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Mindset for successBy Bob Hafer MIRM, CSP
What makes the difference between two successful people? What makes one excellent and the other good? This is the question that perplexed Richard Bandler and John Grinder, the co-creators of the body of knowledge known as Neuro-Linguistic Programming (NLP). They have made it their life’s work to discover the answers.
One way Bandler and Grinder went about understanding the difference was to find world-class models of excellence and to discover how they did what they did. One of the key findings was what they described as having a mindset for success.
Through their studies they discovered that successful people do not have fewer problems than unsuccessful people; however, they did learn that successful people deal with their problems in a different way. They discovered it was not luck that separates successful people from those who never quite make it; it’s about how successful people look at a situation and how they respond to what happens.
How are you responding to these difficult and demanding times? Are you waiting around for someone else to make things happen or are you taking action now to make things happen for yourself?
Opportunity or obligation
Consider the following question for a moment. How do you see your customers? Stop reading now, close your eyes and visualize a new customer entering your model home for the first time. What do you see? Do you see an opportunity or an obligation? How you see your customers will determine how you provide service to them. If you see people who visit your model home as an opportunity you will respond with service. If you see people who visit your model home as an obligation you will respond with indifference.
Do you generally look on the positive side of selling or do you see selling as difficult and hard? If you look for the positive in every sales situation then selling can be fun and rewarding; if you see selling as demanding then you will find sales success elusive.
I’m sure you’re familiar with the glass half-empty or glass half-full way of seeing the world. What about you? Is your glass half-empty or half-full? Understanding the perspective you bring to selling represents your starting point, your point of view?
Successful salespeople always see an opportunity in every situation from welcoming a new visitor to answering a phone, whereas salespeople who just show up only see the problems rather than the possibilities. When you have a mindset for success you take 100% personal responsibility for whatever happens on the sales floor.
What you can do
Taking 100% personal responsibility for your own success means you must be prepared for every opportunity that presents itself. My experience is that the only way to prepare yourself is to acquire knowledge. Knowledge is the foundation on which a sales career is built. Without knowledge you can not possibly be prepared for the opportunities that come at you each and every day. Knowledge, simply put, is the stepping stone to success.
The following information outlines the basic knowledge you need to communicate and build credibility with the people you meet daily. Gathering this information is not easy. It will take time and effort but the knowledge you gather will prepare you for every opportunity.
Be patient with this assignment – don’t get discouraged if the information is hard to find – chunk the assignment into small pieces and before you know it you have acquired all the knowledge you need to influence people to buy from you.
- Builder
- Policies and procedures
- Community
- Location
- Area
- Homes and options
- Home sites
- Financing
- Competition
- Location
When you take time to understand the value of these things you earn the right to ask for the order. Fail to gather knowledge, and you limit your chance for success. Gather the knowledge highlighted above and you have positioned yourself to meet every opportunity with confidence and enthusiasm.
Send to a friend
Thank you for reading our newsletter. Please do me a favor and forward this newsletter to 5 people who you feel will benefit from the ideas and principles included.
Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded our newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales/I>, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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Help people get what they wantBy Bob Hafer MIRM, CSP
I would like you to read and then think about the following question: “For you, what is important about the financing you select for your new home?”
How do you feel about asking that question? Do you believe it's important to understand what your prospects’ know about financing in today’s tough mortgage market? I hope you do because the answer to that question may be the key that unlocks sales in this demanding and difficult time.
What is your financing IQ?
My experience has taught me that most salespeople only pay lip service to financing. They know just enough to get by but not enough to help prospects make a good financing decision. Not having enough finance knowledge may be a major mistake in today's challenging market.
Many of you reading this article may think you don't need to know about financing because today's buyer is more sophisticated and knowledgeable. Yes, I agree, most prospects who walk into a model home today have some degree of financing knowledge.
Prospects today visit websites, contact mortgage companies by telephone, and obtain free credit reports and complete mortgage questionnaires online. And all of that information is a good thing and you should encourage your prospects to take full advantage of it. Knowledge is never a bad thing unless it is used in the wrong way.
In many situations, the information secured may give prospects a false sense of security or diminish hopes that home ownership is possible. Financing a new home requires specific knowledge. To the extent you can master that knowledge and make it available to your prospects, you can rise above the competition.
What you can do
You can begin to peel the onion back on prospect financing. That means asking questions that reveal what you need to know to help prospects achieve home ownership. That, in turn, means asking questions about initial investment, debt and income. I know that those are areas that you may be uncomfortable with, but it is necessary. You can only help prospects purchase when you have all the facts.
Fortunately, the market conditions that exist today make asking those questions easier and more important than ever. However, in order to ask those personal questions (and get the facts); you must earn prospects’ trust.
