In This Issue...
Words of a Champion
Dirk Zeller
CEO
Most of us are looking for the “magical” answer that will make our lives dramatically better. We are looking for the one thing that puts us over the top.
Many people already have all that they need. They have the resources right in front of them. It isn’t that they have a magic referral system, magic website, or even a magic mailer, simply; they practice The Law of Accumulation. It is the application of consistent effort in a consistent way. It’s the little steps in life and business, done over and over again in a particular order that creates the “Big Results”!
We live in an “instant” society. We all want success, money, and power instantly. We often want it with little or no effort. Have you ever stopped to ponder, what’s the big rush? Why do we have to have it all right now? We would miss so much by skipping the little steps along the way. We would not learn what we would need to know to be better prepared for the future.
One of the keys of success is having a set plan where the little steps repeated over time, add up to the big result. The question is, do you have that plan? Is it clearly written so you know what you must do? Are you following it daily? To be successful is easy, it’s merely replication of good habits that add up over time to the successful result. The opposite is also true. Failure is merely neglecting to do those good habits daily, which in effect, eventually leads to an unsuccessful result. We have to create and understand the plan. That would be investing in preparation. To achieve success you must prepare.
Once you have prepared, then you need to work the plan. You have to work each step of the plan and not skip any of the steps. You have to invest in patience.
Last, we have to stick with the plan. For most of us, if it doesn’t work in 30 days, we are creating another plan. We have to work the plan with perseverance to insure a positive outcome. When it starts to get tough, keep going. When the results are not exponential, keep going. My friend, Jim Rohn, says we need to look for measurable results in a reasonable amount of time. Those two elements should be determined in the preparation stage, not at the point when your perseverance is getting weaker.
- Create the plan – preparation
- Work the plan – patience
- Stick with the plan – perseverance
If you apply these three steps, your success is guaranteed. The guarantee is The Law of Accumulation.
To Your Achievement of GREATER success,
Dirk Zeller, CEO
RealEstateChampions.com
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Go the Distance
How do you know when a prospect or client is going to waste your time or go the distance? That is something new Agents and some experienced Agents struggle with regularly.
Having a step-by-step pre-qualifying process helps dramatically. It will help you evaluate each person the same. When you go in to get your annual physical the doctor doesn’t just “wing” it. The doctor sends you through the same steps as every other patient taking an annual physical. All patients have their blood pressure checked and blood and urine samples tested. The doctors and nurses don’t skip a step. Create a step-by-step process to qualify your prospects. There is no substitute for experience. Like anything in life, the more you do something the better you get. Michael Jordan was the greatest basketball player of all time because of will and practice. Even though he was cut from his high school team, he focused on improving; his practice habits improved between high school and the NBA.
The experience of working with many prospects and clients helps you develop a sixth sense. The only way to develop that sixth sense is through making mistakes and learning from them. Since a sixth sense is developed by experiences, the number of years you do something has very little to do with it. Let’s say that you need to do 100 closings to have a functional and operational sixth sense. You could take 10 years to do those 100 closings or two years. By doing more, you will develop your sixth sense more quickly.
There were transactions and people in my sales career that didn’t pass the smell test. There was just something that didn’t feel or smell right. Rather than hoping it would all come out in the wash, I would pour bleach on the situation by questioning and digging deeper. The gray stains would be bleached to white, and I would be able to see my next step much clearer.
I had one rule when working with people: It usually gets worse under pressure, not better. The deal that is in escrow that is shaky the first week remains shaky all the way through and usually gets worse. Our solution was to tighten or kill it in the first week. This solution would either remove the escrow or solidify it, so that it would close easier. The prospect that is flaky at the very beginning usually doesn’t get any better. Qualify him hard to either get him to commit to you with certainty or remove him from your life and move on. The seller at the listing appointment who will not take your counsel on price is a great example. Does that person get better or worse 30 days down the road? Usually 30 days later he blames you because his home hasn’t sold. Actually, his failure to accept your price counsel was the reason.
Develop your sixth sense quickly by creating more opportunities with prospects. The more opportunities you have, the more selective you can be with who becomes a client. Don’t neglect to listen to that sixth sense you are developing. Rarely will you be wrong.
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Pro-Prospecting
Often, the market will get tougher for a period of time. Agents will get frustrated because there is not enough inventory. Sometimes, getting new listings is more difficult than ever. We will always go through periods of challenge and adversity. We will all have trials. Even long ago, Confucius said, “The gem cannot be polished without friction, nor man without trials.”
We must accept that adversity and trials are there to strengthen us, our thoughts and mind, and our will and actions; to shock us into improving our skills, so we are better prepared the next time around. That is the role of adversity in our lives – it’s to make us better.
