Floyd's Philosophies (Lessons Learned Managing Salespeople) 

This is the core philosophy of a man who listed an average of 86 houses a year for 7 consecutive years. For those of you doing the math, yes, that's more than 600 listings in 7 years.

This is the core philosophy of a man who managed a team of 8 people to a listing a day and an average of 23 closings a month for 4 consecutive years.

And this is the core philosophy of a man whose 200,000 plus students have produced an average of one listing or sale per person per week while in training.

LISTINGS ARE THE NAME OF THE GAME.

Your income level will be determined by your inventory level. Starting every Monday, work on bringing in a saleable listing first. These are the principles we live by and the practices we teach.

The North American 'listing shortage' is now in its sixth consecutive year. It is beginning to feel like a permanent fact of life. And yet those of our graduates who continue to follow the program, to do the assignments, to track and report their numbers and master their listing presentation skills – they continue to prosper despite the shortage.

If your inventory is low, or non-existent, turn it around by embracing this philosophy – listings are the name of the game – and stop fighting it. It all begins with awareness. In Wickman terms, an awareness is "something that you know that you know that you know." It is something you don't have to be reminded of, or talked into. It is unforgettable. It is habit. It is automatic.

Once awareness sets in, the next step is to learn the dialogue. Not script, dialogue. Your words and Floyd's step-by-step tracks for generating leads, converting leads into face-to-face appointments, taking control, qualifying the Seller, inspecting the house, selling them on you and your company, getting it priced right and landing a signature.

Anyone can learn dialogue. All it takes is repetition. What are you listening to in the car? When you exercise? When you do chores around the house? Turn down time into learning time and with repetition you can master the dialogue.

NOW ALL THAT'S LEFT TO BECOME A LISTING MACHINE IS CONSISTENCY. ONCE YOU KNOW WHAT TO DO AND HOW TO DO IT SKILLFULLY, THE MOST IMPORTANT INGREDIENT OF SUCCESSFUL LISTING IS DOING IT CONSISTENTLY.

This year we are celebrating 40 years of consistent results with The Floyd Wickman Program. I firmly believe that 10 years from now we will be celebrating 50 years of consistent results.

If results matter to you, get in on the fun! Give us a call. 734-637-4030. And remember, listings are the name of the game!

The Floyd Wickman Team Blog by Mike Pallin