I’m back from a great event in Seattle!  My thanks to Fern Lam of Countrywide for setting the whole thing up, and to all of the salespeople who attended!


So, I’m starting this blog off with a GO PHILLIES!!! as they won game one World Series last night.  I was born in Philadelphia, and raised in South Jersey.  I was almost 10 years old the last, and only, time they won the world series in 1980, so we’re due!


And now back to our regularly scheduled program…

Let’s face it, this market is a challenge, to say the least.  Yet, I see many salespeople doing the same things they did back in 2004-2005, and wondering why their business has slowed down.

Newsflash:  People aren’t jumping up and down at the opportunity to use your product or service.  You can’t talk to the same amount of people and expect the same amount of business.  And, you can’t talk to the same people (only those you know) and expect the same amount of business.

So, now more than ever sales is a numbers game.  You have to talk to more people than you did before to make a sale.

And it goes beyond that.  You gotta change it up.  Cole Hamels, the ace pitcher for the Philadelphia Phillies who won last night’s game has a devastating change up.  If you’re not familiar with baseball, a change up looks just like a fast ball, yet slows down considerably as it approaches the plate.  Hitters expect the ball to be there quicker and swing and miss almost before the ball gets to the catcher.

In sales, if you’re doing the same thing you’ve always done, throwing the same fastballs over and over, it’s not really going to help you.  And some of us want to try to throw a harder fastball (do more of the same thing), but you can only throw it so fast.  True, in theory, if you call more people, you have a better chance of making a sell than if you call less people.

However, then there’s you that gets in the way.

You, the one who buys into how hard times are.  You, the one who is scared about your lack of deals/money.  You, who is calling people but secretly thinks it’s pointless.

When that’s who you’re being, you’ll likely not find motivated people to work with you.

So, now more than ever, you need to work on your mindset, set some accountabilities with people (and stick to them), and hire a coach.

Beyond that, you need to change it up!  Do some different stuff.  Rock your ego’s world a little bit.

For the past week, I told a client of mine that he could not set foot in his office all week.  His job was to get appointments without being in the office.  He’s a realtor, so for him that meant door knocking expired’s and FSBO’s, as well as calling and/or visiting his past clients and sphere of influence while he was out and about.

Scott, you moron, you just said get to more people.  How can driving around the market and door knocking get you in front of more people vs. dialing faster?

Ah, my child, I didn’t say he couldn’t ever go back in the office.  I said for one week.  He changed it up on his ego.  He got out of the monotony of the daily doings and the frustrating phone calls.

Ultimately, he’ll be back in the office making calls, and then occassionaly doing the door knocking.

The important thing is he was stagnant.  The guy’s a 50 deal a year producer and was stuck at 39 closed and pending for the last few weeks.  He’s good for a listing a week, and hadn’t taken a listing in a month.

So we changed it up.

This week he set three listing appointments, went on one so far and took the listing, had a listing go under contract and had a buyer sale.

Not bad for a week’s work, huh?  He throws a pretty good change up.

Scott Friedman



Go Phillies!