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.

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.