Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

4 Steps to Assure your Agents Break Through those Ceilings of Achievement


man with pockets turned outAre some of your agents stuck in ‘just good enough’? Do you want them to break through to mastery? Break through that ceiling of achievement? Here are 4 steps that work.

Do you wonder why some agents seem to effortlessly get a marketable listing, or always sell the buyer theya��re working with? Is it magic, or is it mastery? It may look easy, but ita��s probably hard work, tenacity, and, most important of alla��practice. I understand mastery, for I earned a bachelora��s degree in piano performance, and taught college-level piano and flute for several years. Ironically, you wouldna��t expect to play the piano well without practicinga��for months, if not years. But, agents expect to master sales skills without practice. Why? Because, it seems easy to talk, so it must be easy to sell. Here are 4 tips Ia��ve learned from the world of performing that are directly applicable to the world of sales mastery:

A�A�A�A�A�A�A�A�A� 1. Spaced repetition is key to mastering skills. Practice a bit of the sales skill. Leave it, then return to it after a day. Youa��ll get better fast.

Question: Do you have your agents practice what you learned in class, or do you expect them to just ‘wing it’ in the field with a real live person? Would you expect your airline pilot to do the same?

A�A�A�A�A�A�A�A�A� 2. Practice with a coach. Who would expect to learn to play the piano with mastery without a master-level piano teacher? Sales skills require practice, too, with a master instructor.

A�A�A�A�A�A�A�A�A� 3. Dona��t expect to just hear it, then do it. You cana��t learn to play the piano by listening to a concerto, and you cana��t learn sales skills just by hearing someone else. Hearing is the first step. Doing it is the next.

A�A�A�A�A�A�A�A�A� 4.A� Dona��t expect to do it well the first time. Tolerate your mistakesa��but dona��t settle for just good enough. Mastery requires tenacity and determination. Only you can know how good youa��re going to be at the end!

Put these steps to work and tell me how it makes a difference in your performance–in your ability to break through that ceiling of achievement. It works. I promise you. I know from the field of practice in music!

Question: What gets in your way of accomplishing what you really want?

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