Do you have all your P’s?

The Eight P’s that lead to success and how they can help you achieve more sales. 

Here they are – proactivity, prospecting, practice, preparation, passion, psychology, professionalism, and persistence.

Without a doubt, you need to be proactive.  You cannot wait for things to happen – you must go out and make them happen.  Get into the office a little earlier, and stay at work a little later.  You have to make the calls, do the emails, write the notes, and become involved in networking, plus all the other things to make the business come in for you.

Prospecting is a necessity.  Without consistent outreach to your sphere of influence and database, business won’t just appear.  You need a plan of action and follow that plan to get leads consistently.  Often times, agents get too involved in their business putting out fires, showing properties, handling settlement issues that they forget to prospect and as a result, their business suffers.  There needs to be a set time to develop new business – everyday – if you want to be a success.

Athletes, actors, speakers, and many other professionals practice.  As an agent, you need to practice your dialogues.  Your dialogues include phone call dialogues, listing presentations, buyer presentations, objection handling, your value proposition, and your affirmation dialogues.  It has been said that practice makes perfect but I believe it was John Wooden who said perfect practice makes perfect.  Either way – get your practice in daily.  Get a voice recorder and practice while driving in your car, or with other agents in your office, or at home with family members.  Just do it!

Preparation is also critical.  The consumer is going to the internet to get their information, they talk with friends, family members, and coworkers to get their intelligence.  As we know, other’s opinions are not always correct.  You need to prepared and have your data ready, your numbers spot on, and your trends documented to make a strong case to get your point across to your clients.  With proper preparation your professionalism will shine through and help you attain more business and more referrals.

You need to have passion for what you do.  If you have passion or if you don’t, it shows.  If you don’t have it, you won’t be as engaged, as convincing, as determined as you should be and people will recognize this in the way you work with them.  If you have the passion – you will have more energy and enthusiasm for getting into the office and helping others.  This behavior is evident and people will be attracted to working with you and refer others to do so as well.

The psychological aspect of sales is just as important as all the other pieces of the puzzle.  You have to be positive and upbeat to start with – everyday.  You have to be able to quickly recognize what type of personality style your clients have as well.  Are they analytical, logical, drivers, ambiables or a combination of a few?  It is imperative to know how to speak with people in their “personality” style language.  The quicker you do this, the more sales you will achieve and as a result, more success you will attain.

Professionalism encompasses so many aspects of how to conduct yourself in sales situations.  Punctuality, dress, language, conversations, listening, knowing your business, and respect are just a few.  Take professionalism seriously and your business will prosper.

Lastly, persistence and determination are critical to success.  Many people get caught up in the latest and greatest sales fad, technology or tool and stray from the tried and true relationship building aspects of sales.  Working by referral, adding new people into your database and providing them more value will put you on the pathway to success.

Embrace the Eight P’s and you will enjoy success in sales for years to come.  Get it?  Got it?  Good!

Now, go sell something!

Do you have pride in all you do?

The longer you do something, the longer you realize how important having pride in what you do is so important to your growth as a business person and how it plays into how you get more referrals or stay employed longer.  The question to ask yourself is – do you have it in you?  Do you have or take pride in what you do?  Do you feel confident that you are doing the best you can do and are performing to the best of your abilities?  Do you feel remorse when something slips through the cracks or if you feel you are not doing your best or giving it your all?  Are you doing the minimum to just collect a paycheck or are you pumped up to go to work and improve upon what you did the day before, every day?  Are you doing the little things when no one else is looking because you know it is the right thing to do?  Are you doing the right stuff to do the job better than someone else?  If so, you are taking pride in what you do.  We have made the decision to take pride in what we do for you.  Our goal is to provide you with the best training, education, support and so much more.

As we have done in the past, let’s break down the word pride and discuss the elements of each letter:

Professionalism – embracing professionalism in the way you dress, the way you speak with others, the way you approach each day shows you have pride in what you do for a living.

Responsibility – the idea is to not only take on the job you were hired to do but to take on even more.  The more you do, the more you will get.  Also, do the right stuff – all the time.  You know what to do so do it!  Don’t take extra advantage of your lunch hour, being on the internet to surf the web during work hours, etc.  Be responsible and be the ultimate agent or employee.

