Lessons From the Hot Tub – Motivational Talk for Business Owners and Sales People

A Man, His Bike and Something to Prove

I had the honor to meet and become friends with a very special couple while I was in Houston Texas several years ago.  Bernie and Donalda were from Calgary Alberta in Canada and had come to Texas to work with a local oil company.  Bernie is a very intelligent and witty type of person and Donalda has the loving care that only a gentle spirit can have.  One night we spent time watching the sun go do as we all enjoyed the hot tub at the oasis when Bernie started to tell his “biking story”.  I learned lessons about life, business and sales; but mostly about what it takes to succeed!

It seems a few years before when Bernie was close to 50 he decided to see “what he was made of.”  He got a vision in his mind of riding his peddle bike into the Ocean.  Now this was not just about taking your bike to the beach, this was a road trip from Calgary over the Rocky Mountains through some of the toughest highway and city conditions to end up some 660 miles or 1100 kilometers away.  I personally know how difficult this terrain is having driven my motor home over the mountain pass a few years ago and blowing the transmission.  This is tough terrain!

The story has many lessons in it and all of them peeked my attention.   Everything from having a used 10 speed bicycle loaded with a portable radio, leather saddlebags and a seat that was too narrow for any human to sit on, to struggling through the delirium due to de-hydration.  There was an almost fatal crash as he was going up a mountain pass when a station wagon with wide mirrors forced him to dive for safety.

The one part of the story that sits close to my heart was of the training he did to get ready for this event.  He began training for this event only a few months before he was going to do it.  He first started on some hills on the west side of Calgary.  After cycling to a local small town he turned around to come back.  The hill was so step that it proved too much for him and Donalda picked him up in their car to take him home.  I believe he even tried it again to have the same results.  Bennie next tried to bike his way to Banff about 60 miles away through the foothills of the Rocky Mountains.  He took a Friend along and set up a contingency plan to have Donalda pick him up just in case he wasn’t able to continue. And once again he was unable to make it up the long climb up the foothills and had to wait for his ride to come.  Having booked his holidays in advance the time quickly came for him to give it his all and chase this dream.  He loaded up his 10-speed bike and gave Donalda a hug.  Bernie told her that she wouldn’t be able to find him on the road and she didn’t have to come to pick him up.  He through away his safety net, he was on his own!

Listen to the rest of the story to see how things turned out and the wisdom of success that was uncovered!

Forget The Real Estate Sales Roller-Coaster This Year and Plan For Success

Planning For a Better Year in Real Estate Sales

If you have been in real estate sales a few years you have seen the “Roller-Coaster Selling Cycle” or possibly have even fallen victim to it. You know the difficulty it causes, how it erodes your confidence and how hard it is to pull out of the sales slump.  How does this start?  Better yet, how can you prevent this from happening?

The real estate sales roller-coaster usually happens just after the spring real estate rush.  What happens Continue reading “Forget The Real Estate Sales Roller-Coaster This Year and Plan For Success” »

Change Your Real Estate Sales Conversion Overnight!

More Real Estate Sales Income – Same Effort!

To get the type of sales conversion results that can change your Real Estate sales business over night, you will need a new perspective.

Imagine that every sales interaction is a series of predictable steps leading the client towards the goal of making a real estate purchase.  If you were to watch and study several sales interactions on a hidden video camera it would look like each sales person is performing the same steps. However, when you look closer, it becomes apparent that the successful salesperson was doing something slightly ‘different’ than those who seem to struggle through the sales process.

You might not be able to identify what was different between one real estate sales interaction and another, yet you would sense that something different was happening.  Since sales or the decision to buy is considered to be an emotional interaction, you would ‘feel’ it rather than ‘know’ it.  And that is exactly what the sales client is experiencing.  They “feel” it and respond at an unconscious level.  Because…

Buying is both a logical and an emotional process!

Doing something slightly ‘different’ in your sales process will give you the sales conversion results you are looking for.  Our coaching members who use The Unstoppable Sales Conversion System can attest to how making these small tweaks make all the difference in the world.  So how do you start?

Improving Your Real Estate Sales Process is Easy

The best way to start improving your real estate sales conversion is to begin to record what you are doing in each step of the sales process.  By writing out what you are already doing you can begin to see what is working and also what you struggle with.  The first step is always to become aware of what needs to change.  Without that knowledge making any changes will be nothing more than an uneducated guess.

So prepare to learn how to boost your sales by recording each step of your real estate sales process.  You will need to track what sales results you are having along the way and also if you notice any indicators that your prospect may be starting to struggle.  These types of clues can be used later to help you fine tune your sales process to make the changes that can convert 2 or 3 times as much as what you may be doing with now, and that’s worth doing!