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Just Helping People I recently read a great article in Selling Power Magazine, featuring Gary Keller, a Real Estate guru who speaks to over 75,000 people a year. In this article, he describes his ideas on how he “helps real estate agents build careers worth having, businesses worth owning and lives worth living.” What a wonderful goal. Most people see so much of the world from a “me” and “mine” point of view not realizing that when you help others achieve their goals and obtain what they need and want that they themselves will achieve their goals and obtain what they need and want much more quickly and effectively. This philosophy applies to money as well. Research tells us that if you direct your focus on YOU and make it about the money, you significantly decrease your chances of reaching your goals. How significantly? A 20 year study of 1500 people whose goal was to become a millionaire is a powerful demonstration. Of the 1500 people who participated 101 succeeded in reaching their goal. Here is the part that surprises most people: 100 of the 101 people got there by focusing on simply being happy FIRST and making the money SECOND. 1 person focused on the money FIRST and put aside what made them happy believing that happiness would come with or after they reached their goal. Psychology books tell us that along with satisfying relationships and a feeling of control over our lives it is contribution that motivates us as human beings. We feel good when we help people. It doesn’t matter if you help someone get up when they fall, let them in during rush hour traffic, or give them directions when they are lost. It makes us feel good to be helpful. So when you are selling your products and services, take a step back and realize that you are actually helping your customers solve their problems and / or reach their goals. When you do that you will feel good about yourself instead of feeling like you are begging your customer to buy something. The customer will see and appreciate you and respond more positively and in turn your sales will go up and now you have both reached your goals! |
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