The average annual household income in the United States is $56,516. For the top 5 percent of households, it’s $159,619 and for the 1 percenters, it’s $380,354.
Wouldn’t it be nice if all your team members aspired to be 5 percenters or better? We call them High Fivers, and we have a system to help them get there.
How do you build a High-Five Culture? Simple. Work with people who have big dreams and coach them to success. Here are our observations of the top 9 attributes and activities of these top agents:
Mindset. Players versus Victims. Look for people with a growth mindset who believe they can figure this business out and be successful if they work hard enough.
Hungry. Success takes effort. Find people who hunger to succeed and have the work ethic to get there. What is their motivation? What is there why?
Character. Work with likable people who tell the truth and do what they say. These character attributes are the keys for them to be a trusted advisor rather than just a salesperson.
Empathy. Having the social skills to pick up on the subtle nuances and the feelings of another was the key attribute of the top 10 percent of sales associates, according to a study by Franklin-Covey.
Flow. Flow fixes everything. We are in a contact sport. High Fivers are in flow (face-to-face or voice-to-voice) with at least 50 people a week. For some of them, it’s 50 a day! They use technology, but they don’t spend a lot of time looking at screens.
Database. What holds an associate back from flow? Fear of making calls? It could be, but here’s another common factor: they don’t have a good database. They can’t make the calls or send the mailings, because they don’t have phone numbers and email addresses. Help them put together a database.
Value Proposition. High Fivers know how to create value by solving problems and making their prospects feel good. They are constantly solving and serving versus selling. They bring real value to their prospects and know how to articulate their value proposition.
Focus. In 7 Habits of Highly Effective People, Dr. Stephen Covey talks about living in our three circles. Circle One is our circle of concern—everything from politics to celebrities to football scores. Circle Two is our circle of influence—clients, friends, kids, business. Circle Three is our circle of control—our mindset, behavior and daily activities.
High Fivers focus on their circles of control and influence. The 95 percenters tend to focus on their Circle of Concern and live their lives worrying about everything over which they have no control. This is also the focus of the victim. Players focus on their circles of control and influence.
Reference Group. Harvard Professor Dr. David McClelland found that “80 percent of a person’s success can be attributed to their reference group (peers, role models, mentors).” His research supports the adage “Birds of a feather flock together.” What kind of a flock are you creating in your business? Are you focusing on High Fivers?
Focus on these above attributes and activities of High Fivers, and you will build a High Five business. Just as importantly, you’ll build a High-Five Culture.
Remember what management scientist Peter Drucker once said, “Culture eats strategy for lunch.”
Larry Kendall is a founding partners of The Group, Inc., a real estate company with two hundred sales associates and six offices in Northern Colorado. He is the creator of Ninja Selling, a sales training system with over 50,000 graduates in the US, Canada, and Spain. His new book, Ninja Selling, is available on Amazon.