Real Estate Agents

United Real Estate Lands on Inc. 5000 List Third Year in a Row!

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To be included once again on the Inc. 5000 list is an incredible accomplishment for United Real Estate. What began as a single real estate office in July of 2011 in Dallas, Texas, has become a testament to how seeing things differently in business can allow you to reap big rewards. The real estate market looked vastly different in 2011 and 2012 when we were preparing the company to grow nationwide. And let’s not forget that in 2012, 43 percent of all home sales were either a short sale or a foreclosure. From having a difficult time selling a home to now having a difficult time finding a home for sale, we have seen dramatic shifts in the real estate market in a short period of time. As a company, United Real Estate continues to move forward full force with commitment to invest and innovate, making certain that we remain a modern, relevant brokerage that is the preferred choice for productive real estate agents and their customers.

While the market continues to change, what has remained constant is the vision we had when we first launched United Real Estate. The vision to build a market-leading full-service 100 percent commission real estate company is thriving and becoming a reality through our ever growing franchise network. No longer do agents have to choose between paying high fees for the support they need to grow their business or working for 100 percent commission with very limited support. At United, our agents are provided the focused support they need with very low fees, all while receiving 100 percent of their commission. Behind our growth is a commitment from all of our employees, brokers, managers and franchise owners aligning with three success principals.

Our first success principal passion.  Our company as a whole is really passionate about our business and works to keep that passion at the forefront of our decisions every day. We are passionate about helping agents achieve personal financial freedom in their real estate careers. United Real Estate operates on the belief that agents are entrepreneurs and if we develop our agents and assist them in creating the business and lifestyle they desire, they will transform United Real Estate into the market leader.

The second success principle is an understanding of what drives our economics. Transaction volume from our agents drives our economics. The company makes money when our agents make money. This aligns everyone in the organization with the same end goal to make certain our agents have the support they need to sell more real estate. We see the success of this principal in our established offices where over 90 percent of their agents are productive.

Lastly, the third principle is an understanding of where we excel in our business and industry. At United Real Estate, we excel at recruiting productive real estate agents. Our rising recruitment of quality agents is the combination of our passion to help agents succeed with the economics of our business model. We warmly welcome the 100+ agents that join our offices each month. We warmly welcome the 100+ agents that join our offices each month.

The combined commitments of many people have allowed us to help our agents not only make more money, but create a better lifestyle for themselves and their families. I fondly remember speaking with an agent who joined United during our first year and stating to me, “Thanks Peter, you and United have made it worthwhile for me to sell more real estate.” This statement encompasses the United vision and our culture. It tells the story behind our mission and core belief that our agents are entrepreneurs. Simply put when our agents succeed, United succeeds.

To find out more about our rapidly expanding network and our protected franchise territory model, visit GrowWithUnited.com

Thanks,

Peter

Back-to-School: New Start, Setting Goals & Achieving Success

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Children and young adults around the country have begun the journey of another new school year. Thanks to social media, we are reminded of all the various school milestones with pictures of grade-schoolers to high-schoolers and beyond starting their first day in a new grade. The parents are proud – and both parents and kids are often filled with enthusiasm (and some anxiety) for how that first day will go and how the year will end. There is no doubt a mix of emotions for everyone involved with the start of a new school year, and that is okay.

I enjoy seeing the back-to-school photos because, regardless of the distance between family and friends, in an instant you can see how quickly their kids are growing up. It’s also a reminder that I am getting older, and getting older is happening quicker than I thought. A new school year provides a new start, and I have learned through experience that we all have an opportunity to begin again and create a new path for our future.

With all endeavors, it is much easier to end right if you start right. The school year begins with a list of necessary supplies, preparing students to start the year off in the right direction. In business and in life, the list of supplies needed to successfully get started is based on our individual goals. When setting a goal, many individuals will not dedicate enough time to research what is needed to reach that goal. You need a foundation to launch any new idea or project, and research lays the groundwork to create your own self-determined, successful life.

Through research you find out who you are competing against and the best route to reach your finish line. You will learn what actions are needed to reach each milestone and what relevant skills you need to invest in. It does not matter if you are finding a new job, launching a new business idea or becoming healthier. Research is the first step on the path to success. People often give up on their goals because they didn’t anticipate how hard it would be to achieve their desired results. They were unorganized, uncomfortable with the process or unprepared mentally for completing their “marathon” – and so they quit. Avoid these common mistakes – do your research to ensure you are well-equipped to start this new journey.

