Keep Going!

Keep Going!

PersistencePersistence is one of my favourite attributes.

Set goals, plan, study, apply what you learn, and persist at the right actions. Do this, and success for you is inevitable.

My late friend, Bede Donovan, used to say, “Don’t quit before the miracle happens“. I heard him give this advice often to people who were discouraged with some endeavour or another.

He was so right. How often have we seen new salespeople prospect for months, generate few leads, become discouraged and quit. And then… clients begin calling and asking for that salesperson. They quit before the miracle happened!

I have heard of salespeople at listing presentations being told by sellers, “We never make decisions quickly, so we won’t be signing anything today“, and this line has put the salesperson off attempting to close the sale.

The correct response to lines like this is, “I promise I won’t ask you to do anything that is not right for you” and then proceed with your presentation. At the right time, close! Put the agreement in front of the clients, explain it to them and pass them a pen. Ask them to OK the agreement.

Persist!

Ninety nine times out of a hundred the clients will sign. Why? BECAUSE THEY WANT TO SIGN. You did a good presentation, answered their questions and filled them with confidence. You earned the right to close regardless of what was said earlier.

Even if the clients remind you of what they said earlier and say that you’re pushy, apologise and say, “I’m sorry, I didn’t mean to come across as pushy. It’s just that I thought you were happy that I could do a good job for you – was I right?

They will say “yes“, and when they do you say, “And am I right in thinking that you do want to sell?” Again they will say “yes“. Then you say, “Would you like to have a salesperson working for you who is afraid to close buyers or to ask them to pay more money? I guess you want somebody who will ask for the order, don’t you?

Again you will get a “yesand you will earn their respect.Right, so if you can OK the agreement just there, I can get to work finding a buyer for you“. Hand back the pen and smile.

What have you got to lose? Persistence will get you more business than it will lose you.

Ask another question. Try another close. Knock on another door. Ask for the order. Every time. Without fail.

Persistence pays. Keep going – you’re not a quitter.

Recent Articles

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

There's No Marking Time

Of all sayings, I despise this the most: "If it ain't broke, don't fix it". I have heard people use this phrase as justification for n...

Money In The Bank

What most real estate agents refer to as 'Marketing' is really nothing more than 'Advertising'. Advertising is just one small component of the large...

Free Shots

Some years ago, I presented a Field Challenges workshop in Perth. Participants submitted for discussion challenges they were facing in the field. ...

Problem Stacking

"Every task is accomplished piece by piece, and every problem is solved one by one. 'Problem Stacking' is a sure way to get nothing done", says re...

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us