“I swear by my life and my love of it that I will never live for the sake of another man, nor ask another man to live for mine.” ― Ayn Rand, Atlas Shrugged
This quote is about our own personal responsibility in this world–not to depend on anyone or anything to make our situations better.
I hear salespeople say that if so-and-so would do such-and-such, they’d make more money. They’d get more traffic if the sign company placed the directionals better or their management provided balloons. Or they’d be more efficient if their company provided a Customer Relationship Management (CRM) system.
Well let’s do some math. If you had x (directional signs, balloons, a CRM, etc.) how much would your profitability increase?
Would a CRM save you an hour a week–enough time to make 100 extra calls a month? How many sales (and how much money) would that translate into?
Okay, well there are CRMs for individuals that cost $5 a month. Is it worth the investment? If yes, then make it.
Community not visible? Spend 100 bucks for some big balloons.
Signs in the wrong place? Start your day early and place them yourself
Long-standing inventory home? Call every prospect who’s bought that model and ask them what they like about it. Work their responses into future presentations.
Action item: Make a list of the changes you believe would make you more money. Then make a plan–what are you going to do about it? That’s the x factor approach.
If you don’t want to take ownership, go home to your family and tell them that the reason you can’t go on vacation this year is because your company won’t do x, y, and z.
Here’s to earning what you’re worth!
Contributed by Jason Forrest, new home sales trainer/coach
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.