How to get past really good Gatekeepers? Real Estate Jam session guest Richard Blank Costa Rica's Call Center

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    Richard Blank: You custom make it and you compliment a promotion or an anniversary and, and you really just take that extra effort that will separate it. And I have seen a larger conversion ratio of emails coming back from those. Not just, it just 

    Joe Killinger: doesn't work. Yeah. It's, it's personalizing. It is. You know, we even, I've even tried doing a personal note after I had a conversation with somebody sending it.

    Joe Killinger: I couldn't believe the return. You know, it's just 

    Richard Blank: the positive escalation of 

    Joe Killinger: everyone that's helped. Yeah. Yeah. It was just a quick little notes and it really worked, but now how do you. I've got so many questions because this is brilliant. The way you're phrasing all this is understand how do you get in, Let's say you the, the gatekeeper's.

    Joe Killinger: A really good gatekeeper. Ooh, what's the, Yeah, , How the scary ones, right. How do you break through that? How do you get through to, from them to the next 

    Richard Blank: level? My good friend, did you ever see the movie Wall Street when Bud was trying to get into Gordon Gecko? Oh Christ. 

    Joe Killinger: I watched that movie a hundred years ago, , 

    Richard Blank: But what I remembered most about that movie was he wasn't disrespectful to the coworkers and the executive assistant of this gentleman.

    Richard Blank: And so instead of trying to. Not follow the protocol, be rude, curse or, or just bully their way in there after a while when he did get that pass to pitch and he did show up at the office before going into that meeting, obviously there was a bit of admiration from, as you say, this tough gatekeeper because that's why they're there.

    Richard Blank: Yeah, they're the best, but they're also human. I'm sure they're wonderful mothers and fathers and, and, uh, and they're responsible people because that position is very important. But that's why I mentioned the anonymity in the beginning, because if I can say, How's Costa Rica's call center doing today?

    Richard Blank: Yeah. You have to respond. Well, and I get to give them that sort of power punch right off the bat. Mm-hmm. and. , it might take two or three calls to call back because Joe, you might be busy and that is fine, But, But how about this? Once you follow the rules and you're respectful, and if you ever do those positive escalations, this individual is a plethora of information about the company culture.

    Richard Blank: They might give you direct extension numbers or tell 'em about the son's birthday party or, or just let you know other things. You, you were mentioning yourself celebrating a birthday with one of your most treasured employees, and I think that was very cool. I hope they saved you the biggest piece. , but, uh, yeah.

    Richard Blank: No, it was too big. I know, right. And, uh, That's what I'm hoping too, as I mentioned before about anchoring. Yeah. As much as I'd love to give you a tip and a trick and, and a million dollar secret, the success I've had in, in real estate is this, you know, relationship building mm-hmm. and respecting their rules.

    Richard Blank: And sometimes a pipeline could be a week or could be six months out. Yeah. And as long as you leave a lasting impression. And custom make emails and especially voicemails. Yeah. And involve everybody that's assisted you, You're probably gonna get to the front of the line and you will be given your true chance to state your case and to earn this business.

    Richard Blank: Yeah. 

    Joe Killinger: How often do you, if you, you can't get through to.

    Real Estate Jam Session Podcast has accepted Richard Blank's invitation to join the audience for a solid discussion regarding taking a chance by moving abroad and starting a company from scratch in Costa Rica. Joe Killinger discusses with Richard advanced telemarketing strategy, conflict management, interpersonal soft skills, customer support, rhetoric, gamification, employee motivation and phonetic micro expression reading.

    Joe Killinger has been an active member in the real estate industry for many years, wearing different hats, and at times multiple hats! Over the years he has been an Agent, Investor, Syndicator, Founder and Operator of companies as well as properties he invests in. His expertise has been developed over the past 30 years. During that time he has been personally responsible for the sale of and/or directly involved in the marketing of over 5,900 assets, resulting in closed transactions totaling over 900 million dollars throughout the United States.

    Richard’s journey in the call center space is filled with twists and turns. When he was 27 years old, he relocated to Costa Rica to train employees for one of the larger call centers in San Jose. With a mix of motivational public speaking style backed by tactful and appropriate rhetoric, Richard shared his knowledge and trained over 10 000 bilingual telemarketers.  Richard Blank has the largest collection of restored American Pinball machines and antique Rockola Jukeboxes in Central America making gamification a strong part of CCC culture.Richard Blank is the Chief Executive Officer for Costa Rica’s Call Center since 2008.

    Mr. Richard Blank holds a bachelors degree in Communication and Spanish from the University of Arizona and a certificate of language proficiency from the University of Sevilla, Spain. A Keynote speaker for Philadelphia's Abington High School 68th National Honors Society induction ceremony. Giving back to Abington Senior High School is very important to Mr. Blank. As such, he endows a scholarship each year for students that plan on majoring in a world language at the university level.

    Costa Rica’s Call Center (CCC) is a state of the art BPO telemarketing outsource company located in the capital city of San Jose, Costa Rica. Our main focus has been, and will always be to personally train each and every Central America call center agent so that we may offer the highest quality of outbound and inbound telemarketing solutions and bilingual customer service to small and medium sized international companies, entrepreneurs as well as fortune 500 companies.

    Public video - 00:03:24


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