Success in life is a marathon, not a sprint. You will have to learn how to adapt and refresh. The big secret of those who reach impressive long-term goals know is – they know when to take a break. Completing a long-term goal, or dealing with adversity, is not only about having persistence, it is also knowing how to recharge. Successful, happy people know how to prepare themselves to reach their goals – AND know how to step away, decompress and reset both physically and emotionally so they can get back on the road to success.

If you are in real estate and need help mapping out your road to success, United® Real Estate has established training designed to help you achieve your business goals, no matter what career stage you are in. Offering training that is available in-person and online 24/7 allows you to build a foundation, gain relevant skills and achieve new milestones on your journey.

Cheers to your success in the year ahead and keep posting those back-to-school photos. They are a positive reminder of growth and all that is possible!

Peter

The iPhone® Turned Ten in June and Changed How Real Estate Agents Operate

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Whether you are an AndroidTM fan or an individual like myself who could not bear to part with the iPhone, the disruptive impact that smartphones have had on many industries has been proven time and time again. Steve Jobs described the first iPhone as a “truly magical product.” Looking back, as well as into the future, it’s hard to imagine another device that will ever be more readily used each day by the majority of the population than our smartphones. In 2016, Apple® stated that the average iPhone user unlocked their phone 80 times a day and checked their phone over 150 times a day!

The mobile phone started as a way to increase communication and now the idea of owning just a “mobile phone” is considered ancient. It’s not only mobile phones that were replaced by the invention of the smartphone. Think of cameras, personal computers, GPS devices and even Apple’s own product, the iPod® – all have been replaced by smartphones. It’s not hardware makers alone that have been affected; new industries emerged and disrupted other traditional businesses with the invention of smartphone applications. You now have a computer, video camera, gaming device and movie studio in the palm of your hand. With those capabilities available on our phone, it is easy to get distracted. What are we doing when we constantly check our phones?

Yes, we still spend a lot of time talking and texting on our smartphones, but for many our phones have replaced our computers for website searches, email and have become the main vehicle for interacting on social media and with our community, in general.

A great deal of time and money has been spent by real estate brokers and agents to make their websites mobile friendly and responsive to help facilitate the interaction with buyers and sellers. This shift to mobile responsive websites was caused by the majority of real estate searches being performed on mobile devices. The amount of online research that potential home buyers and sellers conduct continues to increase each year as connectivity and the smartphone ease of use improves. Mobile search and key terms are definitely critical for an agent’s online success. But with the easy access to information and time on our hands, another search category has developed.

Home buyers and sellers are no longer looking at real estate properties, neighborhood demographics and valuation trends alone, they are researching prospective agents extensively too. Two out of three people interested in buying a home are researching prospective agents comprehensively online prior to working with them (see graph below).

It’s no longer enough for a REALTOR© to be proficient at their trade, they now need to pass the Google® test and be seen as the most competent choice online. The first step in this new process is being certain you, as a REALTOR©, dominate a consumer’s search. How do you accomplish this? First, you should own your own website domain with a personal URL and have a website with relevant content. You also need to have a professional profile on dominant national consumer real estate websites, a presence on social media (i.e., LinkedIn, Facebook) and participate on consumer review sites.

The next question to ask yourself is, have you shifted your mindset to that of a media company? The reality is that when you are being extensively searched online, you are your own brand! With the mindset of a media company, you move past checking the box and being found on the Internet or social media and move towards properly promoting and managing your brand. This means you have to develop content, distribute content and be readily seen as a market expert – you have to be someone people want to do business with. The impact of the smartphone will continue to be felt by all brands. Take this opportunity to promote your real estate brand beyond what your competition is willing to do. The rules for winning at this brand game have been already determined. You need to fully commit to the new personal promotion strategy to win.

As you finish this article, take a moment to search yourself using your smartphone and see what results appear on the first page. You would be prepared for an in-person meeting with a client – you need to be prepared for the client meetings that are happening online without you. Be certain to be Google and smartphone prepared because your customer base expects it.

Check out the United Intranet for the latest training on building your brand presence.

Peter

Six Characteristics to Being Successful

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What do successful people have in common? If you study people that have navigated the ever-changing world we live in and became successful in business and life, you will see them all share similar characteristics. Develop these six traits and success will follow you.

