I have a unique opportunity to meet thousands of successful real estate professionals as a result of consulting and sales & management training programs. Association and companies that range from small entrepreneurial companies to companies listed on the stock exchange. I have observed several common traits in these successful individuals that have reached the top of their profession.
I would like to focus on one key trait…Their commitment to continuous incremental improvement in themselves and their Education.
The successful professional has a passion for success that is supported through their quest for knowledge and the commitment to education and the improvement of their sales and business skills through personal development.
I would like to share a story about Tiger Woods who is currently ranked #1 in world of men’s professional golf.
Recently in a TV interview Woods states, “I’ve had a coach my entire career to guide me in my profession and through the endless hours of practice and preparation.” Woods also states that to stay on top of his game he has adjusted his swing 4 times in the last several years. Even Tiger Woods, who may be the best men’s professional golfer of his generation, relies on continuous improvement of his skills to remain at the top of his profession.
Tiger Woods is a student of the profession of golf and prescribes to the philosophy of golf excellence.
How does Tiger Woods commitment to excellence relate to us as sales and business professionals?
First the commitment to professional development and education is a choice.
Second the commitment to excellence in business and life is a choice.
Third investing in your success is a choice.
The top real estate professionals make the commitment to personal excellence. They understand that success is not an expressway but a road that is always under construction where we continually encounter detour, delays, and roadblocks. Education is a tool that sets our personal GPS system to stay on course and assists us through the obstacles on the road of success with purpose and confidence.
The Value of Education
No matter where we are in our career or our role in our company there is room for continued incremental improvement. Sharpening our sales, business, and management skills are critical today.
Education will focus our techniques, methods and strategies creating greater efficiency in our sales processes and profitability for us and our business.
Continued incremental improvement in our careers is achieved with the pursuit of personal and professional excellence through seminars, workshops, audio programs, professional development books and professional designations related to our field.
Education expands our business competence and skills resulting in greater personal confidence in our actions while creating the opportunities to achieve the desired outcomes and results.
Designation Programs and Courses
The Realtors® Association of the Palm Beaches offers comprehensive opportunities for personal growth and development for the emerging and senior sales professional as well as for brokers, owners and managers.
National Designation Programs and Courses that will Enhance your Specialty Include:
■Accredited Buyer Representative –ABR
■Accredited Buyer Representative Manager - ABRM
■Certified Commercial Investment Specialist - CCIM
■Certified Property Manager – CPM
■Certified Residential Broker Manager – CRS
■Certified Residential Specialist – CRS
■Certified International Property Specialist – CIPS
■Real Estate Professional Assistant – REPA
■Residential Accredited Appraiser – RAA
■Senior Real Estate Specialist - SRES
■Transnational Relocation Specialist – TRC
Additional Courses and Programs are also Offered by the Association Include:
■Continued Educational Programs – CE
■Code of Ethics
■Real Estate Mastery
■Real Estate Post License Education including the 14 Hours CE Requirements
■Technology Programs
NAR Designation Programs are comprehensive and offer an outstanding opportunity for personal growth and development.
Successful sales professionals share that having earned designations has helped them in many areas of their careers and separated them from their competition. In a number of cases, the designations assist them in seeking employment. They also feel their customers value the designations and assists in elevating their statue in the eyes and minds of their customers as an expert or specialist. Overtime, professionals with designations have higher incomes.
Surveys show sales professionals who have earned designations earn more money as a result of the accumulation of knowledge and the designation.
For more information regarding designations visit the NAHB website www.realors.org
Make Education your Business Advantage
No matter what our role is within our company, we are all in sales.
It’s become an advantage to understand the sales process and to be able to apply the key selling and business strategies and techniques in today’s market.
Education along with specialty training increases our knowledge of how to operate our business with successful methods, processes and strategies in an effective manner.
As our knowledge increases we become more efficient in our business practices, increasing our sales, making better use of our operating capital, and creating a path to increased profitability and business success.
As we become more efficient in our sales and business practices, we gain an increase in confidence. That confidence properly projected elevates our customers’ opinion of us and the business relationship.
Understanding What Customers Want From A Real Estate Professional
A recent survey shows the top qualities that customers want from a real estate professional in the housing industry are:
■Honesty and integrity
■Competence
■Trust
Honesty and integrity are values that are also reinforced in the minds of our customers with our business knowledge and skills.
Our knowledge is reflected in our business practices. Many innocent mistakes can be misread as either honesty or integrity issues, resulting in the loss of a sale or the loss of reputation, both being very costly.
Education and competence minimizes the potential of those innocent mistakes or misunderstandings.
How do We Fulfill what the Customers Want
Our Competence creates Customer Confidence
Customer Confidence creates Customer Trust
Customer Trust creates Rapport between you and your Customer
Rapport between the parties creates a Strong Business Relationship
The Business Relationship creates the path to a sale or a listing
Business and sales achievement begins with the devolvement of our competence in the eyes of our customers
Competence is developed as a result of education and training
Conclusion
The Reality is We May Be Seeing Fewer Customers and Prospects in the Coming Months
What becomes important is that we make the most of each and every customer opportunity that presents itself to us.
Pay Now or Pay Later
Success as well as failure has a price
We can invest in our future today by making a commitment to our professional devolvement and education. The cost today is in a commitment of time, effort, energy and dollars. An investment in ourselves today will continue to paid dividends through-out our career.
OR
We can elect to pay later in terms of the costs. When we pay later we continue to pay and pay and fail. The cost of failure becomes much higher than the cost of success.
Education Becomes a Choice
Education creates the foundation of competence and the path to success
It becomes imperative to adjust to stay ahead of change while developing the skills and attributes to create our success
Success is a journey that requires a commitment to continued incremental improvement, education and preparation.
This is the time to invest in your future success.
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