Sales Success – The #1 Ability For Business


Let’s get blunt. Selling a product is NOT the same as selling a personal service. There is no personal service offering (like real estate representation) that sells itself. If the phone rings, it is chance or luck, not a repeatable strategy. 

You see, it doesn’t matter how smart your marketing is. It doesn’t matter how personable and knowledgeable you are. If you can’t bring a prospect to take action, your real estate practice is a hobby, not a business. 

I once entered a new farm area where my research showed no one personally LIKED the dominant agent. Yet it proved very difficult because even thou he wasn’t liked, he had the most signs in the yards. Why? He had expert skills in the art of influence to have sellers, buyers, and investors take action. Now he later had a massive failure, yet during that, 18 month period was a fierce competitor. 

Step 1: Change Your Mindset 

When your mind has blown something up in your head, it can feel like this vast unmanageable task.  We know what we think about expands. Maybe you are looking at it head-on and not taking the time to “unwrap” each of the layers. Your brain sees “call ten today and 50 prospects this week” and panics! That’s natural, acknowledge it. 

This is where you choose between a fixed or growth mindset. When those negative thoughts come up, a growth mindset will do four things:

  • Pause
  • Acknowledge the thought
  • Isolate and redirect
  • Discover what else is possible

Maybe you think, “I have no time?” “I hate making calls!” “I’d rather be doing anything else,” yet you and I know that taking the time to make the calls, write the notes, send the texts is vitally essential to a consistent stream of business. 

We are ALL in sales, and sales is the #1 business skill needed for success

Step 2: Talk About It

Are you in a small mastermind group? If not, it is easy to create one with a few other like-minded individuals. Meet up at least once a month. In the sales industry, most of us have a mastermind group, a mentor, or a coach that we go to for any of our struggles in business. If you don’t, you are missing a valuable connection and resource for your success. 

Talk through the struggles you’re feeling and include all of the possible success you could experience by taking the necessary steps.

Your real estate sales practice can feel lonely, but it doesn’t have to be. 

Step 3: Jump in 

While it is easy to say and harder to do, there is no more real way to get uncomfortable then just to do it!

Whatever “it” is for you, taking the plunge will cause your nerves to soar and the butterflies in your stomach to flutter, but I promise you, taking action is the best way to earn your success.

Maybe your first action is to crack your code and the code of your key prospects, it’s easy at

There you have it: change up your mindset, talk about and jump in. Three steps that will serve you and your real estate business well. If you would like a copy of my outline of “From Fear To Prospecting Mastery” email [email protected] 

About the Author
Mark is the Chief Executive Officer of JP & Associates, a rapidly growing full-service real estate brokerage. He is focused primarily on expansion and productivity. He has invested nearly 20 years in understanding the inner workings of high performing real estate agents, teams, managers, and leaders in major markets across the world. In prior assignments, he served as a Business Coach, in progressive leadership capacities for the 5th largest US-based real estate brokerage firm; in sales and customer marketing leadership capacities for a major consumer goods company; and served a stint in the US Army, Medical Service Corp. He was later recalled to active duty during the desert storm campaign.

Mark is a father of 3, lifelong learner, Spartan and adventure athlete. He earned his MBA from California State University and a Behavioral Change Certification from the National Association of Sports Medicine. A number of years ago he decided to make "One Helluva Move" and not play it safe, and since then in his spare time he has climbed the world’s tallest free-standing mountain - Kilimanjaro; completed the Spartan tri-fecta, the LA Marathon and the world-famous Iowa border to border RABGRAI ride among other crazy adventures.