Vision

Vision is a mental picture of what the future will or could be like. It is the foundation for the changes you will make and actions you will take to support your idea of the future. With the correct vision, you are willing to go to extreme measures to see that vision through. Your vision for your life, your career or your business should inspire you yet be simple to understand. For some people, this is a statement. For others, it is a pictorial collection of what they want out of life and serves as a visual reminder of their goal. In either case, carrying that vision every day moves us toward creating the future we want and then to the future we must have.

Attitude

It isn’t very often that we get anything more than we expect. Your vision has you expecting to obtain great success. Don’t let the wrong attitude set you back. What you project outwards in your personal and professional life is what you will get back. What you think your career will be is likely what it will be. You will not have the motivation needed to succeed in life if you are fighting yourself. Don’t focus on what you haven’t done; focus on what you will do to achieve your dreams. Successful people have a positive attitude and stay positive in all circumstances.

Planning and Goals

Having a plan and establishing goals will point you in the right direction to start achieving your dreams. It is your map that will guide you to your final destination. Planning starts the process of building commitment to achieving your goals. The vision may be there, but without a systematic plan with measurable goals in place, it will remain just that – a vision.

Taking Action

The best-laid plans means nothing without action. Your actions will determine how people see you and how successful you will be, not your words. Leadership is an action not a position. Successful people are leaders of their future and take action each day to move forward. Make up your mind to move forward and turn your vision into a reality.

Continued Learning

Starting a career or business is the beginning of your learning process. Anyone who achieves outstanding results and lives a full life without regret became committed to continued learning and development. That person will read more, practice more and do more throughout their life. In all professions – from doctors to teachers to corporate executive – the top performers will commit to continued education that goes beyond the minimum requirements to keep professional certifications current or to please a boss.

Persistence

Persistence means you have the discipline to stay on track for obtaining your dreams regardless of what obstacles come your way. Persistence is essential to achieve the life you deserve and keeps you on track when others around you don’t provide positive reinforcement. Below is a quote that sums up an important component of persistence.

“The one who once most wisely said, ‘Be sure you’re right, then go ahead.’ Might well have added this to it, ‘Be sure you are wrong before you quit.”

Creating a great life and business takes time – you should plan on it taking lots of time. Getting there will take persistence. There will be setbacks, but does that mean you stop chasing your dreams? If your dreams are your passion, then you won’t give up easily and you will reach that goal.

Success leaves clues. Be sure you are working on fully developing these time-tested characteristics each day!

Best wishes in creating success as you define it.

Peter

Are You Asking Great Sales Questions?

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It is with certainty I can state that the top sales professionals in any industry all have learned to become excellent at asking questions.  There is both an art and a science to asking questions.  The art of asking questions comes in the timing, delivery and all around presence the sales person has in communicating with their potential client. The science is about the type of questions they ask that are known to stimulate a different type of thinking in the person they are communicating with. Done correctly, a potential client can go from feeling satisfied with their current service or product to being curious about a new product or service to feeling that change is a must or they will be missing out on a new level of satisfaction.

When the product or new service delivers on the promise to the client, a true win/win scenario is experienced. The client gains something they were missing, and the company and sales person benefit by increasing their revenue and earnings. What many people fail to realize is that we are all in sales. It does not matter whether it is for a new job, a new business venture or dating that special someone; I have discovered that asking great questions will be the first step to place you on the right path to success. Asking yourself the right questions is a sales function that works equally as well for growing your business, building your career and achieving personal goals.

A vision of success is personal in nature and not everyone’s will look the same. The underlying truth is we were created to grow, and if we don’t grow then we are missing a basic human need.  The need for growth is built in us as much as our need for companionship and community.  We were never made to live on an island alone. We need relationships to survive and thrive and we also need to grow or we become stagnant. People will often become complacent because they claim they are satisfied when what they really are is uncomfortable with change. The world is always going to change and as we press forward with new technology and adapt to demographic shifts, the change will become more rapid. Satisfaction and dissatisfaction are states of mind that are influenced by the types of questions we are willing to open ourselves up to.

Are you asking great questions about your own business or life to reach your true potential and new levels of success? Top sales people don’t use any gimmicks or sales tactics to achieve success. They ask quality questions because they care about the businesses and individuals they seek to help. They enjoy selling because what they sell and how they sell is congruent with their values.

