How Do The Top Pros Always Make Those Big Sales?

Having had the opportunity to work with and interview dozens of the top pros (million dollar a year income superstars), I've found that their sales, for the most part, in terms of size, is no different than any other salesperson's.

They do, of course, make some huge sales in that mix. But for the most part, they make those huge sales either because they have carved out a niche that results in lots of huge sales or they simply make many times the number of sales the average salesperson makes--giving them many times the opportunity to make huge sales.

Their other weapon is they've learned how to generate a large number of high quality referrals from their clients. Clients tend to know people like themselves. If a Realtor selling a 3 million dollar home gets quality referrals from the client, many, if not most of those referrals will be to people looking to buy or sell somewhere roughly in the same price range.

They really don't have any great secrets--they just work harder, close more deals, have learned how to implement marketing strategies that generate more and better quality leads, and have implemented systems that generate add-on sales, upgrades and additional purchases.

They don't have anything that isn't available to any other salesperson. It's true, that because of their income, they can afford to use advertising, direct mail and some other costly methods of lead generation--but most of them don't use those, although obviously, some do.

If they do have a secret weapon, it's their image as an expert in their field that they've very carefully cultivated. That image, the perception of being an expert, often eliminates many of the traditional issues such as price. In fact, many of these men and women are no more technically proficient at what they do than most others in their field, but they have developed the image and reputation of being an expert and that makes a tremendous amount of difference in separating them from the crowd.