What a crazy business we’re in. We’re Independent Contractors, so nobody can tell us what to say or what to do. We can work any number of hours or days we choose, and not have to take the direction of the leadership within the industry. If we produce a lot it’s wonderful, and if we never produce at all, it’s okay … in fact, for a lot of people, if they don’t produce anything at all they consider themselves still to be Real Estate salespeople. It’s a crazy business, isn’t it?

 

It seems the gap between those that produce and those that don’t produce is widening at a faster pace every day. Here we are in an upward trending, improving market. From every perspective things are improving throughout North America and yet we still have tens of thousands of agents everywhere that can’t figure out how to list or sell a home. Let’s look at this from a different perspective.

 

Every day as I do seminars I ask people if they want to do more deals between now and the end of the year. They always say yes. I then say, “Do you want to make more money?” and they always say yes. Then I ask the tough question … “Are you willing to change your sales behavior to make this happen?” And occasionally somebody will say yes.

 

Isn’t this great? “I want more production, I want more income, and I’m not going to change what I do.” What’s even stranger about this unique phenomenon is that this is considered acceptable behavior in our industry. I think it’s time that we as an industry take a look at what we do and consider maybe becoming a little bit more sales-oriented, a little stronger in our sales approach, and maybe even a little more open to learning how to sell. There are many reasons why the best agents in every market list and sell the best homes … they’re open to changing their behavior … are you?

 

 

Mike Ferry
CEO – The Mike Ferry Organization
800-448-0647