“If you ask quality questions, they will help you create a high-quality life” – John Maxwell

Where might you start with asking yourself quality questions? I like the question that sums up where you have been spending your dollars and time.

How much have you invested this year to grow your business and grow as an individual?

That investment is in both dollars and time.  Most people have already given up on their 2017 New Year’s resolutions. They did not invest the time and money to see them through. The most successful people significantly invest in themselves every year to grow their knowledge, grow their skills and grow their network. You are going to be around a long time, your success is worth more than an expensive watch, handbag or pair of shoes.

I am proud to announce that each year we have a wonderful opportunity for United Real Estate agents to make an investment in themselves that will pay for itself 10 times over. Early registration is now open to our agents for the 2018 United convention, Viva United!  For only $199, all United agents have the opportunity to be at an industry-leading event. The three day event will give our agents the knowledge they need for immediate growth and create a mindset that will motivate them to keep those growth commitments alive throughout the year.  Click here to register and learn more about United’s convention that will be held February 22-24, 2018, in Miami, Florida VivaUnitedRealEstate.com.

Viva United!

Peter

Light It Up Blue On April 2, 2017

  • Light It Up Blue - April 2, 2017

    Light It Up Blue - April 2, 2017

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One of the most difficult things to do in our modern connected world is find examples of an idea or a mission to unite individuals for a common purpose. It is much easier to find examples online and across traditional media outlets that highlight our differences as a society. In today’s world, we have the freedom to easily access more information than we have at any point in time. On a daily basis, we witness published ideas that match our own view of the world, but also ideas that might discount the opinions of others. There are very few social campaigns that people around the globe are willing to participate in while placing their differences aside to take action together to promote social awareness, tolerance, acceptance and hope.

One day a year through the work of Autism Speaks®, a charitable organization dedicated to autism advocacy, research, awareness and outreach programs, people across the world come together for a common goal. Nations, individuals and businesses across the globe unite to Light It Up Blue on April 2 to help raise awareness of the support to the cause that Autism Speaks provides, while providing a platform to contribute funding for future research. Last year over 11,000 buildings* across the globe participated in Light It Up Blue to show support for the tens of millions of people worldwide affected by autism.

The Light It Up Blue campaign kicks off April’s National Autism Awareness Month. This month represents the opportunity to promote autism awareness, acceptance and to draw attention to the tens of thousands facing an autism diagnosis each year. The Light It Up Blue campaign is a commitment to help raise funds for research and support to aid families throughout a child’s life after being diagnosed with autism.

  • According to the CDC, around 1 in 68 American children are diagnosed on the autism spectrum.*
  • Studies have shown that autism is four to five times more common among boys than girls. An estimated 1 in 42 boys and 1 in 189 girls are diagnosed with autism in the United States.*
  • Autism costs a family $60,000 per year on average*
  • There is no medical test to diagnose autism or cure for autism*

When a child is diagnosed with autism, it means not only life-long challenges for them but also challenges for the parents and other family members to provide the care, therapies, educational needs and requirements that can assist with reducing symptoms and increasing skills and abilities. I am proud United® Real Estate has chosen Autism Speaks as its charity and contributes not only as a corporate sponsor but on an individual agent level as well. I have personally seen the life-changing difference that early intervention can make for someone diagnosed with autism. I am also proud of our offices and the thousands of United agents who donate a portion of each commission they earn to Autism Speaks. The voluntary donation from our agents makes an enormous difference and we are united in helping individuals in the autism community reach their full potential.

To find out how you can participate on April 2, visit AutismSpeaks.org/LIUB.  To learn more about United Real Estate’s ongoing support of Autism Speaks, contact your nearest United office by visiting UnitedRealEstate.com.

Let’s press on, united together, and Light It Up Blue!

Peter

*Source: AutismSpeaks.org

Unitedpalooza was an Epic Event!

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If you were at the 2017 United Real Estate Convention in Austin, Texas, you know the event lived up to its name! Unitedpalooza was an epic event that brought together like-minded individuals for entertainment, education, information, fun and life changing messages.

The late Jim Valvano, who rose to fame coaching North Carolina State to an NCAA National Men’s Basketball Championship and later as a broadcaster and proponent for cancer research, famously stated in one of his last speeches: “If you laugh, think and cry, that’s a heck of a day. You do that seven days a week, you’re going to have something special.” 

