Focus - it's easy to tell when a picture is crisp and in focus, and it's easy to tell when it's blurry and way out of focus. It's not so easy to tell when it close to being in focus.
The same is true of our lives and especially our lives while we're selling. If we seem to be doing everything right and making sales, we are probably more in focus that out of focus, and if we are way off track, we likely have lost our focus. It's that in-between area where we tend to waste a lot of time and have little to show for it.
Ever take a magnifying glass and use it to harness the sun's energy to start a leaf or piece of paper on fire? That's focus - taking the energy of the sun and concentrating it all to one specific point.
That's the way it is with us and our sales business. Show someone 3 dozen homes - where's the focus? Show them various neighborhoods - where's the focus? Hope someone calls back or makes an offer - where's the focus?
Being focused means knowing what we want and literally putting on blinders until we achieve it. How many properties or how many customers typically to we need to look at or talk to before we make a sale? Is that with or without focus?
When we know what we want to achieve and what the customer wants to achieve, we can focus just on that and not let anything else interfere with it or distract us. Properties that don't fit the profile aren't considered. Locations that don't match up aren't shown. Prices that aren't within the approved purchasing budget aren't entertained.
We can lose our focus by not sticking to our goal, and our customers can get us off track by wanting to see properties that are out of focus.
Focus - and especially maintaining it - really is a key to effective selling.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
