Best Business Practice - Brilliant at the Basics!

 One of the best football coaches of all time was Vince Lombardi.  He was famous for many things.  One I remember most is the story of how he took the Championship team on the first day of the next year’s practice and held in his hand a football.  He looked at them very seriously and said… “This, is a football.”  His winning philosophy was to become BRILLIANT AT THE BASICS!
 

This idea has worked very well for me.  I’m a true believer in the fact that there are many different methods to generate leads and make money in this business.  If you work something smart and hard enough, it will work to some level.  There are agents who generate all of their business from open house, website, past client referrals, farming neighborhoods, social media and many others. 

That’s really what this blogging contest is about.  What works for you and what tricks you can share to help others.  For me, there are no tricks.  I’m very traditional in my business approach.  My secret is really no secret at all.  It consists of 5 simple BASICS of selling.  (Yes, that’s right, I’m a salesperson!)

• Show up!  Physically, mentally and emotionally.  It’s show-time…leave everything else behind

 

• Ask more questions and make less statements.  Generally speaking, prospects don’t care about you and what you’ve done…they care about themselves and what you can do for them.  You can’t find out THEIR needs when you’re constantly running your trap!

• Be excellent at lead follow up.  Regardless of HOW you generate the lead…following up will actually get you 75% to 80% of your appointments.

• Ask people to do business with you.  There’s nothing pushy or wrong with closing.  If they need and want your service, they’ll be pleased to say yes!

• Know your market statistics.  There is no greater asset in your business than knowing what the trends are and how they will affect your client’s position.  You cannot properly advise anyone without this information.  Study the numbers and you’ll always be able to find good news to spread.

 It’s fun to have trick plays and fancy moves.  However, they don’t always work.  If you stick to the basics of being a good salesperson, you’ll win way more than you lose..and so will your clients!