This past week I completed a 2-day Management Retreat with approximately 150 great Brokers, Owners and Managers. The program itself was held in Naples, FL and the majority of all the Brokers and Managers travelled from some place on the East Coast to be part of the program. We spent 2 full days looking at every possible scenario that I knew of to increase an individual’s productivity. The entire seminar was on increasing per-person productivity for an office.
Here’s what I found interesting … I said the following to all the Brokers, “You have to have a stronger desire to increase their productivity than many of them have to increase their own productivity. When you have a stronger desire than they have, you lift their spirits and you’ll find ways to build their confidence and lead them in a direction that is better for them personally and financially. Are you willing to commit to making this happen?”
There was a strong murmur throughout the audience and I believe about 25% was willing to commit to do what it takes to make this happen … 25% of the audience looked at me with a virtual blank stare (like I had no idea what I was talking about and they had no idea what I was talking about) and 50% of the audience were in somewhat of a state of quandary … meaning … “does he actually believe that we have to believe in our agents whether or not they believe in themselves?”
Think about this chain of thinking … I believe in your ability to produce many times more than you believe in your ability to produce. You believe in your ability to get a home sold many times more than the seller believes in your ability to get the home sold. When this chain of thinking takes place, you and I can become very passionate and very convincing in our sales approach. When we become passionate and convincing in our sales approach, nothing but good things happen.
25% of the Brokers rallied around this type of thinking.
25% of the Brokers had no idea what I was talking about.
50% of the Brokers are still thinking about what I said.
Which group do you belong to? Or which group should you be in? Look how exciting your business would be if you made that decision.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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