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Each day we are given opportunities to influence an outcome, secure a new client, generate a sale or create a new relationship. However, in 90 per cent of cases, it just doesn’t happen.
Why? Because we let the opportunity pass by. We don’t take the action needed to secure that result. The reality is, if we want to achieve a specific outcome, we need to instigate it.
We need to have the 10 seconds of courage it requires to ask the right question at the right time and in the right way.
If you don’t ask, you don’t get
Often it’s a simple question that takes something from hope to reality. As agents, the most obvious example of this is asking for the business at the end of the sales conversation.
It’s a question that doesn’t have to be pushy, but instead is a natural part of the conversation, and there are a host of ways it can be presented.
It could look like this: “Mr and Mrs Vendor, are you happy to get the ball rolling?” or “Mr and Mrs Vendor, are you happy to get the paperwork signed?”
If you don’t step forward, you remain where you are
This philosophy of asking the right question or having the right conversation at the right time also applies to other areas of business, such as hiring great team members or recruiting great agents.
Chances are, you’ve encountered an agent who you would welcome as part of your team, and yes, you’d be keen to recruit them.
In this instance, creating or seizing an opportunity could be as easy as reaching out and inviting them for a quick cup of coffee, where the conversation might go a little like this: “It may not be the right time, but I was wondering, are you happy where you are now?”
Or, “How about we catch up for a cup of coffee, and let me share what I’m doing”. Or, “If you’re ever thinking about moving, please reach out”.
In a similar vein, it’s likely you’ve encountered people who would be a great fit for your effective business unit, but perhaps they currently work in a different industry, such as retail or hospitality.
Don’t be afraid to have the conversation that indicates you’d be interested in them joining your team.
And that conversation might look a little like this: “If you’re ever looking at changing careers or considering a new opportunity, here’s my card.”
Long shot or opportunity?
Sometimes these conversations are long shots, but more often they’re a great opportunity. And remember this:
If you don’t ask the question, you will never know.
If you don’t ask the question, the answer is always “no”.
If you don’t go after what you want, chances are you’ll never have it.
If you don’t step forward, you’re always in the same spot.
When you know what you want, when you know what you are doing, when you know what works and what doesn’t, asking for the business and exposing the opportunity becomes automatic, which embeds the habit.
So, ask the question. If it feels right in your gut and you sense opportunity, have the conversation. Don’t die wondering.
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