12 Step Program

Real Estate Agent with Key Realty

A friend in the Title Business sent this article to me the other day.  Good rules to increase your sales karma. 

"I was cleaning out my Word fi les on my computer and I ran across this document. I have no idea who wrote it or where it came from, but below are 12 great reminders....

1. Keep things in perspective.  Negative attitudes result when you focus only on frustrating details versus the overall picture of what you and your prospect are trying to accomplish.

2. Concentrate on thankfulness versus entitlement.  

Avoid coming across to others as if they owe they owe you something. Let them know you appreciate their time and their business.

3. Surround yourself with motivated people.  

Eliminate from your social circle people who are always dwelling on the negative. 

4. Be the giver and receiver of at least one motivational or inspirational message every day.  Positive reinforcement can help you project a positive feeling about yourself in the marketplace.

5. Read books by successful people.  What you put in your mind eventually comes out of your mouth.   Reading books that inspire you will help you to inspire others to think of you in a positive light.

6. Face challenges with a sense of opportunity and humor.  Look for the good in all ideas, situations, andcircumstances.

7. Look past your prospect's faults to see their needs.  Nobody's perfect. You may not like the way some of your customers behave, but if you focus on what they are trying to accomplish, you can work on helping them help themselves.

8. Under-promise and over-deliver.  This conveys a sense of greater value to the customer. It is refreshing and earns repeat business.

9. Be willing to walk away.  Trustworthiness cannot be built on making sales to people when your product or service does not meet their needs. Instead of hurting your reputation, it's better to just walk away,but be sure to leave the door open for the next time.

10. Keep all your personal and professional conversations private.  If people find out that you've talked about their personal lives or revealed confidential information about their business to other people, they will decide you can't be trusted, and they'll slam the door on you forever.

11. Avoid stretching the truth even a little.  A small lie creates skepticism because, from that point on, people will never feel sure that you are telling them the truth.

12. Keep your word.  This simple rule is practiced so infrequently that those who stand behind what they say really stand out from their competitors.

Remember, thousands of people are eagerly waiting to buy from you if you can show them you can be trusted and are a worthy investment. Invest a little of your time to show that you're not just a good salesperson, but a good person willing to provide them with what they need and when they need it.

Posted by

  Jo E. LymaN  Jo E. Lyman, CRS, CNE, SRES, e-Pro

    I Do Your ‘HomeWork’ For You!

The Danberry Company Realtors, Inc.

JoLyman.com          JoLyman@Danberry.com

Cell:419-356-4131       Fax:419-794-6977





Comments (6)

Richard Weeks
Dallas, TX
REALTOR®, Broker


This is a great tweleve step program to live by.  Thanks for sharing with us.

Feb 04, 2009 05:14 AM
Ilyce Glink
Think Glink Media - Chicago, IL
Best-selling author, award-winning TV/radio host.

Jo- Great list! I especially like #11. Sometimes we want to embellish or give people what they want to hear, but that's not always the best policy. Thanks for sharing!

Feb 04, 2009 06:10 AM
Kim Darling
Keller Williams Westland Realty BRE# 01864461 - Fresno, CA
CRS,GRI, "Your Home Team" Fresno/Clovis Homes

Thanks, this reminds us when we need to focus and stay positive.  Your  right on not dwelling on the negatives, we just have to keep moving forward and not let it get to us.  In this market there are plenty of frustrations and obstacles, but when we finally prevail and help the client, it's all worth it.  Just don't lose sight of that, because through perserverance we can help them accomplish whatever it is we are helping them with.



Feb 04, 2009 08:21 AM
Lora "Leah" Stern 914-772-4528
Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY
Real Estate Salesperson

Jo, this is the best 12 step program I've encountered.  I especially like number 10, though I find it the hardest of the steps to stick to.  Thanks for the positive outlook and for sharing.

Feb 04, 2009 12:43 PM
Jo Lyman, CRS, CNE, SFR, e-PRO
Key Realty - Toledo, OH
Key Realty

I like #11, too.  Sort of goes along with the 4 Agreements.  Have you read that book?  Even stretching the truth in your own mind and self-talk can be detrimental....

Feb 08, 2009 12:14 AM
Sam Miller
RE/MAX Stars Realty - Howard, OH
Knox County Ohio Real Estate Specialist

Jo - This is some really good stuff.  I like things like this that cause me to take a step back and think about them.

Sep 05, 2009 11:43 AM