©Copyright 2012 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 26th March 2012 


 
"POWER VERSUS CHARACTER !"

Quote for the week

" Nearly all men can stand adversity, but if you want to test a man's character, give him power."

Abraham Lincoln.

I was chatting with an agent just last week who performs at the highest level and has done so for many years. He is quietly spoken, happy, calm, generous and humble.

He was in direct contrast to a couple of other agents I had chatted with earlier in the same week.

Their approach was quite the opposite. Yes they were positive and enthusiastic, however they lacked a "genuine touch. Both spoke quite loudly, openly rubbished their manager and brand, talked of how they "demanded" a higher share of the commission and how they list anything at any price then go back and really lay on the "price too high" story and "crunch them hard".  All this loud enough for the surrounding tables in their local cafe to over-hear.

Yes, they were financially successful, but repeat and referred business was not really in their programme, unlike the first agent whose business grows continually based on referrals and repeat business. It was an interesting observation that reminded me of Abraham Lincoln's quote above.

Being successful, being powerful, being a top performer, awarded certificates of merit and lauded with praise is not enough. In such a powerful marketing position the "Character Test" is more important than the accolades.

It reminds me of another quotation I read many years ago: "Never sell your long term image for a short-term gain."

In this market, where listings are being being fought for, remember that winning at all costs, is no test of character at all.

It is a defeat of character.

Have a TRULY AWESOME WEEK and note that after last week's invitation to my Special Coaching Opportunity Limited to 20 realtors, there are ONLY 2 places left. So if you were "thinking about it" DO IT and DO IT NOW!

We specialize in Verifiable Training for your Continuing Education requirements and Non-Verifiable Real Estate Sales and Listing Skills in parallel sessions on the same day. Verifiable Training - don't panic about this. Content is all on hand and I am about to announce some dates for "OPEN" to one and all for Auckland and Northland this week. Dates will be a day in late April and a date in May so you can get it all done in 2 days. Let me know if you have an interest in this approach so we can liaise directly.

 3 Day Real Estate Skills Course in Auckland April 30 - May 1 & 2.

There is strong interest in this course and it is filling with 2 more confirmed over the weekend. So, if you are interested let me know asap. This will provide all your non-verifiable CE in one session. At $695 incl gst, lunch on all three days this is great value. This is my ONLY presentation of this course in 2012. Venue: Jet Park Inn, near Auckland Airport.   

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Salescoach and Ian Keightley provide this information FREE. I have no control over how you interpret, change, adapt or use any of these ideas. As a Licensee under REAA or in any other trade, you are solely responsible for the use of any of the ideas and strategies we share with you.