Why are some great Listers so bad at Business Generation?
ESTATE AGENTS – IN THE 26 YEARS I HAVE BEEN IN ESTATE AGENCY – one thing I have noticed is an awful lot of Valuers/Listers are really poor at generating business for themselves (ie door knocking estate agents, leaflet dropping, chasing old free vals).. they can use time as an excuse not to door knock.
Why is that?
It is the fact that what makes them ace valuer’s / listers (they are people people) is their biggest weakness. Good listers are motivated by the praise, approval, popularity or acceptance by others.
They enjoy freedom from too many rules or regulations. They are at their best when they can be the face, the talker, the presenter, the one who builds rapport with the punter but requires another person to handle the micro details.
Why then are they rubbish at follow up and self-business gen?
Since acceptance and approval by others is the main desire of Valuer/Lister personality type, rejection is their biggest fear. Let me prove it to you – think of the deep gut-wrenching hurt valuers feel on losing the listing compared to getting a listing.
If they go door knocking and business generating .. the chances of getting lots of NO’s is quite high – hence they dont go down that road.
Q – Do awesome listers make awesome business generation machines? Your thoughts please