We are posting August’s Five for Friday early to give you enough time to read our double-header! Since SVN is focused on Accelerated Sales and Auctions in August, this month we feature Louis B. Fisher III , CAI, National Director and David E. Gilmore CCIM, CAI, AARE, Marketing/Operations, Managing Director, who are both part of the SVN Auction/Accelerated Sales Services team specializing in government auctions and bankruptcy.
What advice would you provide to an aspiring advisor who is new to the industry?
Fisher: I’d give two main pieces of advice. First, choose a successful mentor to shadow. And second, learn the power to say NO to clients with unrealistic expectations
Gilmore: I also have two pieces of advice. Number one is learn good sales techniques for the real estate business. And number two is to hire a coach.
What does the SVN Difference mean to you?
Fisher: Collaboration, and ability to have doors opened to opportunities otherwise not available.
Gilmore: It means an international group of professionals collaborating and sharing, all for the benefit of the client.
What learning tools (book, blog, website, etc.) would you recommend to your colleagues to further their knowledge and enhance their careers?
Fisher: Attend SVN’s Annual Conference every year. It’s invaluable for learning and making connections.
Gilmore: I recommend the Sandler Sales Institute’s books and programs. Sandler teaches you how to ask questions, find the prospect’s pain, and close the sale. And, get into a Vistage group.
What was your most memorable deal and why?
Fisher: It was a contract that came from the State of Utah Department of Transportation to sell all state-owned surplus parcels through a newly created online auction program with the entire legislature’s support. The development of this program has created a successful public and private partnership not ever seen previously.
Gilmore: Mine was in August 2005. I auctioned an office building in New Orleans on Friday for $800,000. I then evacuated to Tunica, MS for the impending arrival of Hurricane Katrina on Saturday. On Sunday, I flew to Michigan to help Louis Fisher auction a $31.5 million former psychiatric hospital for the State of Michigan. Meanwhile, I watched Katrina flood my hometown. After, I lived in a casino hotel for three weeks while working on a $10.8 million auction in Oklahoma City. Both good times and bad times, but certainly memorable.
List a fun fact to share about yourself – something that people may not know and that they may be surprised to find out.
Fisher: I played two years of collegiate basketball, and never saw a shot I didn’t like or wouldn’t take.
Gilmore: I have always had a desire to be a rock and roll drummer. When I was about seven years old, my dad said, “We can afford to buy you a drum or a set of shoulder pads for football.” I chose the shoulder pads. It was a good decision, as football paid for my college degree. Many of you that know me probably think I played too many games without a helmet, but that’s another story…..
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