Focus your questions on the customer
Start today to develop a presentation that focuses on the customer. Let prospects know through your words and actions that you can be of help to them if they are willing to answer your questions. Zig Ziglar said it best: "Help people get what they want and they will help you get what you want.” The only way you can help prospects get what they want is through understanding mortgage needs.
Begin today to ask questions that focus on financing. You and your prospects will benefit by getting both of you what you want, in your case, a sale; from the point of view of your prospects, the purchase of a home that truly suits them.
Send to a friend
Before reading Charlie's Corner we have a favor to ask. We want you to send this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. To achieve this goal we need your help. If you have already forwarded our newsletter to 5 friends or colleagues, thanks! If not, at the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping us and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit www.BobHafer.com, email Bob at buildingresults@BobHafer.com or call 972-795-5926.
Good Luck and Good Selling!
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Managing your time and your goals
By Charlie Roter
What is success to you? Ask yourself these questions:
- How can I be more successful?
- Why is it so difficult to focus my energy on my goals?
- Why am I always running out of time?
Time Utilization
The $86,400 question – If you had a bank that credited your account each morning with $86,400, that carried over no balance from day-to-day, and allowed you to keep no cash in your account, and every evening canceled whatever part of the amount you had failed to use during the day, what would you do? Draw out every cent, of course!
You do have such a bank, and its name is “time”. Every morning, it credits you with 86,400 seconds. Every night, it rules off, as lost, whatever you failed to invest in a good purpose. If you fail to use the day’s deposits, the loss is yours.
Premise: There is not enough time in the day to get all the things done you want to do! Accept this premise and you are on your way to improving your use of time. If you still believe you can do everything you want to, you will remain as frustrated as you are right now.
Solution: Since you can’t do everything you want to, the logical solution is to begin eliminating certain tasks. You do this by saying “No” and separating your High Payoff Activities from your Low Payoff Activities.
High payoff activities include doing things that are directly related to your goals; can't be delegated; might be unpleasant to do; might be difficult to do; tend to be risk taking and give a high return on time investment.
Low payoff activities include doing things that are not related to your goals; are comfortable to do; are non-creative; are non-risk taking, routine and trivial.
Make a list
What are you doing with your time? Ask yourself this question, “Is what I am doing right now helping me to sell another home or helping me achieve a personal or professional goal?” Is today getting you one day closer to what you want to be, or what you want to have in life? Listed below are some common time wasters for new home sales people: - Telephone interruptions
- Attempting too much
- Failure to delegate
- Lack of self discipline
- Procrastination
- Paperwork
- Socializing
- Poor communication
- Inadequate planning
- Drop in visitors (not prospects)
- Personal disorganization
- Inability to say "No"
- Meetings
- Leaving tasks unfinished
- Confused responsibility
- No goals
Take the time to make a list of “time wasters” that you encounter which keep you from reaching your goals.
The Action Plan
Organize your plan into three parts:
- Goals for the day – the core tasks you must get done. Prospect follow up, setting appointments for return visits, Realtor activities, prospecting for referrals, etc.
- Scheduled appointments, meetings, and blocks of time set aside for specific responsibilities.
- A to- do list of things you don’t want to forget and lower priority items you would like to get done if possible.
What follows is an excerpt from chapter four (Knowing Your Authentic Self) of True North, a book on leadership written by Bill George (Published by Jossey- Bass 2007): “The advice to know yourself is thousands of years old. But knowing ourselves at the deepest level is not easy, as we are complex human beings with many aspects to our character. We are constantly evolving, as we test ourselves in the world, are influenced by it, and adapt to our environment – all in an attempt to find our unique place."
Send to a friend
Thank you for reading our newsletter. You now have a choice to make - choose to use the ideas we have shared with you or not. The choice is yours to make – remember that choice not chance always determines success.
Make the right choice and begin today to meet the challenge of today’s ‘new’ home buyer. Additional sales and income are the result.
Forward this newsletter
Please do me a favor, forward this newsletter to 5 people who you feel will benefit from the ideas and principles included. Our goal is to send this newsletter to at least 1000 people monthly. If you have already forwarded my newsletter, thank you. If you have not, please take the time now to help your friends become more successful.
At the bottom of the newsletter you will find a Send to a Friend button. Just click and follow the easy instructions. Thank you in advance for helping me and your friends achieve their goals. It is appreciated!
Charlie Roter Seminars
To learn more about Charlie Roter seminars visit www.CharlieRoter.com. You can also reach Charlie by emailing him at buildingresults@CharlieRoter.com or call him at 719-205-1385. Charlie will respond to your request within 24 hours.
Good Luck and Good Selling!
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