Competence Doesn’t Just Happen!

Updates from Cox Partners Estate Agents

Let me introduce you to Joan Carter, who retired last year, ending a successful twenty-four-year career in real estate sales. I first met Joan in Brisbane when she was just getting started in the industry.

Before real estate, Joan was a schoolteacher. Throughout her career, she was often in the Top Ten Salespeople in Australasia. She was part of a pool of impressive professionals (which includes several of the Cox Partners team) whose results far exceed typical industry averages.

Throughout Joan’s career, she set a standard to which many people would never have the courage to aspire. She was a shining example of everything a real estate salesperson should be – a person of character who’d never lie or stretch the truth to make a sale. She was a winner who wrote high figures consistently from the beginning to the end of her career. Joan was no ‘one-hit wonder’.

In the past I’ve heard salespeople say things like, “I’ve been in real estate for thirty years” as though it’s supposed to mean something. What does it matter if you’ve been in real estate that long if your results are poor?

These people will say, “I don’t need to prospect – I get plenty of referrals”. But they have seldom nurtured their networks and the truth is they don’t get that many referrals.

Competence doesn’t just happen. Time in the industry is no guarantee of competence or high results. Nor is it a guarantee that you have joined the ranks of true professionals.

True success is about sustained excellence – that’s real longevity. This sums up Joan Carter, who enjoyed a long career with high results and happy clients.

If you were to ask Joan the secret of her longevity and success, she would tell you that it is a product of consistent training, dedicated practice and large amounts of competent action. Joan was never too busy to attend training and study.

The reward for competence is high levels of client satisfaction, trust, and a high income.
If you aspire to being part of a culture of high-performing sales people please call me, Malcolm Cox, or Michelle Hickmott on (06) 835-4321 for a confidential conversation and a copy of our Career in Real Estate booklet.

Competence doesn’t just happen – you work at it every day.