After reading a blog by Seth Godin about mediocrity, I instantly flashed on the video shops we conduct for the housing industry. It is disturbing how so many sales agents settle for being mediocre. Mediocre is defined as being "merely adequate" or "of only ordinary quality". It is different from being average. Being average is that you are neither good nor bad and is based on a mathematical rating. Most agents score in the 70s on our reports which we rank as average. Average agents plug along but there is nothing memorable about how they sell. Their sales conversion rates are probably not memorable either. And they certainly are not memorable to prospective buyers.
Is average or mediocre what you want in your sales centers? Neither management nor agents should settle for either. As a sales professional, nothing less than striving for excellence should be acceptable. Think about other professions. Do you want a mediocre physician holding that scalpel? Sports fans won’t settle for mediocrity on their teams. Our collective expectation is high performance from those who are paid to be at the top of their chosen profession.
Seth’s blog classifies mediocrity in 3 categories. Do you suspect you might have a comparable level of mediocrity from any of below categories in your sales teams?
• Uncaring mediocrity: As the most common form, employees have given up trying to make things better. As an example, Seth states the mechanization and industrialization of cottage industries such as hotels, restaurants and healthcare, has led to homogenization. This standardization is convenient and as a result you can travel around the world and find better than decent accommodations and safe food, all at a fair price.
However there is nothing memorable about your experience because most of the people working in these entities are treated like interchangeable cogs. They have no say at all about how things are done (or at least feel that way) and so they’ve emotionally checked out. Therefore products and services revert to the average.
• Focused mediocrity: When the organization is intentionally average. It’s the act of chasing the ordinary so that the largest possible number of people will be satisfied enough not to complain. This is usually the ‘one size fits all’ way of thinking.
• Accidental mediocrity: This is when people don’t even realize that they’re not delivering excellence. This can easily happen when management does not have a proactive process in place to guide and support their staff. While self-motivation is essential in sales, constructive support from their companies is also essential in developing and sustaining excellence.
Hopefully you can answer that none of the above applies to your agents. But if you are not sure and need to verify if you have excellence or mediocrity, then allow LeBlanc & Associates to be your eyes and ears to document what happens in your sales centers. Through our Video Profiles and comprehensive reports, we will document if your prospective buyers have a memorable experience or if they are just receiving a standardized sales presentation found in every other sales center.
We promise our level of service will never be homogenized. Connect with us. It’s easy. Call, Email, or submit an online request.
Top 10 Free & Clear Cities In America
Lending Tree put together this list by analyzing over 155 million properties in the United States.
|1.||Detroit, MI 55%.
Median Value non-mortgaged homes $236,000
Median Value mortgaged homes $303,000
|2.||Miami, FL 52%
Median Value non-mortgaged homes $236,00
Median Value mortgaged homes $303,000
|3.||Las Vegas, NV 48%
Median Value non-mortgaged homes $231,000
Median Value mortgaged homes $252,000
|4.||Brimingham, AL 46%
Median Value non-mortgaged homes $127,000
Median Value mortgaged homes $188,000
|5.||Tampa, FL 45%
Median Value non-mortgaged homes $166,000
Median Value mortgaged homes $219,000
|6.||Oklahoma City, OK 45%
Median Value non-mortgaged homes $131,000
Median Value mortgaged homes $162,000
|7.||San Diego, CA 44%
Median Value non-mortgaged homes $580,000
Median Value mortgaged homes $561,000
|8.||San Francisco, CA 43%
Median Value non-mortgaged homes $935,000
Median Value mortgaged homes $874,000
|9.||Orlando, FL 42%
Median Value non-mortgaged homes $191,000
Median Value mortgaged homes $238,000
|10.||Phoenix, AZ 42%
Median Value non-mortgaged homes $232,000
Median Value mortgaged homes $254,000