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Originally Posted by sallysellsseashells
I'd say, "Salesmen (and women) are born. TOP salesmen (and women) are created."
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I agree with Sally.
I have been training real estate agents to get more listings and sell those homes faster and for more money for over 30 years. Over 7,000 agents have earned $1 million after taking my training course and over 3,000 earned $1 million in eight years or less. I cannot begin to count how many shy, quiet people became top performers.
I learned from Ben Feldman, a life insurance agent who, in 1957, '58, and '59 sold and earned, each year, 40 times more than the average agent. The average agent made $7,500. Feldman earned $300,000. That's a pile of money today. In 1060, it was a fortune.
Feldman convince me (I was not in life insurance) to memorize every word of my presentation to perfection but not to think of it as a canned, inflexable speach. Rather, he said to think like a musician who memorizes hundreds of tunes and songs perfectly, but selects at random based on the request of the audience or the mood of the evening.
He also convinced me that every word counts and to pay careful attention to every word in my presentation.
I also noted that few people can write great music, but thousands can play and sing the music others have composed. Bing Crosby (you can tell when my music tastes were developed) earned a ton more money for singing White Christmas than Irving Berlin earned from all the great music he ever wrote. The money is in the performing, not the writing!
I spent seven years researching language for the real estate industry. I spoke to over 2,000 top agents and asked them what they said to convince people to make appointments, to list, to price right, to buy, and what they said to respond to stalls and objections.
When I started my training courses, I found that the agents, regardless of their personalities and extrovert/introvert tendencies, who memorized the language most completely and most accurately got the best results and biggest increases.
In a word, what we say as salespeople will make the difference from having an enjoyable and profitable career or just ekeing out a living.
Jerry Bresser
