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#MotivationMonday

26 April 2021

I promise, THIS SECRET REALLY WORKS!

#MondayMotivation

I have just given myself THE BIGGEST kick up my own backside when I remembered this on Sunday night!

I would hate not to pass on a really good kick in the pants, so here goes!

My success today (and yours), this Monday, every Monday and in fact every day, 100% boils down to this one thing:

  • How many OUTBOUND, SELF-DIRECTED & CONNECTED telephone calls am I going to make today?

We all work AROUND the telephone and make excuses NOT to pick it up and call out. We may even make excuses not to answer, let it go to voicemail, listen, then plan, then make a return call.

But the moment is lost. 1st impressions, and all that…

We will all hold meetings, discussions, reviews, and make every excuse under the sun today NOT to pick up the telephone and call out (well it was the weekend, and you have things to catch up on, don’t you?)

We may even shuffle paper and tidy the desk, or make a list or 5, then a cuppa and, oh, is that the time…LUNCH!!

We will make ourselves busy, believe we have had a great day, yet it will prove to be unproductive.

When we get towards the end of the month and are in danger of failing to hit target (including the ones we set ourselves) THEN what do we do?

We focus, we cut the nonsense and we dial out.

Then what happens?

We make appointments and we do deals.

Well, it will soon be month end but WHY oh WHY do we have to wait until now to engage in best sales practice routine?

Forget the meetings. Forget the spreadsheets. Forget the….well, you get it!

Get on the ‘blower’ and make it happen!

Today, this MONDAY, NO emails to potential clients to ‘follow up’ and ask them if they are interested, based upon last weeks appraisal. Make that promise to yourself.

No leaving of voicemails for the customer to, “Give US a call” (phew, it went onto voicemail!!!) Well, they know where we are, don’t they? So, just leave a message to prompt them – they will call back if they are interested, right?

WRONG!

They will go with the agent/business who is persistent and makes things happen!

It isn’t about products. It isn’t about features. It IS about know, like and TRUST! And that comes through connection and conversations…back up by products and features perhaps.

The successful team this Monday morning will be the one that makes the most CONNECTED outbound calls – fact!

So, are you, who are in sales and yet frightened to pick up the phone, going to come out of your comfort zone and make those calls?

Are you going to ‘FEEL THE FEAR & DO IT ANYWAY’ today.

Yes, initially your eyes will be like the ‘eye of the tiger (or pussy cat). But then, when you do it 66 times, you will wonder what all the fuss (in your own mind) was about!

What is the worst that can happen?

You get a ….stand by, I am going to say it…you get a …no?

Be that 4-year old child who gets told ‘no’ by their parent. What do they do, do they just accept it or do they try again, or dare I say, stamp their feet and try again?

Being prepared to call that customer you actually got through to 2 weeks ago and they said no then…well you can’t call them again, can you? (eh, YES, unless they said no and don’t ever call again!)

Get back to your childhood – be that 4-year old once more and embrace the ‘no’ but then ask the Q again…and again…and again….in different ways, and if nothing else, at least give people the chance to say no in the first instance, will you?

Do yourself a favour – sit with a blank piece of paper and a pen and then make a ‘I’ sign on the paper every time you make an OUTBOUND PROSPECTING SALES CALL to WIN NEW BUSINESS! (do not count catch-up/progression calls).

Then, run a 2nd row underneath and make a ‘I’ sign on the paper every time you get through and CHAT – forget leaving a voicemail.

Do so knowing you are going to photograph this sheet and then display it on social media. Use this as an accountability partner to yourself at the end of the day to show your efforts and comment upon how successful, or otherwise you have been! (hey, it is not an underwear selfie before/after pic – it is just a tick sheet A4 bit of paper with lines on).

The results today could be quite shocking….then, do this EVERY DAY and all of a sudden, over a 3-month period, you will amazingly be #1 in the market! If not, you will 100% be in the top 3.

So, turn off the email. Turn off the text. Ban them for the day and insist that your ONLY form of communication today is by telephone. And if the prospect does not answer, do NOT leave a message. Ring back again, and again, and again, and again…until they answer…then talk.

No excuses, just do it!

Trust me, I am an estate agent!

Happy MONDAY call-out!

If you are thinking of selling your home and you would like a totally proactive agent working on your behalf, then text or email me….joking…..then please CALL me on 01233 885180.

It’s good to talk!

John Murray, powered by eXp

PS – today, no contact email or web address – if you want me – call me!