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Step to a Goal, Not a tune

By
Real Estate Agent with Market America Realty and Investments, Inc. F3319348

Sometimes we think we are stepping towards a goal - but we are just dancing to a tune.

I was sitting in a crowded doctor's waiting room on Monday. There was not a seat to be had. I was sitting with my back to the wall, facing the receptionist window.  The receptionist was starting to be approached by a few of the waiting patients the second time around by now, one wanted to make sure she didn't somehow miss, in this small room, her name being called, because the appointment was one hour ago; another telling the already frazzled lady that she had to reschedule as she had to pick up her grandchildren from school.

Just as this walker aided grandmother was turning away from the reception window a smartly dressed drug rep came in the door.

            She reminded me of a stewardess, sorry, a flight attendant, at the airport. She was professionally dressed, impeccably groomed, and was wheeling a smart two wheeled suitcase and had a leather bag over her shoulder emblazoned, not with the name of her airline, but the name of the drug she was promoting.

This very earnest drug rep politely asked to see the two doctors for a moment.  Now I couldn't see the expression of the receptionist, but I imagined it was one that would well accompany this unuttered comment, "Lady, I have 14 patients running over an hour behind and you expect me to bump you ahead of them so you can sell something? Take a hike." The receptionist obviously did tell the young lady that a meeting was not possible for I heard, "Would it be okay if I left some samples, some pamphlets and two tickets to a banquet we are having?"

            "Sure." Came the reply.

            The drug rep then fumbled around for about five minutes, blocking the receptionist window, while she assembled her sample pack, brochures, and stuffed an envelope, which she proceeded to hand the receptionist.

            I was watching this all with great interest, having once been a salesman myself.  I then saw her pull out clipboard and make a few minutes worth of notes before organizing herself, reapplying her smile, and exiting.

            I smiled to myself. I knew this young lady thought she was making steps toward her sales goal.  I knew she was just kidding herself.  I also knew what her comments on her daily sales sheet on her clip board were, "Visited Dr. So and So, left samples and brochures along with tickets.  Will follow up in two weeks."

            When this lady finished her day she was probably pretty satisfied with it. In fact she probably told her sales manager she made seven doctors visits that day, well above her goal of five a day. In fact she was able to actually check off seven doctors from her monthly sales list, her list that enumerated her steps for success.

            Later that year she would be hard pressed to explain to her boss why her monthly sales figures were low. She had done all the things needed to complete her goal.  She made the right amount of doctor visits. She made the required 15 phone calls a day. She dressed right. Heck she even bought 10 doctors office breakfasts this month and she was only required to buy 8!  She can't help it that sales are down.  She did all she was supposed to do.

            I have been a salesman and a sales manager for years.  I have seen this lady. Heck I have BEEN this lady. She thinks she is stepping towards her goal when in reality she is just stepping to a tune.  But I have also been the rep that shows up at seven, because I know that's when my customer is having his coffee with the staff, because I had previously made friends with his head assistant that clued me in to when I could grab a few minutes of the bosses precious time.

It takes more to succeed in this business than taking the right steps. Those steps need to lead in the right direction. Those "visits to the doctor's office" have to be productive visits, not just visits to be ticked off of a sales plan.  It is not enough to be satisfied with the effort; you have to be satisfied with the result of the effort.

I have been thinking of this all week since I witnessed it. I see it all the time in real estate. The sad thing is, most agents don't even dance to a tune much less take steps toward their goal. 

Examine your steps. Make sure they led toward you goal and are not just steps in a dance.

Comments (6)

Colleen Fischesser Northwest Property Shop
NextHome Experience - Chelan, WA
A Tradition of Trust in the Pacific NW since 1990!

Gregg, loved this analogy! And it's all so true, it's about so much more than just showing up!

Jul 22, 2008 01:17 PM
Gregg Fous
Market America Realty and Investments, Inc. - Fort Myers, FL

I used to ask a salesman as I passed his desk, "Did you follow up with So and So?

 

He would reply, "I left him a message:, or "I sent him a fax"...etc.

 

This is stepping to a tune, not a goal.

 

G.

Jul 22, 2008 01:19 PM
Team Honeycutt
Allen Tate - Concord, NC

Great food for thought on goals ....

Jul 22, 2008 01:22 PM
Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239
Real Estate One - Commerce, MI
Michigan homes for sale ~ yesmyrealtor@gmail.com

Wow that is a great insight into the sales process.  We have to stop dancing and get to the meat of our goals.

Jul 22, 2008 01:27 PM
Gregory Lohr
West Columbia, SC

You are so right...there is a process which we must go through, but going through the process without results is nothing more than dancing alone....without any music. 

Jul 22, 2008 01:40 PM
Gregg Fous
Market America Realty and Investments, Inc. - Fort Myers, FL

The interesting thing is, we all do this kind of behavior at one time or another - as a way to justify our day.  "Well, I made a good effort!"  Well, folks, we all know we don't get paid for our effort, only for our reults.

Jul 23, 2008 12:35 AM