Am I willing to change my behavior?
It completely fascinates me that people believe they can get unusual or incredible results and not have to do anything different from what they’ve done in the past. It’s no different than me saying to you … “I want to lose 25 pounds in the next 6 months” … while I’m sitting and eating chocolate cream pie but justifying it by drinking a diet coke. Or, me saying “I’m really going to become great at playing the piano in 2013” but I don’t have a piano … can’t afford lessons … and I really don’t like practicing.” Sometimes I wonder if we, as Real Estate salespeople, simply like the game of trying to fool ourselves into a higher level of productivity when deep down inside we know nothing is probably going to happen. I think the definition goes along the lines of … “insanity is doing the same thing every single day and expecting different results.”
Do you honestly think you can add 10/20/30 deals to your annual productivity and not change any of your current prospecting habits? Do you honestly believe you can have a 75% sell ratio on your listings without having any pricing skills? (Oh, yes this could happen if the market keeps improving.) Do you honestly believe that you can list 75% of the people you make a presentation to without having a strong listing presentation and very defined answers to the objections you receive?
What we so often fail to understand is that too many of the assumptions agents make are not attached to any common sense. Why? Because too many of the agents in Real Estate have no business experience prior to getting in the business and no direct sales experience and then fail to take the time or understand the importance of being involved in some very direct, comprehensive sales training. I was very lucky when I was young because Earl Nightingale would say to me regularly … “You want to change the result … change the activity. If you want the same result, keep the same activity.” Do you really want better results in 2013 or do you simply want to talk about it so you feel good about yourself? Think now about the changes you have to make in 2013.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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