Aim to win!
During a battle, 70% of soldiers shoot above the enemy. They do so because they're scared or feel inadequate for the situation and definitely because they seriously doubt to come out victorious. Imagine if 100% of shots were aimed at their target, how more efficient would they be in the battle.
My purpose here isn't to compare listing presentations and negotiation sessions as warfare … even less armed warfare. But the analogy seemed to the point. What if you gave 100% during your “battles”?
Be it discipline, well preparedness, elite communications and selling skills. How efficient are you?
Are you crushed in your trenches awaiting an easy shot and hoping that you won't have to handle any tough objections or face a “more dynamic” competitor?
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When you make a call, do you aim to win?
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When you prequalify a potential buyer, do you aim to win or simply “shoot above” and accept the showing hoping that maybe…
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When you make a listing presentation, do you aim to win, or accept to list the property at less than ideal conditions?
Aim to win, as a Real Estate specialist simply means that you're aiming for the win … always. You constantly work on improving your skills, master your tools, and strive to become an expert on the Real Estate market and its data. Foremost you constantly strive to become an expert negotiator.
Have no doubt, year to date (April 8th), over 32,000 properties changed hands in the province of Quebec. Numbers well in excess of last year as well as well over most economists' predictions.
Aim to win!
Are you surprised? Did you have a different perception of reality?
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