Successful Sales Start Inside
Far be it from me to try and tell my students or clients how to think, but after a number of years in working with and training budding new real estate agents, as well as teaching upward-bound executives at the various colleges and universities I teach at, one thing has become blazingly clear.
Successful sales is an inside job.
Say you take two new real estate agents, for example, and all else is equal. Both new sales people are excited, licensed, and “trainable.” However, before you know it, one of these agents is listing properties, working with buyers and really beginning to build a promising career. The other agent flounders.
What happened? Well, if you ask the floundering agent, he or she will likely blame it on the market, bad luck, or some kind of an unfair advantage. The reality, however, is that the agent who can’t close a deal to save his life, doesn’t really think he deserves. Enter self-sabotage, Stage Left.
If you don’t believe me, just walk into any real estate office anywhere in the country, and for every top producing super star, I will show you an agent who is flipping burgers to buy his next batch of mail-out postcards (that is, if he’s even sending them). “Okay,” you say, “so what’s new with this? There’s always winners and losers, so what’s the big deal?” Well, the big deal is that those “losers” who, for all practical purposes should be winners, simply need to start working from the inside out.
Now I’m not talking about therapy, but rather awareness. With today’s technology, there are plenty of innovative resources that can help just about any ready, willing and able salesperson become great. In fact, at our company, we actually include confidence as one of our primary coaching components. And hey, if it’s a subconscious self-sabotage (which is quite often the case) we have our clients use hypnotic re-programming MP3s to help them along.
There will always be room for more top producing salespeople, and, I believe that all things being equal, there will be more and more ways to assist those non-top producers to stardom. This is true because success in sales is an inside job, first and foremost.
About the Author
Tamara Dorris is a professor and owner of Top Producing Techniques, www.TpTtechniques.com a member-based coaching and systems site for real estate agents.
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