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Go Hard or Go Home

Go hard or go home

One of the biggest complaints agency leaders make is that they cannot get their people to do the right actions. The ‘right actions’ to which they refer are specifically prospecting actions – meeting with and talking to people.

I think this complaint misses the point. The problem is never getting the right people to do the right actions; it’s attempting to get the WRONG people to do the RIGHT actions. This never works.

The right salespeople know that to expect their company to provide them with all their leads makes them Order Takers, not Winners. The right people know that prospecting is a major function of a winner and, although they might not like doing it, they realise that it has to be done, and in sufficient quantities to make a difference. So they get on and do it.

In these days of over-the-top political correctness, too many people pussyfoot around and don’t say what they mean. So let’s tell it like it is:

It’s the wrong people that give leaders the headaches.

To those people I say:

GO HARD, OR GO HOME.

Come up with all the excuses you like, but if you won’t go out and meet people – find NEW CUSTOMERS for your company – leave. Clear the way for somebody who is not scared to go out and meet people.

Business is primarily about doing two things right:

  • Finding new customers.
  • Keeping the customers you have;

Much has been said about keeping customers, in fact, this receives a large amount of attention at our sales training program, Winning Ways – Real Estate Sales. But so too does finding new customers.

On page 25 of the Winning Ways – Real Estate Sales manual you will find recommended minimum activity levels. If your results are not in excess of 8 listings and 4 sales consistently each month, you are not speaking to enough people.

The minimum activity levels over a five-day week are:

  • Prospecting calls – 180 people (potential sellers actually spoken to)
  • Listing presentations attended 5
  • Buyer appointments set – 10
  • Current Sellers (vendors) – 5

Fall below this level and you are not doing enough.

For the wrong people the Do Not Call Register introduced in Australia in June (and now under serious consideration in New Zealand) is godsend. Sure, telephone prospecting is now more difficult, but the last time I checked there is still no such thing as a Do Not DOOR KNOCK Register. And until there is, you can knock on doors until your knuckles bleed without fear of prosecution.

Too scared? Face your fear, or leave. Too lazy? Get to work, or leave. Too busy? Are you listing at least 8 and selling at least 4 properties a month? If not, you are too busy doing the WRONG ACTIONS. Start doing winning actions, and enjoy great results.

Get to work! Go hard, or go home.

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