Never Be Attached to the Outcome
Coming from a sales background, I've been to many seminars, read various motivational books, and listened to tons of different "ideas" on how to be the best salesperson. The following are four SIMPLE concepts that I have had posted on my bulletin board above my computer for the least two years.
* SHOW UP - Kind of basic, right? But how many times have we heard about Realtors who don't return phone calls, don't show up to sales meetings, and aren't available to their customers?
* PAY ATTENTION - Pay attention to Top Producer agents. Pay attention to your Broker. Pay attention to the Class instructors. Pay attention to your clients. Many times as outgoing, Type A personalities, we find ourselves thinking about what to say next. But when we're thinking about what to say next, we're not listening. And paying attention (or listening) is a cornerstone to great customer service.
* TELL THE TRUTH - I can't emphasize enough how important it is to ALWAYS tell the truth. If you don't know - just tell them "I don't know, but I will find out". If the truth is ugly - who cares... they'll respect you more for having the guts to tell them the ugly truth rather than lie.
* NEVER BE ATTACHED TO THE OUTCOME - When I read this one, I had an "a-ha" moment. I've always had a strong work ethic and have poured my heart and soul into my customers. And when they don't like me, or my product, I used to melt into a puddle and spend a week (or more) analyzing what I could have done different... better... where I "screwed up". But the bottom line is that if you've worked your hardest, served with integrity and honesty, and done everything that was asked of you, and you still don't get the sale - don't attach yourself to the outcome.
Tara K. Lewis, Realtor
The Horn Company Real Estate Group