What’s Your Face Saying?

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ExpressionsHave you ever stopped and really looked at the people you see at the airport? I travel a lot and get to see all kinds of people; families, singles, young, old, children, professionals, and those who look like they haven’t a care in the world. What I notice is that most people are not only in a hurry, but are in a hurry with a frown on their face. Those who have smiles and a positive look on their face are like beacons in the night. Those are the people I want sitting next to me on the airplane.

What is your face showing to the world., to your customers, and to your fellow employees? I am reminded of Anthony who is the picture of positive mental attitude.

Anthony, a salesperson in the Midwest, was normally number three or four on a large sales staff. His ranking was consistent, not a flash in the pan. I thought nothing of this until I met this master closer and discovered he was legally blind. Imagine the shock of finding out there was a gentleman selling new homes that could only see fuzzy outlines. He had to walk with a stick. Someone had to drive him to work. There was no touring a prospect through the community. He had to rely upon his prowess as a master demonstrator of his models in order to position his product above the competition. During role plays, you would never know he was blind except for his cane and slight uncertainties. Best of all, you wouldn’t know he had a disability due to his positive mental attitude. One time I asked him what made him perform so far above the others. His answer was a classic.

“Mr. Richey, I see my model homes through a different set of eyes. I’ve had to work very hard to learn the floor plans, to know where the furniture is so I wouldn’t look foolish stumbling over it. I had to understand how the home sits on the site. I had to see the colors through the theater of my mind even if I couldn’t see them myself. I don’t believe I’ve used this disability as a crutch in any way. I believe I’ve sold houses through my sheer love of selling and the passion to help people.”

Anthony’s positive mental attitude created opportunities for success that the person with the frown would not have gotten. Check your face today – a frown or a smile?

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How would you like to be a millionaire?

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A while ago, Money Magazine did a survey about people who became millionaires. Here’s what they found in order of importance:

Number 1: 95% – Hard work
Number 2: 83% – Smart investing
Number 3: 81% – Frugality
Number 4: 67% – Risk taking
Number 5: 47% – Luck

Other tidbits: 90% are college grads, average price of car is $31,400, and they save or invest $39,300 a year.

What does this mean for the sales professional in the housing industry besides you wanting to be one? Look at what the Number 1 reason is – hard work. Do you think you can be even half a millionaire without hard work? How much time are you spending every week on perfecting your salesmanship? Did you notice that 90% of the millionaires are college grads? How much time and money are you investing in your education? Are you increasing your financing knowledge? How about your closing prowess?

If you are not a better salesperson, sales manager, builder, developer, or executive today than you were yesterday, then you mostly likely will not be in the millionaire’s club.

What are the personality/character traits of a millionaire? Here are a few:

  1. First and foremost, they believe in themselves and have faith that they will succeed
  2. Bold, unafraid to take action
  3. Able to step out of their comfort zone
  4. Positive attitude – can see the good in a situation no matter how bad it is
  5. Patient, persistent
  6. Has a solid business plan
  7. Loves what they do
  8. Creative, can come up with good ideas
  9. Has a burning desire to succeed
  10. Discipline and good work ethic
  11. Good social skills
  12. Powerful determination
  13. Hard working and committed
  14. Can efficiently manage their time
  15. Takes 100% responsibility for their actions

You may not have all these traits, but the ones you don’t have, you can work towards. Whether you actually become a millionaire by incorporating these characteristics into your life may or may not happen. But, what I can tell you is that you will experience success in your career.