If you really want to get motivated, read Jeffrey Gitomer's "Sales Caffine" email newsletters. In his latest, he talks about...
"present to 10 prospects, two will buy no matter what you do and two won't buy no matter what you do. The other six are on the fence and will buy or not buy as a result of what you say or don't say. A sale will be made either way. Either you sell them on yes, or they sell you on no."
Yes, sales is a numbers game and once you realize what your numbers are you are going to be able to ensure your success.
If you are not presenting to the number of prospects you need to sustain your business, you must get out and find more, or try new presentation strategies to improve your percentages of leads to closings.
Here's a new idea you can try. Tell your next prospective buyer that you would like them to talk to your mortgage advisor that can help them find a mortgage program that is right for them. End your presentation by saying...
When you do, I'll help you get them excited and ready to go out and look at some houses with you!
Also, to sign up for the "sales caffine" newsletter, click here. http://www.gitomer.com/
Sam Thompson, Senior Mortgage Advisor
ERA Mortgage
Sam Thompson, PHH Mortgage
Senior Advisor - Helping you GROW your business!
www.activerain.com./luckydog1 - SC
www.activerain.com/luckydog2 - NC
http://samthompson.phhmortgage.com/
Thanks for the post - I have learned sooo much from Jeffrey G!