We are all familiar with the 80/20 Rule. 80% of homes sales are made by 20% of the agents. I believe it’s more like 90/10. After looking at most of the Real Estate companies around us, I observed that 90% were members of the “coffee club” and the 10% were out hustling. There is a reason that top producers are on top. Here’s a look at the top 10 habits of the 10% club: 

1.    The top 10% are committed to learning and implementing proven selling techniques on a daily basis. They don’t “wing” it and they realize that they need a process to be successful. They have planned and practiced answers to common objections and know how to ask the right discovery questions to uncover needs, wants, ability and urgency. They are pro-active closers and follow up to bring customers back for a 2nd look. When the market is good, they still work on their skills and refuse to be slackers. They ask for referrals, self prospect and continually build relationships. 

2.    The top 10% know their competition inside and out. When a customer says, “Company XYZ offers _________ or has________ the 10% club knows how to highlight their uniqueness and why their company is tops in every category. They realize that their customers are out looking every day and know a lot about the market. Top sales agents need to always be one step ahead. 

3.    The top 10% learn a minimum of one new idea each day and use it. They have a personal sales library of tapes, CDs, DVDs and books to learn from on a daily basis. School is never out for the 10% club member. The difference is, whatever they learn, they actually use in the field to make more sales. They never say, “I’ve been in sales for over blah, blah, years…I don’t need to listen, read, attend, etc” This group always strives for excellence. 

4.    The top 10% subscribe to and receive tips, techniques, and newsletters from the top sales trainers. They attend board education functions, company programs etc. Constantly seeking out new ideas to help their business

5.    The top 10% spend more time asking questions then asking for the sale. They understand that a sale is made only after a customer’s needs are known. They know that uncovering a customer’s “situation” (Why are you moving? How many are in the family? Is your current home on the market? Did you have a job transfer?) They learn what the customer’s needs are and where to focus the presentation. They are wonderful listeners and realize they can learn so much more about their customer’s needs if they will take a breath and focus

6.    The top 10% focus on their client’s needs and wants. They have an attitude of serving rather than selling. They are professional problem solvers and project a caring, concerned attitude rather than making their next commission. They go over and beyond their job description and stay in contact with customers with new solutions and ideas that will help them. They have the highest referral rate because their customers see them as a trusted “friend”. 

7.    The top 10% know their numbers. They keep track of how many calls they make each day and how many appointments they set. Knowing their numbers allows them to handle rejection better and also the worth of each call and/or appointment. 

8.    The top 10% welcome feedback. They know that the best way to improve is to listen and self-critique themselves in the real world with a “real” customer.

9.    The top 10% use their time wisely. They are organized and prepared. Being anything less wastes valuable selling time. They set aside time at the end of the day to prepare for the next day. They prioritize their calls and appointments and write a To Do list. They aren’t distracted by all the interruptions because they have a daily success plan and follow it.

10.The top 10% are upbeat and positive. They are not whiners and chronic complainers. They know that positive results come from a positive outlook. When they make a mistake, do poorly on a listing appointment or lose a sale, they don’t beat themselves up. They use this information to improve their strategies. 

Are you in the 10% club? Membership is open to any sales agent who wants to win and not whine