Portrait Of A Genius Sales
Ralph Roberts was not born to be the best at what he does. In fact, you read that he was desperate enough other ... The most important thing was that he had found ... He had a passion for, it turned out until Ralph Roberts was not born to be the best at what he does. In fact, you read that he was desperate enough to other companies. The most important thing was that he had found something he had a passion for, has had a dream and I do not mind working harder than anyone he knew.
Ralph Roberts is able to sell 600 homes a year in 1995, Time Magazine named him "Top Realtor America." Ralph is so good that real estate agents across the country pay for the opportunity to "shadow" him, so they can learn the methods it uses.
Born in 1956, he obtained a job as a teenager cutting lawn of a neighbor for $ 10 per hour, while all the children cover neighbors were charging $ 5-because he has convinced his neighbor, he would a better job. As a recent high school graduate in 1975, took Warren, Michigan dynamo $ 900 and invested in a house with three bedrooms. "I lived at a time."
Over the next 15 years, Ralph lived in 23 houses, each selling at a profit and move to the next opportunity. Although Ralph seems to be born with skills to sell, is not born knowing how to be successful. He claims that he was the class clown in school and could have been voted "no chance of success." In fact, he failed in several business ventures before he discovered his gift for selling real estate. Despite the anguish they have caused, Ralph says he is grateful for the failures that preceded his success, as each one has taught him valuable experience, which brought him closer to realizing his dream.
"To succeed, you must surround yourself with successful people," said Ralph, who runs his real estate business with the help of a secretary, two registration officers, purchase of two agents and a closing coordinator.
Ralph believes that setting goals, writing with details on how you want to go and the views are absolutely essential for success. One of his goals is to pay $ 1 million a year in taxes. Another is to make $ 1 million a month in the company of a group of investors he works with. As a symbol of this objective, there is often bad $ 1 million to investors.
Twice a year, key personnel Ralph comes home for a day during which the storyboard area in which they work. Set goals, brainstorm and put good ideas into an "idea of ??the week" book. Employees are encouraged to write ideas in the book when they occur, even if the weather is not perfect execution. Ralph and his department heads to look through the books regularly. They are often a good idea that they had forgotten and realize it's time to implement it.
The book is also used to "educate" the new employees. "When we hire someone, we have read the book and buy into the concept," says Ralph. "If they do not want them working for us, because we want people with us who share our vision. "
Although Ralph is a marketing genius, he is not infallible, so he invites his key people to give feedback "They must be able to tell the truth to your success is sustainable," he explains. "You can not hire people to give you advice and then ignore it. "He admits that some of the comments during wound his ego, and his first reaction is often" I can not believe I said, "but after the first bite he feels what has been said and makes changes if he feels they are justified.
This situation involved changing Ralph's strict policy that the clothing business should be worn at all times. One of his managers suggested establishing a casual day to help the morale of the office. Ralph finally gave in after the acceptance of a dress code, which was comfortable and everyone was happy.
Being honest has helped Ralph commercial success, he says, "There is no shame in making a misjudgment honest, but dishonesty will hurt you in the long term. The only way to succeed is to tell people as it really is:. Here's the problem and here is the solution, and only propose solutions in their best interest, even if it means you get less money or none at all '
Ralph has set high standards for being an expert: "I make sure I know better than anyone. It starts with good people to surround myself with, to go to professional meetings and read all the time." Ralph scans of newspaper and magazine articles interest, highlights, tears and read or reread later. Is considered a "scanning speed." Recently, before being asked to foreclosure - a topic he knows well - however there was a research assistant on the latest information is less than the best simple, not Book of Ralph.
Another source of information for Ralph is his advisory board. Four times a year, met with six friends and acquaintances from different lines of work. He told them what he did and what he intends to do and give feedback. A valuable result was to convince Ralph to put a monetary value of your time to use it more wisely. It also meets twice a year with a group of agents that are throughout the year a $ 1 million or more in commission to discuss the same problems.
Because he only sleeps three or four hours a night Ralph has learned the "power-sleep". He closes his eyes for 15-20 minutes, the display of any situation and problems involved in his brain works and ideas, like going to high school soccer and throw business cards into the air for the first time, the crowd jumping from their home. "I do not have a day of brainstorming, I'm brainstorming life," he says.
