Breaking the Slump: How a professional recovers from poor production numbers!
Good News! This past week I was speaking with my leasing
manager. We have been off with our production. I asked him my series of
questions from my previous article, “How to Recover When Your Numbers Are Off!”
We came up with the answers. One of the issues is that one of our agents that typically
produced better results, was having an off month. The leasing manager ask me, “What
can our agent do to get out of the leasing slump?”
It is easy to get off course and run into a
leasing slump! When you’re not meeting your own goals and expectations there
are a number of things you can do. The following three things are the top three
tools pro’s use to recover.
1. Motivational Mornings Utilize Affirmations – I am not a believer
that affirmations have magic power. There is some scientific proof within the study
of the use of affirmations. “Positive affirming sentences are a constructive
command to your subconscious mind; they elevate your mood, and, in addition,
form wonderful beliefs about your character” (Āzmandiyān, 2010). I believe that you should start your day in a
great mood. You should find a way to start positive. Even if you have a bad
day, if you start well it ends up being not that bad. If your day starts bad and
ends bad you will never pull yourself out. Start your day with a positive
affirmation.
2. Focus on Referrals and Quick Follow-up – Look the highest
conversion of leads come from referrals and quick follow up. In the Journal of
Marketing,a recent article entitled, Sales Lead Black Hole, the authors state, “Sales
reps' follow-up of leads (both marketing and self-generated) is a crucial part
of the customer acquisition process” (Sabnis, Chatterjee, Grewal, & Lilien,
2013). They explain that 70% of the leads generated by marketing are never followed
up on. Agents that are in the production black hole need to follow up on leads
quickly. Jeffery Gitomer, suggests that, “One should earn and generate referrals because
it is of much higher percentage sale and is more respected in its approach
to build relationship with prospects” (Gitomer, 2009). If referrals are generated
and followed up on quickly you have put yourself in the highest percentages of
likeliness to close the lease.
3. Increase Daily Outbound Calls Numbers- Good old hard work!
Nothing is a substitute for activity. Most leasing slumps start when the agents
mind is busier than their fingers. “If a [agent] knew that for every 20 people
they contacted they would eventually make one sale and that one sale would
generate a certain commission, then that [agent] would religiously follow their
sales process” (Huffaker, 2010).
As you can see, you can recover. There are
probably 30 ideas that have entered your mind. I would recommend that you save
this article for when you are having a bad day, week, or month. Not everyone
can turn it around but I have found the above help.
References
Āzmandiyān, ʻ. R. (2010). Think Yourself Successful : Rewire Your Mind, Become Confident,
and Achieve Your Goals. New York: McGraw-Hill.
Sabnis,
G., Chatterjee, S. C., Grewal, R., & Lilien, G. L. (2013). The Sales Lead
Black Hole: On Sales Reps' Follow-Up of Marketing Leads. Journal Of
Marketing,77(1), 52-67.
Gitomer, J. (2009). Top tins: skin cold calls,
ask for the sale. Business Journal Serving Fresno & The Central San
Joaquin Valley, (324023), 15.
Huffaker, T. (2010). Twenty questions every sales
manager should consider regarding their salespeople. Enterprise/Salt Lake City, 40(7),
9-10.
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Nathan Bush is a highly sought after speaker, writer, author and
real estate investment professional. One of the most inspirational and
motivational men of his time. He delivers a high impact, educational
performance that has improved businesses bottom line. With over 10 years of
experience in the real estate industry and asset management industry, his
systems have generated millions of dollars in bottom line profits for thousands
of sales professionals, leasing agents, property managers, & investors.
Nathan is the Founder and
President of Priority Investing, LLC. a National Consulting Practice impacting
and changing lives across the United States. Nathan holds an MBA with an
emphasis in accounting from Keller Graduate School of Management and a B.A in
Nonprofit Management from Lindenwood University. In addition to his
degrees, he holds a Missouri real estate license and a National Apartment
Leasing Professional (NALP) certification. He is currently a member of SCORE
which is a nonprofit organization that serves to mentor start-up and growing
businesses. Lastly, Nathan wrote the book Leadership Coaching as a Strategy for
Employee Development and has
been a guest speaker and facilitator at national conferences on the topics of
leadership.
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