He explained gravity to laymen. He also explained inertia and momentum. Newton tells us that any body at rest will remain at rest until acted upon by an outside force. Any body in motion will remain in motion until acted upon by an outside force.
Selling is not physics. These principles certainly apply to selling.
If you are one of the low producers in your office, look for an outside force.
What would be an outside force? A sales training seminar might be an outside force. A good mentor or coach might be an outside force. Reading the right book, like Og Mandino's "The Greatest Salesman in the World" might be an outside force for you. Just standing in the training room and staring at the "Leader Board" and wondering why you are not on it might be an outside force for you.
Maybe this could be your outside force. Think of a giant railroad locomotive with 12,000 horsepower sitting still on the tracks.
That is you Mr. Low Producer. Sitting still. Inertia will keep you sitting still forever. What is something you can do today to start some forward motion?
 |
| First Real Estate School in Hendersonville, N.C. |
You could call your one and only listing and ask them to lower the price. That is not much but it is something. There is a free seminar at the local mortgage company about financing next week. You could call and make reservations to attend that. Have you read that book that I recommended in the previous paragraph? You could go to the free public library and check it out. You could write down ten excuses for why you are not earning a great income on small pieces of paper and eat them. There are things that you can do to get that 12,000 horsepower selling machine moving.
It takes effort. You could take a blank sheet of paper and write "Ten Things I Can Do To Get This 12,000 Horsepower Selling Machine Moving" An idea might come into your head, something like call a forsalebyowner. https://www.youtube.com/watch?v=XhzCdscDqxc If such a wild notion such as that comes into your head, call a forsalebyowner. Don't overdo it. Just call one or two.
If you can overcome your fear of calling prospects, your whole life will change.
Call one today. Call two tomorrow. Call three the next day. Maaaaaaaaaybe you will make an appointment with a prospect. If you do, go see them. Smile. Practice your rapport building skills. Send them a "Thanks for taking the time to chat with me card.". Twelve thousand horsepower takes a lot of effort to get moving.
Would you agree with me that if you went out every day and took five swings with an ax on a large tree that one of these days that tree would fall over?
Just start doing a few things. Call one prospect. Volunteer for floor duty. Hold an OPEN HOUSE. Send out post card invitations to your open house. You know what to do. It is labor intensive.
Here is the part that is hard to see when you are standing still.
Once that 12,000 horsepower selling machine starts moving, everything changes. Momentum starts working for you instead of against you.
One day you receive a phone call. The voice on the other end says,"Do you remember me? We talked last year about selling our house. We listed our house with your competitor but we kept your card. Our listing has expired. Can we talk again?" .
Momentum is working for you. You would not be receiving this call if you did not contact that prospect six months ago. No effort goes unrewarded. That is the Law Of Compensation. Read Emerson's essay. https://en.wikipedia.org/wiki/Ralph_Waldo_Emerson
Momentum and inertia are hard to understand when you are standing still. When you are moving down the tracks at sixty miles per hour, enjoy the ride. Call a prospect today.
www.firstrealestateschool.com
No comments:
Post a Comment