Any successful businessperson, over a span of years, has embraced the focus to build three areas of their business simultaneously. These three areas are the growth areas, working “in” the business, and working “on” the business. Growth Growth is the engine that drives sales growth. It’s the part of the business that brings in the revenue of the business. The more...
Do you have the skills that will make you massively successful? Are you making the most of them? The people who are compensated the best in life are highly skilled and highly specialized. They perform few functions, but the ones they do are performed exceedingly well, and they are paid handsomely for performing them. Let me share an example. When...
In all areas of life, taking action is the key to success. Most people who fail to achieve what they want, fail for lack of action. The ability to take action is the skill that ultimately separates the winners from the losers in the game of life. There are a number of truths that I have come across in...
A service encounter happens any time that a consumer interacts with a servicing organization. Every Website hit or incoming ad or sign call is a service encounter. When a prospect talks to you, your staff, your company Receptionist, your Closing Coordinator, or your Broker, Owner, Lender, Escrow or Title Attorney, or anyone on your service team, that person is...
Because none of us have the capacity to work on all of our goals at once, the more focused and specific we are, the more successful we can be. I would suggest a top ten list of goals that you apply your goal action plan. Determine the most important ten goals and create a goal action for each. Then...
It is amazing how an objection raised in the sales process can make most Agents look like a deer in the headlights: they get that blank look of disbelief that you see just before the front grill of your car connects with deerskin at full speed. If the deer manages to move at all, he does it at the...
There should be a well-defined and developed strategy for each segment of your business. If referrals is an area you currently generate a lot of business from or hope to generate a lot of business from, you must spend the time to create and implement your strategy. Most agents rely too heavily on the mailing strategy: mailers such as calendars,...
Salespeople love referrals. They’re the sincerest form of compliment and a remarkably cost-effective route to new business. The idea of attracting referrals is so popular that sales trainers who bill themselves as referral gurus make fortunes promoting magical systems that supposedly deliver more referrals than an agent can handle, all in return for tuition at a three-day seminar. What they...
The difference between great and good is very little. It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked. In selling, it’s the little nuances of what we say and how we say it....
Our job as the CEO of our own multi-million dollar sales business is objective evaluation. Can we objectively evaluate our business and our personal performance? Are you capable of seeing reality as it is, not how you wish it to be? Can you pull back the camera like in the movies and see the whole battlefield like a general,...
