3-R Thursday

Rumination

"To sell is human." - Daniel Pink

Or in other words, we're all in sales. Is that true? Do you see your day-to-day work as "sales"? If not, why not? If so, why so?

Sales skills:

1. Attunement

   1. Become attuned to the client.

      1. What does he or she desire?

      2. What problems is he or she facing?

   2. Perceived power

      1. Dial it back

      2. Sit in the small chair so he or she can sit in the big chair

   3. Increase trust, likability, and understanding

2. Clarity

   1. On a scale of 1-10, how ready are you to start Action X?

      1. Why did you not pick a lower number?

   2. Find and clarify hidden motives

      1. Compare a client's current experience to his or her potential experience

      2. Compare what he or she has to what he could lose

Reflection

Selling these real estate courses is exhilaratingly frustrating. I love conversing with people, learning their stories, struggles, and perspectives. But do I really believe that this course is the cure-all? Having not taken the course, I can't say—honestly that is (persuasively is another matter entirely)—how helpful this course could be.

I'm using a referral from Person A to vouch for Person B's character, competency, and commitment. Person A has "sold" me on Person B, so why can't I sell Person C on Person B as well?

In other news, we should really be investing in real estate. The market crash is coming. And then what? Do we have a plan in place? Am I waiting (i.e., procrastinating) until the timing is "right"?

When the "what-ifs" begin creeping in, go to the Lord in prayer.

Reading

The Road Less Traveled - Dr. M. Scott Peck

Swing Your Sword - Mike Leach