I’m always excited to witness our convention produce those types of emotions in our attendees. It is emotions that move us to take action to improve our businesses, improve our lives and improve our communities.  If you missed the convention, you missed a lot of great days filled with emotions that remind us why we do what we do. Starting with our charity golf tournament, the opening networking session featuring local Austin musicians, two full days of education sessions, and a high energy awards session and dance party, the convention had nonstop positive energy that created something special each day.

I personally wish to thank all of our staff, brokers, agents and sponsors who attended Unitedpalooza. I stated that this convention would be an industry leading event and our best convention yet and the feedback we received from attendees confirmed it was just that! Take some time to look through the photos and tag yourself, friends and office.

Charity Golf Event

https://www.facebook.com/pg/UnitedRE/photos/?tab=album&album_id=1758602047499977

Opening Night

https://www.facebook.com/pg/UnitedRE/photos/?tab=album&album_id=1758588364168012

Day 1

https://www.facebook.com/pg/UnitedRE/photos/?tab=album&album_id=1758571620836353

Day 2

https://www.facebook.com/pg/UnitedRE/photos/?tab=album&album_id=1758558964170952

Awards Celebration

https://www.facebook.com/pg/UnitedRE/photos/?tab=album&album_id=1752480961445419

You will not want to miss next year’s convention in Miami as we again raise the energy level of the event and the growth opportunities available to our brokers and agents. Be on the lookout for our 2018 convention theme and dates!

All the best,

Peter

5-4-3-2-1…Go!

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Writing unique weekly blogs is not always an easy task. You need a compelling topic with enough content to be meaningful to your audience. Recapping the United Real Estate convention held in Austin last week is difficult – it was not just a conference, but an event built around the idea that we are all different, but have the same growth needs. We can all find information online and through education courses. What we can’t find online is a human connection. If you miss an event like our convention, you miss out on the stories that move us as people to be more and do more.

The convention was designed to have the energy of a rock concert, with the comradery of family alongside you to ensure that you not only have fun, but are open to learning. Most real estate brands speak about expertise in selling some definition of lifestyle real estate. At United Real Estate, we have agents that excel and specialize in selling all types of properties and represent all segments of buyers. Our guiding values ensure that we have the interest of our clients at the forefront, to make certain we are the trusted advisors they desire and need to have on their side.

However, as a company we want to do more than that. We want to help all agents stop viewing real estate as a job and start thinking of the lifestyle they can create for their family by focusing on being an entrepreneur instead. Real estate agents, on average, are already working over 40 hours a week. Those hours should be viewed as owning and building your own business, not having a job!  As an entrepreneur, your top task is to grow your revenue. In real estate, this means generating and following up with potential new clients.

While there is not a singular way to be successful in real estate, there is only one way to ensure success – that is to start taking action. United Real Estate and our partners can teach you to generate leads and be a market expert in real estate. You have to believe you deserve a new level of success and invest in yourself and your business!

If you missed the convention this year, you not only missed the valuable opportunity of connecting with peers, but also great educational opportunities. To quote Mel Robbins, a leading expert on personal development and one of our convention presenters this year – “There’s only one thing standing between you and the life you have always wanted – and that’s YOU.”

Take the next step to being a successful entrepreneur and buy her new bestselling book, “The 5 Second Rule: Transform Your Life, Work and Confidence with Everyday Courage.” In doing so, you will be armed with the skills to live your life with courage as a true entrepreneur. You can accomplish things most people won’t try and spend the rest of your life like most people can’t.

5-4-3-2-1…Go! See you all at our next convention in Miami, Florida!

All the best,

Peter

How To Gain The Most From The United Real Estate Convention

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During my career, I have had the great privilege of attending and actively participating in many sales conferences and real estate conventions.  However, the greatest privilege of all has been being part of the team at United Real Estate that plans and executes on a continuous mission to raise the quality of our annual event.  The team and I do this with the goal of maintaining an intimate feel that displays the enthusiasm that our staff and fast growing network of franchise owners and agents have for our company and its culture.

