If you are a golfer, you understand that golf is 90 percent mental and 10 percent skill. My theory is that the power of your mind is what controls your ability to hit a good or bad shot. I’ve been playing golf for over 40 years now, yet at best, I am considered an “average” player. My goal when playing the very game is to win, but I let my mind get bogged down by my low score rather than concentrating on making my next shot better.
Recently, I tested out my theory by purposely thinking about negative thoughts before I took my shot. As I suspected, this led to a terrible hit. Following this embarrassing shot, I cleared my mind of everything and only concentrated on the ball, my swing, the weight of the club, and the direction I was going to hit. With a centered focused, I was able to produce an outstanding hit!
I think about this analogy and how it can also be applied to sales. We have the same issue– we constantly need to enforce positivity into each action– from the way we answer phone calls, to drafting emails, to showcasing a new space, etc. If we go negative, we get negative in return.
I recently attended a real estate conference where the guest speaker introduced a new motivational sales training program called Ninja Selling. It was written by a residential real estate broker who entered the field with zero sales experience and a number of personal challenges that would not promote a long-term real estate career.
With these setbacks, he was able to build a residential real estate company in Fort Collins, Colorado that currently has over 300 brokers and is now considered one of the most successful real estate companies in the U.S.(based on deals closed per agent). On average, his agents close 27 deals each per year. The average deal closing across the country per agent is less than 4 per year.
He has trained all of his managers and agents in the art of “Ninja Selling”– which is a lot like a religion. His program offers discipline, hope, and understanding of what a salesperson needs in order to be great. The program emphasizes commitment to serve your clients while also creating a reinforcement mechanism that keeps you focused on your business and personal successes.
Every day, you are asked to start your day with a recommitment to the following:
- Ask yourself, what are you grateful for today? Think about what makes you happy and appreciate that.
- Avoid negative thought and introduce some positive action to your day. For me, this was turning off the morning news and instead listening to a TED talk or reading an inspirational book on my way into work.
- Restate your business and the personal goals you’ve established for yourself. Rather than stating goals as if it’s a list of things you’d like to accomplish, you state your goals as if you have already accomplished them. For example, I say to myself “I weigh 175 pounds, I shot on average 85 in golf, I make 500k a year.” In order for these goals to actualize, you need to state them every day for 30 days straight. You cannot miss a day– period.
- Focus on helping two people in need each day. It could be as simple of offering a positive thought to someone whose personal life is in turmoil that day. Or, it could be helping someone complete a project. This recommitment focuses on giving back to others.
The above will create a balanced approach to your sales career while also grounding you in life with an understanding that success comes with commitment, which also comes from serving others. The power of Ninja Selling can be found in all of us.