Totally NEW Sales Advice

“All life is an experiment. The more experiments you make the better.”

~Ralph Waldo Emerson

Not really that new. Copied and plagiarized over and over within the textbooks and teachings of sales and the psychology of sales courses, classes and writings. Never the less, because of the common sense behind it. It deserves to be repeated once again.

Conducting classes on “Closing the Sale”. I really began to see how easy really our business can be! According to Brian Tracy, Mike Ferry, Dirk Zeller, Jeff Gitomer, David Knox and other self help and sales gurus. The key is…Shhh! If I tell you, I might have to kill you…NOT REALLY…The answer is so simple, so completely obvious. But not, since roughly twenty percent of the Agents out there do eighty percent of the business! The sad state of affairs is, most people who are involved in direct sales don’t do it!  No matter what the product is, ours just happens to be real estate. I have no other explanation! Do you?

Ok…so you have been waiting for me to tell you. So here it goes. Ladies and Gentlemen, without any more delays. The secret is to ASK! ASK Politely. ASK Confidently. ASK Enthusiastically. ASK more Often. Just ASK for the Business! I am not talking about
being pushy. Or even begging. I am saying, ASK with a smile on your face and courage in
your heart.

There is nothing to fear here, except “fear itself.” (hey who said that first??) Because if you don’t ASK, you’ll never have the opportunity to move forward. You will never know what your client’s intentions are without ASKing! The only way to close a sale is by
ASKing. So ASK! Or as Brian Tracy likes to call a close…a confirmation.
ASK for the confirmation! ASK and a ASK a lot. Then ASK some More!

Here’s a simple thought from a guy with a pretty simple mind. Why don’t you make ASKing part of your Personal 30 day challenge? As you make your contacts, as you do your open houses, as you talk to people; ASK them for business. ASK them for referrals. Ask for them to Confirm more often. Maybe, just maybe, you won’t have to show as many homes or maybe, just maybe you will receive more leads and close more deals! In fact, your job is to ASK! Get in the habit of ASKing. It will lead to more sales for you and less time wasted.

As a manager, I am going to ASK you to work on one thing right now over the next 30 days. I am going to ASK you to just ASK!

Get in the Habit!


About Lance Berwald, Coldwell Banker Burnet

I am a real estate aspirant and scholar. Always seeking to learn more about an every changing world and industry. Come and seek the truth about life, real estate and what motivates us each and every day!
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