells like an opportunity of gigantic proportions for the office business center industry.
So, how do you capitalize?
Well for starters, keep your eyes and ears open for companies downsizing in your community. Get in touch with them immediately. Get your hands on a list if possible. If that’s not accessible due to confidentiality, get creative. Get visible within those particular companies and industries. Contact the HR department and strike a deal to have them include a virtual office available in the layoff packages. Send and post flyers with offers like “Special Newly Independent Attorney Office Package” that caters to a specific industry to position you as THE place to go for those industry professionals starting their new business. Increase your foot traffic and create a reason for new small business owners to come to your center.
(And for goodness sake, avoid the knee-jerk reaction to low-ball your prices. Not only is that necessary for the industry as a whole, but even more importantly for the profitability and viability of YOUR business.)
You’ve heard it before. Challenges create opportunities. And the executive suite industry is sitting on a goldmine of opportunity right now. Put a “capitalize on the layoffs” marketing strategy in action today.
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Check Marketing Musts to Create a Flurry of Hot Prospects on AUDIO for more ideas and strategies for how to create a constant stream of high quality prospects.
7 Strategies of High-Performing Office Business Centers
(As featured in the August 2008 issue of OBC World)d)
You can walk into a hardware store and notice immediately where they fall short on service. Same goes for restaurants. You notice the difference between an extraordinary dentist’s office and a mediocre dentist’s office within minutes. Does the receptionist look up and smile at you? Does he/she enthusiastically ask how they might be of service? Does the carpet look clean? Are the plants looking healthy? It’s all there. Let’s face it. To be a high-performing organization offering services, the stakes are higher than ever, especially with today’s economy.
The difference between a high-performing OBC and one that is barely afloat is obvious the moment you walk in the door. There is energy abuzz when you enter a high-performing OBC. You can feel it. The tenants are talking, laughing, and networking in the hallways. The smile on the receptionist’s face at the front desk is contagious and you can’t help but wonder how in the world these people have it in them to go above and beyond with every request. The tenants are bragging to their friends about the services offered at their OBC and practically dragging colleagues in to the office as referrals.
So what exactly do the high-performing office business centers do differently? They…
To see the complete article, click here for the PDF downloadable version.
3 Ways to Create a Referral Frenzy
(Rev Your Results e-Newsletter Article)
1. BE Referable
In order to get referrals, you must first and foremost BE referable. Mediocrity isn’t going to cut it. Being “referable” means going above and beyond when servicing your tenants. By “above and beyond”, I mean creating talkable experiences.
To do this on a regular basis, it is imperative that you create specific service standards so your people are set up to win. Helpful hint that will save you a ton of time in the long run: don’t just hand out a pamphlet with the list of standards, instead get the buy-in from your people upfront to ensure they are committed to living those service standards EVERY time.
Beyond having consistent service standards, Seth Godin, bestselling author ten times (you think this guy knows a thing or two?), talks about the Purple Cow in his book by the same name. Here’s the concept in a nutshell: if you saw a purple cow on the side of the road amongst a dozen brown cows, you would likely tell the next ten people you came across about your experience. Think about how you can build in “purple cows” in your service standards.
2. Build a process for referrals
Just like sales has a process, getting referrals on a consistent basis has a process—the key phrase being “consistent basis”. My friend, author of Get More Referrals Now, and referral coach guru, Bill Cates, talks about the importance of having a referral culture. Asking a tenant for a referral shouldn’t be a one-time event, it should be a process over time whereby you plant the seed upfront.
Why not let people know that you take SUCH good care of your tenants that they recommend others--or more specifically, you intend to fill your offices with referrals-only? Additionally, when there’s a long waiting list for offices, you intend to work first with referrals of tenants. Who wouldn’t want to office at a place with that kind of value system? Moreover, why spend your marketing dollars on advertising in the yellow pages when you can get higher-quality people in your office for MUCH less?
