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Part IV – Hard Work Gets the Job Done

RISMEDIA, August 30, 2008-“Top salespeople are committed to their own personal success,” says Maria Mull, vice president of Business Development, AlignMark. “They have a strong desire to succeed and control their personal, professional and financial destiny.” Is this the secret to success in today’s market? Continuing in our six-part Viewpoints series, Mull offers her take on how and why some agents thrive more than others.

Don’t Give Up

Maria Mull
Vice President of Business Development

Agents that succeed in any market have very similar traits in common with other sales professionals, regardless of the industry or market. So why is it that some falter when others do not? The short answer? The good don’t give up when times get tough. They persevere and continue working toward their goals. Top sales performers possess a combination of core competencies and personality traits that contribute to their overall success.

Top-performing sales agents share similar traits, including, but not limited to, drive, confidence, sociability, emotional intelligence, responsibility, passion, achievement orientation, and attention to detail, combined with their ability to listen and qualify their business and manage the business successfully through closing. Top performers find learning valuable and necessary to stay ahead of the competition and to become an expert in their field.

Research indicates that emotional intelligence ranks very high in the personality dimension and is a key reason for overall success in real estate sales. Many companies rank this trait more important than sales skills. Being responsible for one’s thoughts, actions and behavior, and not blaming others for their problems, is an asset to any top sales professional. Persistence and patience pays off for the agent with a positive mindset in a good or a down market.

Real estate is full of rejection and the individual who is able to let the rejection roll off their back and not take it personally is a person who has a higher chance for sales success. These individuals know when someone says, “no,” in many cases they understand the person to have said, “I don’t know enough to make a decision.” For example, instead of hearing, “No, I don’t want you to sell my home,” they hear, “I don’t know if I want you to sell my house because I do not have enough information about how you plan to sell my home and what results I can expect.”

Top salespeople are committed to their own personal success. They have a strong desire to succeed and control their personal, professional and financial destiny. Affiliating with a company that matches their personality, goals and needs will contribute to their success. They realize their success is a direct result of their effort, time, energies and willingness to pursue success. Lastly, they know which company resources they need to maximize in order to compliment and support their efforts.

Is a real estate sales career right for everyone? Absolutely not! But by understanding more about the skills and abilities of the people you are hiring or have on your team, you can develop their potential, thus increasing your bottom line investment and demonstrating your commitment to their success and, in turn, increase retention. Successful sales agents don’t give up investing in their business, nor do they give up when times are tough and neither should real estate broker\owners.

Don’t miss parts I, II, and III of this Viewpoints series: