The Ultimate Investment? It’s You!

(EDITOR’S NOTE: JOHN PYKE IN AN AWARD-WINNING SALES SPEAKERS BASED IN THE TRIAD. ON SEPT. 26, HE’LL OFFER A FREE WEBINAR TO NCAR MEMBERS. ADDITIONAL DETAILS ARE INCLUDED IN THE FOLLOWING ARTICLE.)

More than ever, forces outside your control have the potential to negatively impact your success. A partial list includes: the banking and mortgage landscape; the impact of foreclosures; deteriorating consumer confidence; a struggling economy; record debt; a real unemployment rate of more than 18 percent; and the devaluing of our dollar. How you respond to all of this will either add to your success or take away from it.

Given these economic conditions, the key question is, “What is the best usage of your limited time and resources to accelerate your success?” The answer? Personal excellence! To be clear, it is being specific and intentional about your own growth, development and branding. In other words, becoming irresistibly compelling!

What is your plan for becoming the most compelling resource for your clients and how is it working for you right now? The best way to respond to the negative forces listed above is to focus on what you can control. Let me illustrate with some insightful research.

Jeffrey Gitomer’s Little Red Book of Selling provides research on the top 13 reasons why buyers buy. Did you know 54 percent of the reasons why buyers buy have to do with specific, personal characteristics of the person the buyer is dealing with? Furthermore, the remaining 46 percent are most influenced by the sales person.

Without a doubt, the single best real estate investment is YOU! Let me ask you three questions: Who are your sales and real estate mentors? What mastermind groups are you a member of? And, when was the last time you attended a sales program or purchased a CD program to invest in the single most important resource … you? These are important questions for you to consider.

Over the years I have had the privilege of helping coach hundreds of thousands of people. One person’s story really stands out. In his first year in pharmaceutical sales, he sold more of one product than his entire team of 10 people combined. Amazed by his performance, senior leadership called him to corporate headquarters. They asked him if he could train a team of people to sell like he does. His response was absolutely!

In his first full year as a sales leader and for the next 27 years in a row, his sales team was the No. 1 region in the company. He also created sales training curriculums that were translated in to multiple languages. He won more awards than anyone in the history of the company. Who is this sales legend? The individual I speak of is my father. He continues to be an amazing mentor and coach to me. His counsel has been and continues to be priceless. Over the years I have also attended more than 100 different sales and development programs and enlisted the help of numerous mentors in order to invest in me.

I share this story and background to underscore the critical importance of mentors. Much of what I have learned over the last three decades in sales I will be sharing with you via free webinars, emails and possibly some other channels. v

Free Webinar, Sign Up!

The first free session for NCAR members will be Wednesday, Sept. 26 at 1 p.m., and it’s entitled, “The Real Advantage.” I also will be interviewing one of the most successful broker owners in the industry. We will pull back the curtain and share the secrets of his marketing, branding and sales success. It is pure genius – you will not want to miss it!

Seats to the live webinar are limited. As such, please sign up (at www.johnpyke.tv/go/ncre/) as soon as possible. This also will guarantee access to the recorded replay version. We will also be covering how to create the ideal buying environment as well as how to push the buy button and trigger more sales in your favor. Until Sept. 26, great selling!

WILL MARTIN GENERAL COUNSEL