I recommend building a process for each of these three categories: full-time tenant referrals, virtual tenant referrals, and billable service referrals.
3. Utilize incentives
Most office business centers have referral incentives but the real question is, does anyone know about them? Posting a short blurb in fine print at the bottom of your newsletter is NOT going to get you the desired flurry of referrals. I challenge you to create a Formal Referral Incentive Program. Sound like a lot of work? It’s not. Make this easy and decide to make it happen. Here are the five key components of a Formal Referral Program: 1) name, 2) rewards, 3) promotion, 4) tracking system, and 5) continuous motivation. Action Step: set a time to meet with your staff to brainstorm on the components of your Formal Tenant Referral Program. Think about creating one for your employees as well.
ACTION is the key to making things happen. Let us know if you need help or if you have questions on how to implement the ideas provided. Email info@revvedresults.com for more information.
Employees Committed to Your OBC’s Success
The Proof is in the Pudding…How Do You Measure Up?
(Rev Your Results e-Newsletter Article)
According to the Bureau of Labor Statistics, “increasingly, managers and leaders realize that the key to business growth and success is through developing the skills and knowledge of its workforce.” That sure sounds good but it is realistic at a time like this?
I know, I know. With the state of the economy, things are tight. You may have some clients defaulting on rent. You may need to make cuts. The logical cut to make first is the training and development budget. Or is it?
(For some the logical cut is the marketing budget…we’ll save that discussion for another time.)
Take this case study.
Southwest Airlines was the only profitable airline in the United States as of 2004. Southwest has never had any layoffs and employees have never gone on strike. It was the only U.S. airline that did not lay-off employees after the September 11th tragedy or during the early 2002 recession. The employees voluntarily accepted pay cuts to avoid lay-offs.
How the heck did they manage to accomplish that at a time when downsizing was (and still is) the norm in the industry?
They attribute the culture of their organization as the primary factor for their success. In other words, they invest in their people.
Allowing your staff to grow professionally and investing in their growth is crucial to the success of your office business center. Simply put, staff growth equals company growth. It’s the difference between the counting-down-the-hours-til-I-can-go-home employees and those that are truly invested in the strategic goals of the company on a daily basis. Just imagine the bottom-line impact your staff could have if they were committed to growing your virtual tenant base by X% every month? Or, if they were celebrating the X% monthly growth in billable service revenue?
This is what separates the strugglers from the high-performers. A recent Accenture study on high performance organizations found that top companies ranked issues related to the workforce as very important to achieving strong financial performance. The following ranked in the top five:
▪ Attract and retain key talent
▪ Have a high performance state of mind in the workforce
▪ Identify and develop capable leaders
If the old saying “the proof is in the pudding” is true, here goes…
A 2000 study conducted by the American Society for Training and Development (ASTD) researched the average annual training expenditures of more than 500 U.S.-based publicly traded companies. Organizations in the top half of the group — those that spent the most on training — had a total stockholder return 86 percent higher than firms in the bottom half and 46 percent higher than the market average.
The bottom half of the group had an average total stockholder return of only 19.8 percent — 22 percent lower than the S&P 500 annual return that year.
Companies that invest in learning outperform the market by more than 45 percent. Companies that don’t invest in their staff’s professional development underperform the market by 22 percent.
So, how much do you “invest” per employee?
In 2007, ASTD estimates that U.S. organizations invested $134.39 billion on employee learning and development. The average direct expenditure per employee was $1,103 but ASTD BEST Award-winning organizations was higher at $1,451 per employee.
The investment will be different depending on your OBC but make no mistake, investment in the training and developing of your people goes hand-in-hand with the financial success of both your business and your clients’ businesses. Think about your plan for 2009…how much will you invest in your people?
The real question is: can you afford not to?
Email info@revvedresults.com for information on how to create a lasting shift in the mindsets of each employee to one of contagious energy that attracts and retains high-level clients. |
