"The training in Real Estate is designed for the stupid, the dumb, and the ignorant."
Boy, did I get in a lot of trouble for that statement ... which was actually made to 4,000 people at a convention in New York in 1986. The people that hired me were furious and banned me from ever speaking again at one of their conventions. What I don't understand is that the 4,000 people I was speaking to for 4 hours gave me a 5 minute standing ovation. How do you get a standing ovation that lasts 5 minutes in front of 4,000 people and then get banned at the same time?
Welcome to the wonderful world of Real Estate sales and Real Estate leadership. When word got out that I'd been banned by this major organization, almost every other Real Estate association and organization banned me within 6 months. What I don't understand is why this industry insists upon telling people that you can actually make a reasonable living without working ... that you can make a reasonable living without knowing how to sell ... that you can make a reasonable living without having sales skills ... that you can make a reasonable living without being a salesperson.
Have you ever wondered why the per-person productivity in Real Estate is so incredibly low? Have you ever wondered why the turnover is so high? Do you think it's because we're making so much money after being in Real Estate a couple years that everybody can retire? The turnover is high and the per-person productivity is low because Real Estate people do not want to hear the basic fundamental truth about what it takes to succeed in a sales business. Here's a fun one for you ... 400/500 people will buy a $400 ticket to attend a Mike Ferry event. I'll spend 4 days laying out a very simple ... direct ... straight forward business/sales systems for an agent to follow. This system will bring great results to any person that works it. Yet, of the 400-500 people ... 40 or 50 will actually do the things we say. I simply don't understand this type of thinking ... maybe you can help me.
Is it a lack of motivation on the part of the individual agent? A lack of initiative? A lack of business sense ... a lack of common sense? There has to be something within our industry that keeps attracting people that don't want to produce ... won't produce ... and won't do what it takes to produce ... when we're in a commission only, production-based industry.
The good news is, after doing the work I've been doing for 38+ years, I still don't understand why people don't do the activities that bring production ... but what I do understand is that small percentage of people that do what we say not only produce at incredible rates, but also make large incomes, and are able to keep a major portion of that income for themselves. I don't understand why you think you have to spend all the money you earn to keep earning more money. Look at your business and how you operate and simply ask yourself ... are you actually achieving what it is you want to achieve in this business in terms of productivity and income? If the answer is no ... then we have to do something about it ... today.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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