Edited by Tony Buzan and Richard Israel, Sales Genius (2000), p. 3-9.
Pictures/SnapShot :
Ralph Roberts is able to sell 600 homes a year in 1995, Time Magazine named him "Top Realtor America." Ralph is so good that real estate agents across the country pay for the opportunity to "shadow" him, so they can learn the methods it uses.
Born in 1956, he obtained a job as a teenager cutting lawn of a neighbor for $ 10 per hour, while all the children cover neighbors were charging $ 5-because he has convinced his neighbor, he would a better job. As a recent high school graduate in 1975, took Warren, Michigan dynamo $ 900 and invested in a house with three bedrooms. "I lived at a time."
Over the next 15 years, Ralph lived in 23 houses, each selling at a profit and move to the next opportunity. Although Ralph seems to be born with skills to sell, is not born knowing how to be successful. He claims that he was the class clown in school and could have been voted "no chance of success." In fact, he failed in several business ventures before he discovered his gift for selling real estate. Despite the anguish they have caused, Ralph says he is grateful for the failures that preceded his success, as each one has taught him valuable experience, which brought him closer to realizing his dream.
"To succeed, you must surround yourself with successful people," said Ralph, who runs his real estate business with the help of a secretary, two registration officers, purchase of two agents and a closing coordinator.
Ralph believes that setting goals, writing with details on how you want to go and the views are absolutely essential for success. One of his goals is to pay $ 1 million a year in taxes. Another is to make $ 1 million a month in the company of a group of investors he works with. As a symbol of this objective, there is often bad $ 1 million to investors.
Twice a year, key personnel Ralph comes home for a day during which the storyboard area in which they work. Set goals, brainstorm and put good ideas into an "idea of ??the week" book. Employees are encouraged to write ideas in the book when they occur, even if the weather is not perfect execution. Ralph and his department heads to look through the books regularly. They are often a good idea that they had forgotten and realize it's time to implement it.
The book is also used to "educate" the new employees. "When we hire someone, we have read the book and buy into the concept," says Ralph. "If they do not want them working for us, because we want people with us who share our vision. "
Although Ralph is a marketing genius, he is not infallible, so he invites his key people to give feedback "They must be able to tell the truth to your success is sustainable," he explains. "You can not hire people to give you advice and then ignore it. "He admits that some of the comments during wound his ego, and his first reaction is often" I can not believe I said, "but after the first bite he feels what has been said and makes changes if he feels they are justified.
This situation involved changing Ralph's strict policy that the clothing business should be worn at all times. One of his managers suggested establishing a casual day to help the morale of the office. Ralph finally gave in after the acceptance of a dress code, which was comfortable and everyone was happy.
Being honest has helped Ralph commercial success, he says, "There is no shame in making a misjudgment honest, but dishonesty will hurt you in the long term. The only way to succeed is to tell people as it really is:. Here's the problem and here is the solution, and only propose solutions in their best interest, even if it means you get less money or none at all '
Ralph has set high standards for being an expert: "I make sure I know better than anyone. It starts with good people to surround myself with, to go to professional meetings and read all the time." Ralph scans of newspaper and magazine articles interest, highlights, tears and read or reread later. Is considered a "scanning speed." Recently, before being asked to foreclosure - a topic he knows well - however there was a research assistant on the latest information is less than the best simple, not Book of Ralph.
Another source of information for Ralph is his advisory board. Four times a year, met with six friends and acquaintances from different lines of work. He told them what he did and what he intends to do and give feedback. A valuable result was to convince Ralph to put a monetary value of your time to use it more wisely. It also meets twice a year with a group of agents that are throughout the year a $ 1 million or more in commission to discuss the same problems.
Because he only sleeps three or four hours a night Ralph has learned the "power-sleep". He closes his eyes for 15-20 minutes, the display of any situation and problems involved in his brain works and ideas, like going to high school soccer and throw business cards into the air for the first time, the crowd jumping from their home. "I do not have a day of brainstorming, I'm brainstorming life," he says.
Edited by Tony Buzan and Richard Israel, Sales Genius (2000), p. 3-9.
Pictures/SnapShot :
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