Memorial Holiday Archives | JP & Associates REALTORS®
 
The Top 1%

The Top 1%

As we celebrate Memorial Day, as we honor those who have fallen, we are reminded that freedom isn’t free. One of my traditions about this time each year is watching “Taking Chance.” A touching story about one marine escorting a fellow marine on his final trip home.

Another movie came to mind: “Rudy.” Rudy is a true story about persistence, tenacity, grit, and football. A football game isn’t won on the field. The game is won in the days, weeks, and even months leading up to the actual game. The game is won in preparation. Watching films of previous games, memorizing plays, hitting the gym, eating correctly, and even getting enough sleep.

Professional real estate sales is no different.

I’ve been spending some time with our top 1% documenting what they do. Curious?

Here are the top six things our top 1% do consistently:

  • They do their research & marketing.
  • They’re genuinely interested in and understand others’ personality style.
  • They’re prepared for anything, especially the objections and most frequently asked questions.
  • They leave their ego in the car.
  • They are a master of managing expectations.
  • They debrief and learn from every situation.

Research and Marketing

We know from the National Association of REALTORS® that 63% of consumers find us through a referral from a friend or a past business relationship. And 68% of consumers choose us based on our perceived trustworthiness, experience, and reputation.

Top producers know these numbers and invest their time, energy, and effort into where the business is most likely to be generated.

Genuine Interest

What we have observed from top producers to those struggling is glaring. Top producers genuinely care about the relationship while those struggling care about making a buck.

We use a unique system called B.A.N.K. to pinpoint anyone’s personality in nanoseconds. It’s fun, engaging, and creates instant rapport. Crack your code now, it’s easy: www.jparcode.com

This high emotional intelligence approach leverages the best assessment tools, high-energy training, and cutting-edge technology to maximize results.

Leave Nothing To Chance

Our top performers rehearse or role-play frequently; many do this every day! Here are some tips I picked up:

  • Make a list of every question, concern, or objection that your prospect might bring up. Create a list of everything that could go wrong.
  • Develop a clear, logical, and persuasive response to every possible question, concern, and objection.
  • Think of how you can get ahead of these circumstances by using stories and anecdotes, case studies and testimonials, statistics, and facts.
  • Have your information, ideas, and documentation well organized so you can reference the appropriate notes and materials at any time.

Ego

Gary Vaynerchuk put it well: “When you care more about the other person than you care about hitting your quota – when you make that shift – you go into the Jedi-ness of becoming a great salesperson.”

The professional real estate salesperson with a massive ego can easily mistake refusal with rejection. When you make this mistake, it’s all too easy to take it personally. The truth? Far more people will say no than say yes.

So, how do you deal with this?

Our top 1% have learned not to internalize rejection. Top performers exert power over their emotions and know this is a critical skill to master.

Managing Expectations

As the Chief Executive of a large organization, I get the problems that others have not solved. And literally, I’ve been tracking these and guess what – they all have a common root. Uneven expectations!

Many things have to happen, often in a specific sequence, before a transaction closes. Do you know what these things are? Do you know where you’re at in the process with each client, prospect, and partner?

  1. Seek to understand what has come before each step
  2. Don’t assume everyone knows what will happen next
  3. Anticipate needs before others
  4. Communicate constantly and clearly
  5. Under-promise and over-deliver

Debrief

Debriefing is a structured learning process designed to evolve plans while they’re being executed continuously. It originated in the military as a way to learn quickly in rapidly changing situations and to address mistakes or changes in the field. Infact I shared this document with my team – glad to be here – after the Blue Angels flew over Dallas.

In business, debriefing has been widely documented as critical to accelerating projects, innovating novel approaches, and hitting challenging objectives. It also brings a team together, strengthens relationships, and fosters team learning.

Our top producers have this concept mastered and execute this discipline more often than others. As such, these high performing teams are more tight-knit than those who don’t.

The game is won or lost way before you step on the playing field. So, before you play in sales again, do your research, be genuinely interested in others, be prepared for anything, leave your ego in the car and become a master of managing expectations. Finally – just like the Blue Angels – debrief and learn from every situation.

Memorial Day

Memorial Day

Memorial Day is much more than just a three-day weekend and a chance to get the year’s first sunburn. As we reflect on those we’ve lost and those that have served us, we trust you, your family and friends will enjoy this special holiday.

On May 30, 1868, President Ulysses S. Grant presided over the first Memorial Day ceremony at Arlington National Cemetery, where he said:  “I am oppressed with a sense of the impropriety of uttering words on this occasion. If silence is ever golden, it must be beside the graves of fifteen-thousand men, whose lives were more significant than speech, and whose death was a poem the music of which can never be sung.”

A few other Memorial Day facts:

  • It is customary on Memorial Day to fly the flag at half staff until noon, and then raise it to the top of the staff until sunset.
  • Taps, the 24-note bugle call, is played at all military funerals and memorial services. It originated in 1862 when Union General Dan Butterfield “grew tired of the ‘lights out’ call sounded at the end of each day.”
  • The World War I poem “In Flanders Fields,” by John McCrea, inspired the Memorial Day custom of wearing red artificial poppies. In 1915, a Georgia teacher and volunteer war worker named Moina Michael began a campaign to make the poppy a symbol of tribute to veterans and for “keeping the faith with all who died.” The sale of poppies has supported the work of the Veterans of Foreign Wars.
  • Set your alarm!  In 2000, Congress established a National Moment Of Remembrance, which asks Americans to pause for one minute at 3 p.m. in an act of national unity. The time was chosen because 3 p.m. “is the time when most Americans are enjoying their freedoms on the national holiday.”

Hold your loved ones close and enjoy the freedom of this amazing holiday.

“Let every nation know, whether it wishes us well or ill, that we shall pay any price, bear any burden, meet any hardship, support any friend, oppose any foe to assure the survival and the success of liberty.” 
– John. F. Kennedy

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