The wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to last.

Just a few years ago the mortgage industry was so hot mortgage brokers were overwhelmed by the sheer volume of business walking in the door, not so today. When business is that good you can fall into the trap of having the false belief that you are really that good. Yet, when business is no longer knocking down your door the reality shows through. One mortgage officer told me that when the market started turning south and his commissions went to zero he began to understand that he didn’t know what he didn’t know to succeed in sales.

A profound and overlooked truth by most. Anyone can make the easy sale. Few can attract the prospects that make all sales easy. Show me a service professional who: has hang-ups about sales and marketing, who doesn’t like marketing and/or sales, you thinks they aren’t good at it and won’t do what it takes to get good at it, and I’ll show you a service professional who is destined to bite the dust. And when they fail they will fail hard and fast.

When you’re headed on that downward spiral it’s nearly impossible to save yourself because you’ve simply run out of time. Years ago Joe Namath was the quarterback for the New York Jets. At one point a reporter asked Joe a question about losing the game and Joe responded he’d never lost a game he’d only run out of time. You can’t wait until you’re 30-60 days from starving out of the business to reach out and try and get the help that will salvage your sales success.

For those of you who are still in the game start now. No matter what objections you have: time, money, skills, etc. put them aside and choose to guarantee your success. Invest in yourself and do what you need to do to market your business and attract the people who will buy from you giving yourself not just a solid income, but the time to live your life the way you want to live it.

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