I was talking to a real estate agent the other day about the importance of disqualifying leads, and he told me an interesting story about their office's top producer. He was talking to her one day and asking her what she did that made her so successful. She said her secret could be summed up with one word. When he asked what it was she said:

NEXT.

The moment I heard him tell me that I was in total agreement. I told him that was what I was trying to teach him with my disqualifying method. The majority of people you speak with, I told him, are never going to be a deal. The problem 80% of sales reps make is they spend time with them anyway, sending information, making multiple appointments, and begging and chasing the deal.

The Top 20%? Their attitude is -- NEXT. And that's when he said something interesting. He said he was afraid to let go because he didn't want to chance losing a sale.

"If you don't know after fully qualifying and listening to your prospect what it's going to take to get the sale, and who isn't a real buyer, then you've got problems -- big problems." I told him.

"I guess I kind of know but you can never be sure" he said.

I'm here to tell you that it's that attitude that separates 80% of sales reps from the Top 20%! The Top 20% know when to say, and aren't afraid of saying, NEXT.

Believe me, there's a huge difference between being afraid, and confidently being able to say NEXT!