Oh how I miss the halls of High School. I could procrastinate, play and socialize through the night before the exam. What memories. Those were the cram flash cards from the school nerd and zip through the exam days. I was proud of my cramming when the occasional 92 showed up. After all the nerd only outscored me by 8 points. I must say I was fully committed to mediocrity without a sense of accountability for excellence. Boy have those days change…or have they?
The market is tighter and I’ve had to re-learn…you don’t want to miss this….
Science
We’ve had to develop new formulas, work long hours and find news ways to solicit business. The old way of a sign, a business card and showing up no longer works. Networks, luncheons, face time and relationships are now sales leaders where that was not so important a few years back.
Geometry
We’ve had to work the angles. The postulates and theorems geometry class are surpassed by creative and motivated sales professionals who work every possibility until the buyer either buys or they get a restraining warrant and arrested for stalking a real buyer.
English
Communicating with with the buyer has become an all new challenge. The mediums are available, if we are willing to tap them and work them. No longer does the quick slick close with the fear of loss work…I’ve seen some of my own homes stay on the market and celebrate several birthdays/anniversaries. Find a way to keep in touch and make it work.
Biology
Sales incubation periods are much longer. A great contact that didn’t buy from me in 2006 follows me on Linkedin & FaceBook. They will buy a home from me…though not today.
PE
We now chase buyers all over town to woo their financial vote. It gets physical some times and we have to be ready to go a few more rounds.
World History
You either step it up or become a dinosaur. The choice is ours.
If you are still in real estate after this last recession, you are genius or bloody lucky. Erring on the side of genius we will conclude that the difference between a genius and a bloody fool is very thin line. Crossing the line of mediocrity is essential. The difference between mediocrity and excellence? My mediocre high school performance tells me a few more well polished details and a lot more motivation. Get with it. Its not over yet. Make a commitment to excellence!
Chris, LOVE! the high school analogy and how right you are. Doing it the way you did it, doesn’t work. Adapting to the cards you’re played and really working hard with the hand you’ve been dealt, is the only way. Those that have decided that “it’s the market,” have really just created an opportunity for those of us unwilling to accept that. Selling is an art but it’s also a science and those unwilling to learn and apply the principals, get left behind. I guess we all have to become nerds….for some of us that’s perhaps not much of a change.
Great post.
Thanks Tom! The biggest issue is motivation! The willingness to take the change in the industry and adapt. Thanks for your comments!