I had the pleasure recently to talk with one of the top-producing brokers in our industry, who is known for his legendary perseverance through even the most trying situations. No matter what the news, he puts a positive spin on it and keeps fighting. This “never say die” attitude has helped keep him at the top for more than 20 years.
I asked him what separates him from the others and he didn’t hesitate: “I can take a punch!” We both laughed, but it dawned on me a moment later that this might be a key attribute in any sales career, or for that matter in all aspects of life.
We all seem to have great ideas about new sales innovations and market strategies that cannot fail. Why, with the Internet I can now reach a potential audience of tens of millions of people through social media networks like LinkedIn. The tools available as a result of technological innovation have provided both brokers and clients in our industry with easier access to information than ever before.
I’ve been in this business long enough to remember the days when I had to physically go to the county courthouse to retrieve records for recent sales as comps for my properties. Now, I can plug a few variables into CoStar and generate detailed reports without getting up from my desk! Fax machines and couriers have been largely replaced by scanners, email, and digital signatures. My cell phone lets me stay connected to the office and to my clients even if I’m on the other side of the world. And COVID has forced us all to get familiar with Zoom and other video-conferencing software. Whole companies have worked for months without any of their employees setting foot in their office, or seeing each other face-to-face.
With all of this wonderful technology, why isn’t everyone now a world-class salesperson? It’s because as “Iron Mike” Tyson once put it: “Everybody’s got a plan ‘til they get hit.”
What happens when you get knocked flat on your back with bad news on an account that you felt sure was a done deal? Pat Riley calls these kinds of events the “thunder bolts” that jolt you to your core. How you react in these times will ultimately determine how successful you will be in your chosen field. And no amount of CoStar reports or LinkedIn connections will prepare you for the mental “gut punch” of these situations.
Next time you get hit by a “thunderbolt” event, gather yourself up, go to the mirror, give yourself a wink and a smile and tell yourself, “I can take a punch!” The loss of a deal might feel devastating, but if you remind yourself that it is only one punch and you are in this fight for the long haul; you can pick yourself up and get back out there swinging to find new business.
Have a great weekend,
Ro