Sell service
With the real estate market continuing to struggle, Roses knows that service will be a key to his company’s success. It makes the training he has put in place at The Continental Group even more vital.
“Real estate is not where we’re going to grow the business in the next two or three years,” Roses says. “Development isn’t going to happen. We’re growing through acquiring existing associations and providing services to those people. How can we help them reduce their expenses?”
The recession gives you an easy target to point to in rallying your employees. You need to find ways to reach your people and rally them around a common cause that they can pass on to others.
“My thing is more about providing opportunities for experiencing things or challenging people, which is my method of coaching as opposed to telling people to turn left or turn right,” Roses says. “I used to be a school teacher. Parents had the kids, but then I educated them and they became something. I was also a coach, but they weren’t my kids either. How do I affect people’s lives while they are with me? And then when they are not with me, am I still affecting their lives?”
How to reach: The Continental Group Inc., (954) 925-8200 or www.thecontinentalgroupinc.com