Hi %FIELD:1% and welcome to your Weekly Sales Tip Monday March 5th 2007.
Just get to the corner.
Sam was a great guy. Full of fun and people really liked him. He had tons of energy but like so many salespeople had trouble with rejection. He loved recognition and was now bemoaning the fact that was some weeks since his last sale and the only 3 listings he had left were stale and over-priced. His search for new stock was at best superficial – and it looked like a long path back. He just couldn’t see the value of all that prospecting. Be it phoning his database, walking and talking his farm, it just looked like a long straight road, and any way last time he tried, it was a waste of time. Sound familiar?
It then came out that Sam’s previous prospecting was postcards, flyers and mail outs and then wait for the calls. This is of course marketing, not prospecting.
We set up a series of programmes for Sam that involved him searching for leads on a daily basis rather than a list or suburb basis. Once again we broke it down to small bites.
Five days later Sam was well down the road – but no leads yet. "What do I do next?" asked Sam.
"Keep going until you turn the corner!"
A grumpy Sam returned to the calls and visits. Two days later he struck gold. A new listing and marketing funds! Yet he was prepared to give up 2 days earlier. All Sam did was persist. He saw the job as huge, when all it takes is getting started and managing the chunks you know will get you through.
To turn the corner you have to get to the corner and Sam nearly gave up after almost finishing the straight. What in your sales business is stranded on the straight? Resolve that this week you will take the steps necessary to get you to the corner like Sam.
Quote for the week:
"Around the corner there may wait a new road or a secret gate." J R R Tolkien
Well %FIELD:1% have an awesome week....Have fun and make money
PS. My 3 day Real Estate Performance Academy courses for 2007, have started …
Christchurch March 5-6-7 – in action today. Auckland March 12-13-14 & places still available but filling. Rotorua March 20-21-22 – almost full – book today to secure one of the last places on this course
Still places at each venue available – call Ian 021 968 108 or Jacqui 021 894 940 to register, or go to www.salescoach.co.nz and down load a registration form or see the brochure in this week’s RE Magazine.