The Leads Are Weak?!

Any decent salesman has seen the movie Glengarry Glen Ross. The movie depicts real estate salesmen and and their increasing desperation when the corporate office sends a motivational trainer to threaten them that all but the top two salesmen will be fired within two weeks. It’s an entertaining film that digs into the lives of commissioned salesmen and the struggles they face.

When jumping into a sales role at a company, or selling services for your own business, you are frequently going to face rejection. Most people don’t have the guts to take these roles due to their insecurities about rejection and lack of self image, instead of betting on themselves to see what they’re really made of. Constant gripes about ‘the economy’, weak leads, or complaints about commission structures leave many facing themselves in the mirror having to head back into the regular job market and take an hourly or salaried W-2 job.

Why not study intensively your field? If you' just hopped into real estate, shouldn’t you be reading every single book you can get your hands on about real estate sales? Shouldn’t you be calling to top realtors in your area and asking if you can learn from them? Surprisingly, that is the simple road to success that many people don’t want to take.

I have recently subscribed to Robert Ringer’s ‘The Theory of Next’: if a potential buyer rejects you on a deal, move on and focus on the next potential deal IMMEDIATELY. It will not only save you a great deal of time chasing tire kickers, it will also improve your mindset to realize that there are more than enough buyers out their to fill your pockets with cash. Just remember, A… B… C… Always Be Closing.