It’s All Easy in the Beginning
It started like any normal Saturday in my hometown. My dear wife stood firmly in the position of motivator and project manager, and myself the designated person responsible for the completion of the task at hand. This day I was to fix a simple household appliance; the blender. After all, how hard could it be?
Now please understand I am very mechanically inclined and have spent many years working in the trades so fixing something so basic should have been easy. I proceeded to dismantle the blender keeping track of all the parts in a methodical manner until …plink, bong a little spring went flying into the air! Where it went I’ll never know, but it’s lost and gone forever.
Little Errors Create Stress
That little mistake resulted in a very long and stressful process of looking for a replacement spring. I searched locally to no avail, so I ordered a manual just so I could find out the part number. Next I ordered the part itself. Then I waited, and waited, and fumed. I was emotionally invested in this project and I had to see it through to the end. The amazing thing is just how important this little spring was. It was no larger than a grain of rice, but without it, the blender could not function, it was useless.
Most of us have probably experienced a scenario similar to this. And more than likely we heard that internal nagging voice constantly reminding us of what we should have done, how we should have been more careful. They say that hindsight is 20/20 for a reason. In the end I should have enlisted the services of a professional technician. It would have been much easier, faster and less stressful.
Commitment is What You Do After the Incentive is Gone
Interestingly enough, starting a new small business or a professional sales career is no different. We get into small business or sales thinking that all of our past experience and expertise will pay large dividends in our new career and cash flow will never be a problem. Money will come flowing in by the bucket. It’s a sure thing right? We confidently buy in and take the emotional and economic plunge. But after a number of costly mistakes, much frustration dealing with disloyal buyers and months of sporadic income, we begin to wonder to ourselves, where did I go wrong? What we neglected to factor in is how costly our learning curve would be. It is all those “little things” things that we did not realize would take so much time, (ie bookkeeping), and so much energy (ie managing “x” number of staff).
Frustration is the Catalyst to Change
I remember when I started my real estate career. A top producer in our office, who was my mentor, suggested that I hold open houses every weekend to prospect for buyers. Week after week I did open houses but could not come up with one solid lead. After much frustration and confusion, I discussed my dilemma with my mentor. He then gave me the opportunity to spend two weekends with him at his open houses. Each open house that he held was relatively the same as what I had been doing, in principle. However, what was different was the “little things”.
He walked me through everything he did, he explained the purpose for it and what his experience had taught him. Through this, I learned the importance of proper timing, the finer details of presentation of both myself and the property, and some tricks of the trade like placing a drop of vanilla extract on a warm stove burner to give the scent of fresh baking. I learned how to create an atmosphere that allowed people to feel comfortable and I now knew what to say to build rapport with a potential client. I learned there is a difference between “doing an open house” and “staging a presentation.” At the end of those two weekends I had a renewed sense of hope for success and I immediately began to work through the process of personalizing what I learned.
Success in Small Business is in the Little Things
It only took a few weeks before I began to find qualified potential buyers. In fact, the lessons I learned had become so valuable and powerful that anytime I needed more business, I simply held an open house.
I will never forget the certainty and confidence that experience gave me and how it filtered through all my business. I owe a lot to my mentor and friend for teaching me that what was really important was the “little things”, the attention to detail.
Your business or sales success is like fixing a blender, it can be done by you the hard way, or with the help of a mentor, broker, company trainer or a business coach who will guide you and provide you with some “tricks of the trade.” The one option takes a long and frustrating path, while the other has certainty and results. Professional business coaching may require an investment but the return comes back fast.
It’s the “little things” that you hardly even notice that determines your future success path. So although your success is no little matter, it is about the little details; the ones you are not likely to find in a book or training course. So, make sure to watch for them.
Red Flags are indicators in your business that indicate when you need to pay attention to that area of your small business. If you miss these indicators you can find yourself experincing loss or even a failure of an internal support or suystem that will cause our business to stall, and no one wants that.
In this Video Rich Grof explains what Red Flag indicators are and how to assess your company so you won’t miss any growth opportunities in the future.