I received a copy of a message from our client Bill Gross to his boss, Neil Schwartz at Century 21 Masters. It was interesting because Bill is a fanatical prospector and recruiter for Neil’s company, and on top of that he is a great salesperson because he asks a lot of questions and listens intently to all the answers. So … here's what Bill wrote to his boss!
“Last year I did an in-depth recruiting interview with over 119 Real Estate salespeople, and I spoke with 3,426 total throughout the year, mostly on the phone, regarding their business. Part of my script is to ask them about their personal production, their business goals, and what they are doing that is working for them. I have not spoken to a single agent that told me they used Coaching from Brian Buffini or Tom Ferry or any other company where they could see a direct increase in their business. Most agents liked these types of programs, but not one agent told me their business increased as a result. Because I’ve heard that so often, I’ve shared it with agents as I talked about coming to work for our Mike Ferry-trained Company. It should be noted that even their company training has rarely increased their results. I’ve personally spoken to hundreds of agents that, because of the Mike Ferry training, had an immediate and measurable increase in production. That’s why I go to Mike Ferry events all the time and I do exactly what my Broker Neil instructs me to do.”
Now this, of course, is going to make somebody mad, but as I’ve said for many, many years … we always have choices and one of the choices is, “Do I want to be involved in an organization where I feel good or do I want to be involved in an organization where I can produce at a higher level?”
As most of you are aware, I don’t always make people feel good … we just help them become a lot more productive.
CEO - The Mike Ferry Organization