Run Through The Finish Line
Sales Meeting October 1, 2013
Quote: If you think you can, or you think you can’t, you are right.
Door Knock Blitz: congratulations to the 4 winners of $25 gas cards, courtesy of Patrick Huber and his team at Prospect Mortgage: Connie Berduo, Vince Ciaccio, Tess Marquez, and Steve Aguilar.
Legal Eagle Report
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Run Through the Finish Line
Days left to work thru the end of the year: 63 work days, including taking off 2 days for Thanksgiving, 2 days for Christmas, 2 days for New Years.
Still time to take listings make sales even close escrows
4 hrs a day 63 days = 252 hours prospecting
40 contacts a day…..63 days x 40 contacts a day equals 2,520 contacts
5 expireds at door a day, total 315
5 previews a day, total 315
5 closings from the last 24 months each day, total 315
5-5-5-7 =105 doors
Over the last few weeks:
We saw Bill Porter, the door to door salesman;
Diane Nyad swim from Cuba to Florida on her 5th attempt;
Americas Cup; come back win down 8-1 to win 9-8.
Take responsibility. Our excuse is I can’t reach my goals because:
The Century 21 name;
I am not of a certain ethnic group or racial background;
I am of a certain ethnic group or racial background;
I’m too young;
I am a women or I‘m a man;
I come from a certain ethnic or racial background;
I don’t have the education;
I didn’t grow up in the right neighborhood.
Take responsibility is what we learn here:
No one needs to go into the selling business to try it. It has already been tried. You need to try yourself; and if you don’t make it go at first, make yourself make it go. Mix hard work, intelligence, and enthusiasm together, and if taken in sufficient quantities, you will succeed.
Never wait, but hustle. You can do more business by trying than by not trying.
As we focus on running thru the finish line for 2013, there are only three ways to sell more: Do more right. Do less wrong. Or, do both.
1. Take care of your Past Clients/Centers of Influence
Make a sale, you’ll make a living. Sell a relationship and you can make a fortune. Average salespeople focus on just closing the sale. Superstar salespeople focus on closing the sale and the relationship. Superstars know that the lifetime value of a client is far more than the value of one transaction. Superstars take a long view of the relationship. It is not just about this sale but future sales. When done right you get the sales from the client that year, then because you have done a great job and you follow up with that client or clients family or friends, they will do business with you for years to come.
I have conversations with agents that have sold entire family’s properties and some agents on the 2, 3 rd or even 4 generations of clients, so one sale is not just $10,000 one-time. Worked right, it could be 1 or 2 sales every 2 or 3 years from family and friends. How many if you did your job?
1 email weekly, 1 snail mail monthly, 1 call every 2 months. How often should/would someone give you referral? 1 a year 1 every 2 years 1 every 3 years?
2. People buy when they are ready to buy not when you need to sell.
One of the critical concepts that sales superstars know is that their role is to help people buy and sell when they are ready and that just because they may be behind in your sales quota is not a reason why a prospect should buy from you now. You have to be there when the client is ready to buy or sell. You don’t change people’s buying habits or circumstances. What you can do is continue to follow up with the clients until they are ready to pull the trigger. How do you know when they are ready? Great follow-up!
3. Your prospect will tell you what you need to tell them to sell them. One of the biggest mistakes poor salespeople make is that they give information before they get information. 1) You will give too much information (more than is necessary to make the sale). 2) You will give the wrong information (based on the prospect’s needs, wants, desires or problems). 3) You will give information that could sabotage your success either in the short or long term.
If two people want to do business together, they won’t let the details get in the way.
If two people don’t want to do business together, they will let any detail will get in the way.
Sales superstars know how to identify the prospect’s real intent or their purpose. They are not easily misled and tend to probe deeper when they feel they are not getting the real truth from the prospect or customer. Information is and what your client wants and needs. Successful salespeople are masters at uncovering needs, problems, concerns and desires by doing what??? By asking questions, lots and lots of them.
4, To sell more every year, they get better every year.
Over the years, one common denominator I have observed in sales superstars is their willingness to invest in the continued improvement of their skills, attitudes and philosophy. Life is an interesting relationship between paying the price and winning the prize. Between self-investment and rewards. Between investing time in personal development and your ultimate success. It is never too late to begin an aggressive on-going self development program.
Today matters!
Do the activities now. Run through the finish line now. There are 63 work days. Don’t let up off the gas peddle right now as we charge towards the finish line. There are two types of salespeople… the one who’s business is very good and the others business isn’t good enough. The salesperson who does more business than he expects thinks he can afford to take a day off. The one who doesn’t do as much as he expects gets a little blue and concludes that it doesn’t matter what is done. Instead of being lifted up and enthused and excited about what is possible approaching the finish line, some agents gets bluer and bluer,sadder and sadder and often give up on cold calling and prospecting. Don’t let this happen to you!
Again, whatever the situation you are in more can be done this year don’t stop because…. we aren’t stopping. We are focused and are committed to helping you push toward the finish line. Now go out there and run through it!
