by Matthew Ferry
I know it sounds crazy, but sales slumps are great for business!
Let me qualify that…
If you have a ‘Top Agent Mindset’, sales slumps are great for business. For most agents they can be terrifying and financially devastating.
Top Agents seem to have a resilience that appears to make them less susceptible to sales slumps. But it’s not what they do, it’s how they think that makes them resilient.
In this article I will show you that they are just as susceptible to sales slumps as any other agent. I will also reveal their secret that makes their sales slumps valuable. Sounds crazy, right?
Let’s jump in!
If you are in a slump, this is going to help you get out fast!
The Power of Recontextualization
Top Agents realize that mindset is the one change that changes everything. In other words, looking at something differently changes your approach to it. In my Mindset Methodology I call this Recontextualization.
It’s the ability to consciously change or shift your context…the words you use to describe your situation. Nothing is anything until you label it. The way that you label , or how you describe something, determines your relationship to it. Labels can implicitly reveal how you feel, how you react, your mood, and/or your expectations.
You can’t change the way things are, but you can change your relationship to it with your words. How you describe things to yourself creates your perception or the reality you experience.
The Top Agent Mindset dictates, “If you are going to label things, you might as well label them in a way that empowers you.”
Top Agents experience sales slumps just like anyone else. They have down months, down quarters and even down years. The factor that makes the difference is the way they relate to the slump. While most agents panic or go into a mild depression, Top Agents work to create this empowering context.
Start with this question: How do you learn?
Think about it. You learn by making mistakes. Failure is learning. The Top Agent sees breakdown, slow periods, drama, distractions, disasters as opportunities to learn, grow and strengthen their business against future stressors.
How do you learn from your mistakes? Self reflection. Rather than allowing yourself to get pulled into the blame game, say to yourself, “What can I learn from this? What triggered this slow down or stumbling block? Where do I need to grow to make sure this doesn’t happen again?”
The Top Agent Embraces The Slump As An Opportunity
Consider this radical thought: You need the slump to grow. If you develop the habit of self reflection with a commitment to learn from your mistakes, then breaking down is just the beginning of breakthrough.
Sales dry up, and you get excited that something good is about to happen. You move into a state of self reflection and start asking questions. You explore, you discover, and you grow. You look at what isn’t working, seeing what you can improve and then making plans to improve it.
Success is a series of breakdowns, mistakes and failures that you learned from and improved because of. Failure, therefore, is more important than succeeding. When you are succeeding, you aren’t learning. You are riding the wave of what you already learned.
Napoleon Hill said it like this, “There is a seed of equivalent benefit in every adversity.”
Get excited about being in a slump. There is an equal benefit coming your way if you are willing to put it in the right context.
When you are in a slump, you are learning. You are having realizations about yourself, the market, and your business.You automatically start seeking to make your sales systems more stable and market proof.
In fact, you’re growing from the discomfort. It’s making you stronger as a person, as an agent, and as a business person. In fact…
“Every set back is a set up for a comeback.”
Look at your sales slump with this filter and you will be empowered to learn, grow, and accelerate in your business.
★ Top Agent Mindset – The shortcut to making over $250k a year in commissions.