The Profitable Property Management Podcast
205: From Operations to Sales: Bob Hansen’s Playbook for Winning Deals
Nov 22, 2024
Bob Hansen, VP of Sales at VeriFast, brings over 20 years of experience in property management. He discusses his journey from operations to sales, emphasizing the importance of understanding customer needs. Hansen highlights key differences between selling multifamily and single-family properties and shares his top tips for thriving in sales. He also reveals insights into motivating sales teams and lessons learned from closing his toughest deal. A must-listen for aspiring sales professionals eager to refine their strategies!
42:55
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Quick takeaways
- Bob Hansen emphasizes the importance of understanding client needs through active listening and insightful questioning to uncover their true pain points in sales.
- The podcast highlights the distinct challenges in multifamily sales, necessitating persistence and a focus on long-term solutions amidst complex decision-making processes.
Deep dives
The Importance of Hustle and Networking in Sales
Success in sales often relies on the willingness to outwork competitors and step outside of comfort zones. A strong work ethic, combined with honest communication and transparency, is essential for building trust with clients. Networking plays a crucial role, as regular outreach and engagement with others can foster valuable relationships that benefit one’s career. Establishing genuine connections, rather than reaching out only when in need, cultivates a supportive professional network.
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