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. Nevertheless, because of the common sense behind it, it deserves to be repeated once again.
I have really begun to see how easy 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, 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 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 everyday activities. (ASK for more and Expect More!) 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 your coach, I am going to ASK you to work on one thing now over the next several months, I am going to ASK you to just ASK!
“Happiness depends more on the inward disposition of mind than on outward circumstances.