I would plan. Mediocre people drift through their days, weeks, months and years. They are unfocused and have no direction. These people are often heard saying, “I can’t believe we’re almost at the end of the year!” Did they plan their poor performances, or was poor performance the result of failing to plan?
I would write daily Affirmations. I know that whenever I want to take my performance to a higher level, I must believe that I can do it – even more, I must feel as though I am ALREADY DOING IT. Affirmations make me feel as though I have already achieved my desired success level. I am more likely to act in accordance with what I believe.
I would work hard. But I would work hard on the right actions, by following my clear plan every day.
I would keep my promises. Beginning with those I make to myself. If I say I am going to do something I do it. If, for example, I promise myself to speak with 40 potential sellers each day, I keep that promise, as I do all promises I make.
I would spend every working morning searching for new business. My desired success level requires me to make more sales. This means I need more stock to sell. Losers sit and wait for business to walk in the door. I don’t.
I would study. An hour a day devoted to studying my craft, I know, will help me to accomplish more in less time.
I would practise what I learn. From study comes knowledge, but from practice comes skill. I need skill to turn leads into listings, then into sales, and always into happy clients.
I would guard my time. People don’t steal my time. I choose whether or not to give it away. I choose to give my time to people who want to buy my product or service, or who may need my help to get into a position to do so. Clients who deal with me treat me with the same level of courtesy and candour as I do them.
I would try to do what is right in all situations. To put money ahead of doing what is right chips away at my integrity. Short term gain must never be at the expense of my reputation. My good name is my brand.
I would work with my sellers to help them understand the market. I do this gently and with understanding and honest advice, never resorting to conditioning and pressure tactics. This does not mean I will be soft, however. If a client’s property is overpriced for the current market, I am honour-bound to point this out.
I would work with my buyers to help them buy the right property under the right terms. This does not mean helping them to get the property at a low price, but it does mean ensuring that the transaction is fair, with no information withheld.
I would take pride in my team and my company. Even if I don’t own it, I will always represent my company with enthusiasm and never commit the company to anything that will cause it to lose profit. Giveaways are substitute for skill. I never resort to discounting my fee, or to giving away ‘freebies’ in order to win business.
I would ask questions. I may make the odd assumption, but I always test those assumptions before making recommendations. To make recommendations without first knowing what your clients need and, to a lesser degree, want, is irresponsible. I make informed recommendations because I am a professional.
I would close. I will ask for the business at every presentation. I will ask more than once, five times or more. I will ask buyers to buy and sellers to list with me.
I would allow plenty of family time. True success is a complete package. How sad to be wealthy but to have your family despise you. I don’t call that success. My family is the bedrock of any success I enjoy. They will never take second place.
AND, ABOVE ALL…
I would turn “I WOULD” into “I DO”. If I want to BECOME the best salesperson in the world, I must change “I would” to “I do“. One is a statement of intent. The other is action – “I am” means that I am actually doing these things.
So often we know what we must do, but fail to do it. Purposeful action is the difference between success and mediocrity.
Decide what must be done and do it. Every day.
And then, one day, somebody may just call YOU, the best salesperson in the world.
Somebody has to hold that title. Why not you?