GETTING CEOs TO RETURN TO RETURN VOICEMAIL MESSAGES

WEEKLY CRE INDUSTRY NEWS FROM REMINGTON CAPITAL

Unable to reach the CEO? Emails get lost in cyberspace? Can't get voicemail messages returned? Sales training expert and a best-selling author Tony Parinello knows why it happens and explains how you can create winning voicemail messages during a recent interview with Remington Chairman Andy Bogdanoff on Remington Capital Radio.

Hosted by Andy, Remington Capital Radio offers exclusive weekly business information Internet radio shows to commercial loan brokers who are Affiliate Partners of Remington Capital. Remington's Affiliate Partner Program was designed to increase financing opportunities for brokers, enhance business skills and open up new revenue sources.

These one-hour live radio programs feature timely interviews with industry experts, authors and newsmakers, such as Tony Parinello. Parinello has trained more than 2.5 million sales people; his book, "Selling to Vito," has sold more than a million copies.

"If your voicemail message fails to get a customer's attention within eight seconds," Parinello said, "forget it. Eight seconds is a dreadfully long time, if you're saying the wrong stuff. And you won't be getting called back."

Parinello began the interview by saying, "Those who go out to acquire business must have the skills, tactics, methodologies and thought process needed to reach the customer's Very Important Top Officer. I call him Vito," Parinello said. "Vito is the one with the ultimate veto power."

Parinello said that to be effective, voicemail messages must be carefully prepared in advance. "They must be clear, succinct and perfectly targeted so that whoever answers the phone knows there is a reason to call back."

To create a winning eight-second sales message, Parinello said, "You must treat whoever picks up the phone as if it were the CEO." Parinello explained in detail the five statements that must be made in sequence "within eight seconds" to ensure your message has the best chance of a returned call:

Repeat the name of whoever answers the phone.

Offer a brief pleasantry, such as, "Thanks for taking my call."

Say why you are calling - that you can solve the customer's immediate problem (e.g., obtain financing), while at the same helping the customer avoid some serious risk (e.g., loss of investment, bankruptcy or foreclosure).

Only then should you identify yourself and your company.

Finally, ask who you should continue to talk with and set a timeframe for doing it.

Click here to hear the complete 01-05-11 Remington Capital Radio interview with Tony Parinello.

Previous topics discussed on Remington Capital Radio include: "Turn on Your Profitability," "Five Steps to Success," "Creating New Revenue," "Success Now," "Closing Sales in a Tough Economy," and "Planning Revenue Growth."

Remington Capital Radio is aired live on Wednesdays at 10 am PST. Affiliate Partners are invited to participate via telephone call-ins and email. All shows are archived and available for listening or downloading.

Only qualified Affiliate Partners can access the exclusive radio programming with a Remington-provided password, which Affiliate Partners receive upon approval of their membership application.

Commercial loan brokers can apply for free Affiliate Partner membership by calling Remington Capital. Once qualified, Affiliate Partners are given access to all the benefits of program membership, including the immediate ability to earn generous fees from introductions that result in successful financing transactions.

For Free Membership in Remington's Affiliate Partner Program Call 1-888-407-4881

So if you are looking to finance or refinance an existing property, or need to recapitalize a troubled one, let's discuss Remington's Affiliate Partner program and the world of capital options available to you at Remington Capital.