The first thing to do when you encounter adversity (because of not having enough listings or sales) is to increase your frequency and intensity of prospecting. When those challenging market adjustments appear, it may take more contacts to generate the leads we need. It may take more leads to generate the appointments we need. It may even take more appointments to generate the listings we need to drive our business. Tracking our numbers and sales ratios and understanding the market can be the difference between winning and losing. Writer George Shelham said, “Winners keep track of the results; losers keep track of the reasons.” The results are the daily activities of prospecting: the contacts, leads, appointments, and clients created from them. The losers let the reasons why they don’t feel like prospecting take over. We all can think of a million reasons not to prospect. There will be many distractions every day that will take us away from the necessary prospecting. We have a choice . . . get distracted or get disciplined. Otherwise, we let the minor unpleasantness of prospecting dictate our level of success.
There are things we know we need to do daily to achieve success and accomplish our dreams in life. Often, our feelings determine whether we do them or not. Our will and desire has to be strong enough, so we do what we need to do anyway . . . even if we don’t feel like it. For example, I feel like eating Rocky Road ice cream daily. I have a weakness for ice cream, especially Rocky Road. If I did what I felt like doing, I would weigh considerably more than I do. I need to discipline myself to control that feeling with the action of abstinence.
We all must control the feeling of not wanting to prospect. Prospecting daily is an act of will, not feeling. If we are determining whether to prospect or not based on feeling, we will not prospect. Granted, daily prospecting isn’t easy. It will be difficult, but it will be worth it. When the first part of that statement is coming true, always remember the second part: It will be worth it! The personal satisfaction that we will achieve by conquering our fears and winning the game of production will be unmatched.
Too often, we expect results instantly. We want success without effort. We want victory without defeat. It amazes me how many speakers and trainers are trying to sell Agents on the “get rich quick” system of success. They promise results from a magic ad campaign, a magic website, or any number of other gimmicks. If we look throughout history, the people who got to the top and stayed there have one thing in common: they continually worked diligently, and all their failures added up to eventual success. These successful people persevered and struggled and mastered the fundamentals to reach the pinnacle of peak performance. I watched a commercial that illustrated this truth well. The individual in the commercial said, “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. Twenty-six times I’ve been trusted to take the game winning shot and missed! I have failed over and over and over again in my life. And that is why I succeed.” The commercial was for Nike, and the individual was Michael Jordan. We can only avoid failure by playing the game, meeting the challenge, and stepping toward the adversity. We must stare failure down and do the difficult task of prospecting. We need to set aside our thoughts of not feeling like it. If we do that, we will change the outcome of defeat to victory. Start your journey to disciplined success today.
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Salespeople Resist Scripts
Most salespeople want to free flow through the process of sales. They don’t want to sound canned, with a lack of spontaneity and personality that most exude. Most feel that scripts don’t allow for conversational interaction between the prospect and the salesperson.
We have all gotten that call at 8pm, where you answer the phone and there is a moment of silence. Then you hear this faint voice mispronounce your name and the busy clatter in the background of the telemarketer boiler room. We hear some guy stumbling over a script that he hasn’t learned yet and we are immediately turned off. We are a salesperson and we swear off ever using a script again.
Don’t leap to the grandest conclusion that scripts don’t work based on the 8pm call from the MCI guy.
Scripts are a powerful part of selling if applied correctly, and if they are practiced, rehearsed, and internalized so they come out naturally. Most salespeople don’t take the time to practice their craft enough to be extremely effective with their scripts.
There are significant segments of your presentation that must be scripted. This scripting will allow you to achieve significant results that you can count on daily, weekly, monthly and yearly. They will clearly show you where you are deficient in your skills.
Here are the three key areas to scripts for your prospecting and lead follow-up calls:
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Your opening statement: We only have a few seconds to grab our prospect’s attention. Most of us “wing” our opening statement. The opening line is made up over and over again. This doesn’t make sense since it’s the difference between your success or failure. Why leave it to chance? Once you find the right opening line, it’s like magic.
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Service descriptions: We need to clearly script our services. Also, we need to script the benefits that one receives from these services. We are going to do some customization of the benefits based, on the needs the prospect has. We must have them dialed to be able to deliver them with power, conviction and authority.
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Our closing remarks: We should have structured and well scripted closing remarks. These closing remarks should be directed at recapping what was agreed upon. What the prospect will be doing before the next call or next meeting. What you will be doing before the next call or next meeting. What benefit they were most interested in that we provide. Key details of any agreement that we reached.
We all need to embrace a more skillful and systematic process for prospecting and lead follow-up. We need to improve the level of our sales skills to enhance our income.
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