Initiative – take the initiative to take on more projects and suggest new ideas.   Be proactive, creative, take the lead on projects – don’t wait to be assigned a task or responsibility.  What do you think about while you are at work?

Dedication – you must be dedicated to what you are doing.  It is the drive within you that makes all the difference in your success.  Be dedicated and get more satisfaction and better results out of what you are doing.

Excellence – this should be your minimum standard in the level at which you should be performing.  If you provide excellent service, perform at an excellent level, you can always expect to be given referrals and get promoted more quickly than others in your field.

Are you interested in taking more pride in what you do?  Ask the experts, be engaged, be active, read, learn, attend trainings to understand your field, be positive, make your job your priority and improve everyday and you will shine.  Get it?  Got it?  Good!

Now, go sell something!

How disappointing!

It is disappointing to be ranked so low in the consumer’s mind as to how we handle ourselves relative to others in sales.  What I am referencing is most consumers rank Realtors very close to where they rank new and used car sales people.  In the past month or so I have shopped for a car for myself, helped our company vice president and lastly, my mother.  We have looked on used car lots as well as luxury new car lots.  We explained our situations – my lease ends at the end of October, one car broke down, and one car was totaled – basically, we all had an immediate need.  How many have followed up when we told them exactly what we were looking for in our next vehicle and what our situations were  – um – zero.  How many wanted to sell us something we didn’t want – um – all of them except 2 out of about 20.  How many were obnoxious, overbearing, unprofessional, made us feel uncomfortable and made it difficult for us to leave the lot – um – again, all except 2 out of about 20.  As a result of this experience, I asked myself, “why was this case”.  How can Realtors be compared with sales people who exemplified this behavior?  Do we truly have that many untrained, unprofessional agents in our industry? 

Let’s examine what we had done with our shopping experience and how others in our industry can improve if they exemplify the used car sales approach.  In our journey, we had tried to make their job as easy as possible as I don’t like to be sold.  We had partially qualified ourselves for them by telling why we were there, what we were looking for in the next vehicle, how much we wanted to spend, how soon we needed our cars, and that we had our financing lined up.  So, what was the problem?  First, I don’t believe they have been trained in professional sales.  The biggest problem was, they didn’t listen – they were too concerned about making a sale.  Had we not prequalified ourselves, I don’t believe they could have done it for themselves because they weren’t focused on us – only the sale.  They didn’t ask any follow questions like, what kind of cars we had – what we liked about them – what we were looking for in the next car and why – had we looked anywhere else – what did we find there and what did we like or not like.  They were too busy talking and definitely didn’t ask us any questions to build rapport.   The only way they knew what I did was because I gave them my card to follow up with me.  Guess what?  They still didn’t follow up with me – at all. 

As professionals we know the basics of sales which are:  people buy from those they know, like and trust.  If they are so busy talking about what we don’t want to hear, how can this chain of events happen?  The agendas we followed was not ours but theirs – they wanted the sale.  They believe that they had to speak the whole time to be in control when the fact is, those who ask questions are the ones in control. 

Their technique of closing was so far off it was laughable.  We wouldn’t buy from anyone who subscribes to the ABC theory of sales…Always Be Closing.  Don’t close until you know enough about your client so you can help them make the right decision.  Closing is an evolution not a forced approach to sales.

In order to build trust, demonstrate your knowledge of your business.  Listen, clarify, then respond to clients don’t oversell and force yourself on others.  Dress the part, be polite, and communicate effectively.  These skills will result in sales, I assure you.

So the moral of the story is – if you want to attain more sales as well as referrals you need to differentiate yourself from other sales people.  Start by prequalifying effectively, ask lots of questions and then, listen to the answers – don’t tell.  Don’t sell from an empty wallet you are looking to fill, put their needs/agenda ahead of yours, people can sense this immediately.  Build rapport by learning about them and what their needs are.  Have an effective follow up system in place to show your professionalism.  Act, look, and communicate the role of a professional.  Close at the appropriate time in the process – not continuously – it turns people off.  If you follow these little techniques, you will attain the success you desire.  Let’s elevate ourselves from the lower ranks of sales people!  Get it?  Got it?  Good!

Now, go sell something!