are often told they are the same thing.
Im finding in the current market place that need not
be the case.
There is in the media and in some groups an air of negative
business expectations. Their perception is that business
prospects are poor and the outlook for the economy is bad.
And the Real Estate industry has for some time now been
coping with lower sales volume, revenue and recruits. This
is said to be a reflection of an unwillingness to commit
to new mortgages in an uncertain interest rate and employment
Ours is not to ponder the causes but to create and implement
strategies that mean we can still prosper in such a business
For the negative, their expectations are preparing them
for a drop in business. They accept it because its
what they expect. Hardly a useful strategy!
In reality I am seeing a much different group emerging.
They dont accept or believe the negative viewpoint.
Their perception is, that as others sit it out, that creates
a whole lot of opportunities to go and convert their competitors
clients and to recruit their best people. Their reality
is that now is the best time to up the game.
They are doing that by:
Re-qualifying every prospect
Following up all past appraisals, bids, quotes and tenders.
Increasing the number of people they talk to on a daily/weekly
Talking to their favourite clients more often
Widening their prospecting base and increasing the frequency
Managing more intensely what their people are doing and
creating accountability programmes
Recruiting the good people who are currently working in
organizations where leadership and energy are sorely lacking.
I have been busy over recent months helping people do just
that. Where there is a clear focus on the above and other
key tasks we find people not just maintaining revenue and
sales, but actually growing as well If you catch yourself
pondering the next move, searching for courage to decide
on the next action, give me a call. I find I can help people
sort through the clutter of ideas, clear the fog and focus
on some key dollar productive tasks. The number of people
taking up the option for coaching and mentoring is quite
amazing. Whilst skill is still vital it seems that in these
times the ability to maintain a clear focus and discipline
is leading many to make themselves accountable to a coach
Take time to consider how that might help you in coming