Salescoach - With 25 years in the real estate industry, provides a range of specialist services to help you make more sales.
February already and the market place is humming along.
I know this is a real estate story but Im sure it has parallels
in any business.
I came across a salesperson a couple of months ago, who was trying
to manage about 5 Auction listings. And things werent going
He was in a muddle with his marketing and his vendor feedback was
His income was down, his car was in need of repairs and his partner
had gone back to work.
Things werent great but hed been in the business six months
and struggled, but heard that Auction would bring him faster success.
But it was bringing stress and no income!
Why? He was a classic case of my theory of Compounding Incompetence.
He was trying a new strategy without having developed the skills to
cover a more basic one. Most successful salespeople in the Auction
market start off listing and selling Exclusive listings. They develop
a success pattern based on focusing on key tasks and developing their
Most tycoons start by washing cars or delivering newspapers before
they are 12 years of age. They develop the patterns of success.
Yes they develop their skills then they aim higher.
To move forward without the sharpening of their skills will simply
compound the problems when trying a new strategy.
Imagine a Brain Surgeon who hadnt practiced on tonsils. Imagine
a Grand Prix driver who hadnt started in go-karts. Imagine a
Space Engineer who hadnt started with Lego.
His reason for trying Auction was clouded by self-doubt. Is real estate
Will this work? Before succeeding you need to believe in yourself.
So we set out to change his thinking and his behaviours.
1.We had to make sure he believed that Auction was the right strategy
for the clients he recommended it to. Once his belief in the product
was right, he found it easier to sell and follow through on the key
tasks. Then there was the issue of skill.
2. Firstly we rehearsed the skills that would have made his Exclusive
Listing business successful. Having got these right we could add more
3. So we added on the special skills for Auction. And we practiced
4. He was now prepared and ready and could
say, I can do this
If you dont have the skills for your current tasks how can you
succeed at the next level?
The message is simple.
Prepare yourself for success. Its not something you can wait
for, youve got to go and make it.