United Real Estate was created to build a modern, sophisticated real estate brokerage that not only places the real estate agent in the forefront of the consumer, but equips them with the tools, compensation model and backing of a company to win more business. Our motto of Find Your Freedom® governs our philosophy to treat our agents as entrepreneurs. Being a successful entrepreneur in the real estate industry requires doing things most agents won’t do so you can build a lifestyle that most won’t ever achieve. Find Your Freedom® means doing what you are supposed to do, not just what you want to do.  During this year’s Convention, you will be given the insight into what investments you need to make in your business in order to do what you are supposed to do – grow the numbers of clients you serve.

As a company, we have a “come as you are” spirit. We welcome and are proud of our diverse population of agents, which truly reflects the population of our great country. Come as you are also means to let others see your cracks. At conventions and awards celebrations there is often a shortage of humility and hardly ever a shortage of overconfidence on display. We each have strengths and weaknesses. If you are open about your “cracks”, you will find the speakers, staff and other attendees that will be willing to help you.

My convention advice to you is to be open, be positive, extend your hand in kindness and offer help to those who need it. They just might extend their hand back to help you get where you want to go.

Look forward to seeing you in Austin!

Peter

My 7 Essential Personality Traits for Success in Selling Anything

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Companies and individuals spend a lot of money on sales training in order to increase revenue, or in the case of individuals, to grow their incomes.  Entry level sales training teaches sales people what to say or present. More advanced training teaches salespeople what to ask.  Learning to ask questions to potential clients is a better way to gain more sales than just learning what to present.  However, there is still a large gap between sales people’s incomes who participate and complete the exact same question based sales training program.  Some of this can be explained by work ethic, more successful sales people typically prepare more and work harder.  However, while you can learn how to effectively ask questions to prospective clients, there are also certain personality traits I have learned that you will need to develop in order to be in the top 1% of wage earners in your profession.

In sales, asking questions is critical to your success. You have to ask questions to identify and qualify potential clients and then ask more specific questions to help uncover their real needs. In order to provide more value to the potential client than your competitors, you must ask better questions. If you become better at asking questions and develop the following seven traits, you will outsell everyone!

Empathy – People do business with individuals they like, but they are more likely to buy from sales people who demonstrate empathy towards them.  Empathy is not sympathy.  Empathy is the ability to understand another’s situation, feelings, and motives. It is one thing to be liked, it is another to be seen as someone who can relates to a client’s specific situation and offer guidance.

Ego Drive – Top sales people learn to develop internal motivation which allows them to work hard and be seen as confident. They also know there is a line between having the ego drive necessary to succeed, and being seen as someone who is egotistical.  Egotistical is not a personality trait that is attractive. Being ego driven is a trait that lets clients know with certainty that you’re an individual who is determined to succeed and one who has enthusiasm and confidence in what they are selling. Ego drive is the motor inside every great sales person.

Customer Service Focused – No longer can a sales person take the attitude of ‘sell them and leave them’. The entire world is connected 24 hours a day, and this ease of access to information has given rise to an abundance of customer service ranking websites.  If you mishandle a client, there is a very good chance they won’t just tell their close friends, they may also tell everyone on the Internet.

Resilience – Sales is one of the top earning professions in the world.  The rewards are great, but many enter the sales profession with great hope, only to find out that you hear a lot of no’s. Resilience is the ability to overcome obstacles for a long period of time to achieve a big goal. The top performers have developed the grit necessary to keep going past the no’s and start again with the same enthusiasm on display for each client meeting.

Seek Knowledge – People fall into two different decision making styles. They either make decisions first, and then seek affirmations, or they seek knowledge and expertise and then make a decision. If you want to break out of the decision making that has led you to fall short of your sales goals, you have to be in the latter of these two decision making styles. The people who are thriving in sales are always seeking knowledge to become better.

Process Driven – Successful companies all have a process for maximizing business systems and capabilities. The same is true of top sales people. They are process driven and build a sales process for attracting new clients.  They take each candidate through the same process that mirrors their client’s decision making cycle. What can be repeated, can be improved.

Adaptable – Successful sales people are able to work in the present and have a plan to get better tomorrow. They have managed to navigate the ever-changing business climate by acquiring the skills that allow them to adapt and grow. It’s not good enough to say you had a decent sales meeting, the top sales people document what went well and what could be improved upon after each client meeting.

No one is born having all of these traits, great sales people work to create them. Which of these traits do you have to work on to reach the top of your profession?

All the best!

Peter