WITH APOLOGIES TO DARWIN…there is a very definite progression of growth for everyone in the Sales Business. Let's take a quick look at the Evolution of a Real Estate Salesperson. Here's the growth pattern:
Stage #1. Buyer Activity… almost everyone starts working with Buyers.
Stage #2. Prospecting… you realize "I can do more" so you start talking to people about doing business with you. People you know & then people you don't know.
Stage #3. You Catch the Seller "Bug"… it becomes apparent that a motivated Seller can produce more predictable results than the typical Buyer.
Stage #4. Taking Listings … going after Listings becomes a major part of your daily activity.
Stage #5. Overpriced Listings… many of your listings are overpriced. That usually occurs with the first properties you sign up.
Stage #6. Properly Priced Listings… are the only ones you take, you don't have time for anything else. If they're not saleable, you don't take them.
Almost everyone who is successful in selling Real Estate goes through these evolutionary stages. The people that are the most successful usually end up generating 70% of their income from Listings Sold and 30% of their income from Buyer Sales. They don't need to chase after Buyers, that part of their business comes naturally as a result of taking Listings. What stage are you at? What do you have to do to get to the next stage? What "challenges" do you have to overcome next? Figure out what stage you are at in the "Evolution of a Salesperson" and commit to going to the next stage.
Critical Point: a lot of Salespeople get "stuck" between Stages #5 & #6. They take a lot of overpriced Listings. How to avoid that? There are two answers: a) build up your confidence by practicing your scripts and dialogs so you can "tell them the truth" in a much more convincing fashion; & b) do enough Lead Generation so you don't have to be held captive by unmotivated Sellers who won't face the truth. You need to do both of these to get to Stage #6. NO Excuses.