The Journey To ‘Excellent’

Make Millions Selling Real Estate

Every time he drove by a For Sale by Owner, he would first stop his car. This is perhaps the most difficult part of this technique, because most agents do the exact opposite: We accelerate past the sign and pretend we never saw it.

The next step was to drop what he was doing. This means that he would clear his mind of whatever was happening in his day, setting aside any of the numerous projects and crises that he had on his to-do list. Then, most importantly, he would knock on the door. Stop, drop, and knock – complicated, isn’t it?

Make Millions Selling Real Estate: Earning Secrets of Top Agents
by Jim Remley

Jim Remley describes a salesperson who wants to be great, a person on a journey to Excellence. Not a journey everybody undertakes, I fear.

In their book, ‘The Psychology of Call Reluctance’, authors George W. Dudley and Shannon Goodson cite studies showing that 80 percent of salespeople who fail within their first year do so because of insufficient prospecting activity. It is fair to conclude that none of those salespeople pursued Excellence.

Sales success begins with desire: you must define what success means to you and have the character to work toward it. You must be motivated over the long term – as long as it takes for you to reach your definition of success.

Dudley and Goodson said, “Salespeople who secretly don’t care about better performance are unreachable“. They continued: “To the unmotivated, there are never urgent performance problems, and unexpected opportunities never beckon“. What an unsatisfying way to work!

Doing your best work is rewarding, in more ways than with just a high income. People who do their best feel more fulfilled, in work and in life. Quality work, and hard work, is satisfying.

Lazy people never experience the joy of work. A love of quality work and a willingness to work hard defines successful people, people who are not interested in being ‘average’ or marginally better.

Jim Remley cautions about trying to beat ‘average’:

“There is nothing overtly wrong with studying the averages; the danger lies in what the numbers may represent to a real estate agent. Both new and experienced agents can often find false comfort in the fact they are out-producing the ‘average’ agent.”

The average production of a salesperson in Australia and New Zealand is approximately $135,000. Despite rapidly improving selling fees, this figure has not improved in more than twenty years. This means that endeavouring to out-produce the ‘average agent’ could still leave you with a pathetic performance and, even though you are above average, you can still earn a low income.

Winners forget ‘average’ and focus on being the best. They make this a mission. A lifetime focus.

I cannot understand lazy people, especially in the Sales business. When you do just enough to avoid being fired, you live in a constant state of stress. When you consistently settle for low performance, you are one step ahead of a sales slump, and most often you are in a slump.

And when you are in a slump, you are on your boss’s mind. You know this and it gives you more stress. Imagine how terrible it would be to wake up every morning wondering if this was the day you were going to be asked to leave! Yet this is how many mediocre performers feel.

The Sales business is a hard way for mediocre people to earn a low income.

Jim Remley said:

 Real estate agents are notorious for believing that something miraculous is going to happen to them if they just wait long enough. So they sit patiently by the phone waiting, and waiting, and waiting. Some believe that if they just wait long enough, a rich cash buyer will burst through the doors and announce that he must invest $10 million today! It never happens”.

 Wouldn’t it be easier to simply choose some actions that lead to results and then get to work?

 He suggests that the first step in moving from Mediocre toward Excellence is to take off the mental knapsack we carry around. He said that we all have one: it’s where we put all of our excuses for our lack of success. Because of these excuses we subconsciously tell ourselves that it’s OK to be mediocre.

 Remley suggests:

 “All of us can move from a mediocre life to an exceptional life with the snap of a finger. It’s true! The decision takes only an instant. If you look at all great leaders, you find that at some point in their lives, they made a pivotal, life-altering decision.

 What can take a lifetime is gathering enough steam to make that decision. For many, that decision requires an external force, a push over the cliff, before they can find the inner resolve to become committed to excellence.”

 Desperation can be that external force, but why wait?

  • There is not one person reading this – whether a salesperson or a leader – who is not capable of writing a list of the most important tasks they need to accomplish if they are to have a successful day, and then working on those tasks.
  • There is not one person reading this who is not capable of repeating this process every working day.
  • This means that there is not one person reading this who is incapable of pursuing Excellence.

Not to do so is a waste of a good life, trading happiness and prosperity for excuses and mediocrity.

Recent Articles

Ask For A Review

There is an old marketing saying that says: "Don't tell people how good you are. Get happy clients to tell people how good you are". References fr...

Forwards or Backwards: there is no standing still

A question I often ask leaders is "Where are you takin...

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, "Why should I list...

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney. Before this venture, Brendan and Adam owned a s...

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say 'yes' or 'no' to yourself and mean it. In this short s...

Your Capacity To Market

Over the past year, I have spent a good deal of time visiting real estate businesses. To those clients who attend our business system presentation, Ag...

Priorities

Successful people identify their priorities and spend the bulk of their time working on them. In this short leadership session, real estate busine...

What Will You Do Differently?

We are fast approaching the halfway mark of 2017. Now is a good time to reflect on your results so far. If correction is needed, the sooner you begin ...

Prospecting

In this short sales session, real estate business consultant, Gary Pittard, asks, "Have you ever put off doing a chore that you thought would be d...

Teaching Results Focus

Over the decades, I have worked with many focused leaders and teams. You know these teams when you are among them - they have fun, but they never lo...

The Second Tier

Regardless of their structures, even the most complex of hierarchies can be broken down into two tiers, and these two tiers have nothing to do wit...

What and How Do You Study?

If you aren't studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson. ...

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