Identifying your areas to work on in real estate sales can save you hundreds of thousands of dollars. Today I want to address this taboo topic. I know it can be painful to admit that we are not perfect, but ultimately it can be even more painful to deny that we can improve. We are only holding ourselves back.

Scenario 1:

Strong point: Listing
Area to work on: Prospecting
Overall outlook = (<50% of leads found) x (80%-100% of listing presentations won) STILL = <50% potential listings gained

Scenario 2:

Strong point: Prospecting
Area to work on: Listing
Overall outlook = (80-100% of leads found) x (1%-50% of listing presentations won) STILL = <50% potential listings gained

Roughly your results are halved every time you allow one low skill level area to perpetuate your being for any period of time.

I don’t raise this topic lightly – I understand that it can be uncomfortable to face our areas to work on, but the alternative is worse as you can see by the scenarios above.

So, what holds YOU back from being a world-class salesperson and reaching your full potential in your life and career?

Finding and destroying weaknesses in real estate sales

To help you identify this please rate yourself in the following 12 areas 1 being low and 10 being excellent:

1. Maintaining a positive mental attitude
2. Marketing
3. Prospecting
4. Listing presentations
5. Closing the listing
6. Obtaining a fair professional fee
7. Qualifying buyers
8. Leading buyers to make the decision that is right for them
9. Presenting offers
10. Negotiating sales
11. Getting testimonials
12. Getting referrals

Now have a good look at how you rated yourself and which area or areas you rated yourself the lowest in.

Can you see the potential in either improving this skill or taking massive action in this area?

Next comes motivation. Once you have identified the areas to work on you must have the motivation to do this.  If you struggle with motivation there is a simple system to follow which will get you off your butt and finding and destroying your weaknesses in real estate sales.

THINK

It all starts with your thinking and the way you talk to yourself. Think about what you are weakest in and then force yourself to take action. Then once you are moving and taking action you become motivated.

 ACT

So you think and then move to the actions you know you need to do and then once you are doing the actions you become motivated.

 RESULTS

World-class salespeople do the things they don’t feel like doing when they least feel like moving and taking action…

 There are only two things that can motivate you…

1. Something external
2. Something which comes from within

The only thing you control is what comes from within.

So be determined to master that one skill that is costing you money. Do the thing, right now, that you least feel like doing and you are taking the first step on your path to greatness in life and your real estate career.

I would love to know what you think about this topic? Do you think that identifying your low points is necessary to becoming a world-class salesperson? Please leave a comment below.

If you would like more information about how I can help you to become a world-class salesperson please send an email to support@michaelkies.com.au