Standards give you power

©Copyright 2010 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi [name] and welcome to my Weekly Insight for Monday 5th July 2010  

Standards give you power

In recent days it has been fascinating to observe salespeople and managers coping with the successes and stresses of their jobs.

We often see these people in stress mode, complaining about their clients, their properties and their lack of marketing. Then there are those salespeople who simply seem to get the listings in with good marketing, well presented homes, and sellers who eventually see market reality. What's the difference? It's standards! Have a line in the sand you won't cross for the business.

The successful salespeople have some standards or principles they won't cross. They work with sellers who understand the need for a marketing investment, they won't do open homes unless there is an advertisment, they set deadlines like auctions, so the property sells whilst there is a marketing budget to work with and they insist on great property presentation. Most of all they educate their sellers by making them see and feel the market evidence and feedback. 

The key for these people is they insist on a standard? They walk away in the beginning if the seller wants all the power. They know they will be back, especially in this market.

As soon as you compromise your standards, you lose the power.  

     Quote for the Week

  "The most profitless thing is to make an excuse?"

Geoffrey Moss in Golden Quotes from Successful Managers