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YourSalesSuccess, Issue #061 - Sales Success Story
March 26, 2009
YourSalesSuccess e-Zine # 061 – Sales Success Story - a monthly newsletter series on sales.
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Concerning all acts of initiative and creation, there is one elementary truth - that the moment one definitely commits oneself, then Providence moves too.
I was lucky enough to stumble across an article on the Internet today.
It was about a sales person who is currently enjoying a lot of success.
Given the media's incessant coverage of the "doom and gloom" in the economy I though we could all benefit from reading a success story. It is possible, sales people are doing it.
I couldn't wait till next month to share this with you, so here it is now.
Here's the article.
Cold calling is agent's gold mine
As economy spirals downward, Lynn Drake's attitude keeps the commissions coming.
Maureen McDonald / Special to The Detroit News
Please promise you won't tell Lynn Drake there's a recession going on in Metro Detroit. She's too busy making money and cold calling commercial real estate clients to deal with the doldrums. She expects to earn a 50 percent increase in income in 2009, following a 15 percent spike in 2008 and a whopping 300 percent in 2007. She's already billed 50 percent of her goal for the year and its only March.
"It's all a mental attitude. Tough times are temporary but tough people are permanent," Drake says.
Drake has won raffles, VCRs, even a luxury trip back in 2004 to New York City. She aims to stay lucky by hiring a sales coach and a life coach. With their help she expects to earn about $225,000 in personal commissions.
"Lynn works diligently to cultivate new business , while also delivering the level of service her current clients expect," said Brian Piergentili, senior vice president in UGL Equis' Southfield office.
He promoted her to associate vice president last fall, capping four record-breaking years as a senior associate. In 2008, she handled $10 million in transactions.
During her tenure at UGL Equis she helped track North American leases, negotiated acquisitions, renewals and relocations for the 100 offices of the New York-based Leukemia & Lymphoma Society, reducing rents by 10 percent in 2006. She sourced the deal by cold calls to its executive team.
Another cold call netted a contract with Champion Enterprises, helping them relocate its corporate headquarters from Auburn Hills to Troy, saving the firm $3.6 million over the lease term.
To be sure, the abundance of office space works in Drake's favor. The Year End 2008 CoStar Office Report, produced by the CoStar Group, Inc., pegs Detroit's office market vacancy at 16.9 percent. Her target area -- Troy -- has vacancies of 27.1 percent to 30.7 percent, but numbers are deceiving and deals are daunting.
"You can't walk into a landlord's office and demand he drop the rent, you look at the business terms, because there are clauses in the lease that makes a big difference to a tenant," she said.
With 20 years expertise on the corporate and brokerage side of the equation, she can negotiate lease restructuring, subleasing, sale-leasebacks and even tenant improvement allowance for a circular staircase.
Her decision to become a commercial real estate broker, a field choked with 600 other brokers competing for similar deals, came after climbing the 15,000 foot Mount Tahepia in Montana, part of an Outward Bound wilderness experience in 2001.
She decided it wasn't the 60-pound backpack weighing her down, but the emotional drag of unfulfilled dreams. Commercial real estate infuses her with promise each day.
"Suck it up princess and do it," she tells herself with newfound zest for helping people.
"Lynn really knows the business," said Rona Lum, a lawyer and president of Rona Lum PC in Auburn Hills, who heard of Drake's ability to find good deals on office space through the National Association of Women Business Owners and found a 1,100 square foot space for less money in a better building.
"She was willing to make four or five appointments and block out half days to inspect spaces until I was satisfied."
Maureen McDonald is a Metro Detroit freelance writer.
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