It's that time of year again! Girl Scout cookie time! Yes, another temptation to foil that diet plan, but that is totally another subject. Yesterday, I took my 8 year old twin granddaughters out to sell cookies. I'm not a big proponent of taking the list and passing it around my office. They are the ones selling the cookies, not me. The only real instruction I gave them was to show gratitiude when someone purchased cookies.
The first stop was at one of my favorite title companies. I had asked the marketing rep if we could stop by, so I knew we weren't adding any more chaos to that which exists at a title company. My little Girl Scouts stepped in the door and were automatically in "sales mode". They asked each person if they "would like to buy some Girl Scout cookies". Then they went on to tell them all about the new "Somemore" cookies, which they had gotten a sample of the week before and that came "highly recommended". They also shared with folks what their personal favorites were. And, they excitedly let their customers know that the "prize" for reaching their sales goals was spending the night on the field at the local minor league baseball stadium here in Sugar Land, TX.
Next stop was a lender's office. Again, we had permission and didn't just barge in. One twin had made quite a sale with the lender (over 10 boxes). When he was finished talking to her, the other twin said "thanks for buying from my sister, now will you buy some from me". And he did. He bought the same amount from salesperson #2 and he told her that he did it because she wasn't afraid to ask! Some people did not purchase, but that didn't discourage my little sales team. One of them said "that's ok, if you want some later, just let me know".
Now, as I said, I gave these girls no "script". They didn't practice a speech. They believed in their product and weren't shy about sharing their ultimate goal. They had enthusiasm and were totally enjoying the sales process.
What does this have to do with real estate? It helped remind me that this job needs to be done with enthusiam. Yes, there are always going to be challenges. For the girls, the work will come when they have to deliver all those cookies, but they were not dwelling on that.
Maybe we need to believe in what we are selling and believe in ourselves a little more. And maybe we have taken our eyes off the goal. Sales is a hard job. It's a people job. Every day is a new day and a chance to start all over. At this time of year, it's not easy to find momentum. It's like, "oh my, a new year-how can I meet/beat last year" That outlook can make you tired before you start.
So I encourage you. Take a hint from some pint sized sales people and attack 2017 with renewed enthusiam! Set those goals and make those contacts. Oh and eat some cookies!
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