I heard a new word from a sales trainer lately. The trainer referred to a low commitment salesperson as opposed to a high commitment salesperson. He went on to explain that a high commitment salesperson is committed to to his own success as a salesperson. The weather doesn't matter to the high commitment salesperson. The political climate doesn't matter to the high commitment salesperson. Interest rates don't matter. The high commitment salesperson's goals are the only thing that matters. Everything else is in second place.
The low commitment salesperson has lots of things more important than selling. Their social life is more important. Their hobbies are more important. A host of other things are more important. Until you no longer need the money, I think high commitment is better.
If you can get committed to success, it happens. If your commitment is low, it is obvious to everyone around you. Your spouse knows. Your kids know. Your boss, for certain, knows. Since real estate is a business based on constantly reselling your self to someone that needs to list their house with a Realtor, a low commitment is probably apparent to Mr. Seller that lists his house with a competitor.
High commitment is money in the bank. It doesn't help your social life. It probably won't help your golf score. It will certainly lead you to more real estate commissions.
What is the problem with commitments? The problem is pain. Humans have a natural inclination to avoid pain. You commit to making five prospecting calls per day. The first call you make, the prospect is rude to you. Rude is painful. If your commitment is low, you don't call the other four prospects that you committed to call.
Pain, it is natural to avoid it. Mother Nature intended for us to avoid pain . Avoiding pains helps us survive. Avoiding pain helps us to survive. Avoiding pain does not help us to thrive. If you want to thrive, if you want to be a top real estate agent, you must endure a little pain. Do top agents ever get stood up for an appointment? Do top sales people ever get rejected? Do top real estate agents ever have a prospect list with a competitor after having seen the top agent's masterful listing presentation?
The answer is yes, yes, and yes. You might think,"Yes, but not as often". You would be wrong. The top salesperson probably gets rejected more. I was at a company awards banquet many years ago. The top money earner for the entire company received his award for selling more houses than anyone else in the company. His short acceptance speech brought a standing ovation. He accepted his trophy and he said,"This award would not seem so special if you knew how many people said NO.".
No is painful. You will not find the success you seek without some pain. Some wise person once said." You have to kiss a lot of frogs before you find a handsome prince.". Commit to success. Commit to kiss as many frogs as it takes. Call a prospect today.
www.ronclimer.com
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