Sales Octane #68

The Maverick Rule of Sacrifice is that you have to give up something in order to get something!

This is very easy.  If you want to be success in your business today, give something up. The question always comes back to me is what is "something"?

In a small business there are usually 3 things:

•1.      Target market - Please tell me who wrote that you have to be all things to all people.  Where is it written that you have to appeal to everyone?  There seems to be a belief in the business today that a wider net catches more customers.  Focus you energy on your target.  Use a laser not a flashlight.  Be a specialist.  Victoria's Secret - Sexy Undergarments, Duracell - Batteries, and Foot Locker - Athletic Shoes.

•2.      Change - Please tell me why you have to change your strategy every quarter.  Where is it written that you have to follow the twist and turns of the market?  If you try, you will surely run off the road.  Maintain a consistent or narrow position.  A great example of this is Southwest Airlines.  "You are now free to move across the country."  They have a narrow focus.  No frills and non-stops!  They keep their focus narrow.

•3.     Product - Please tell me why you have to sell more stuff, if you have more stuff or the more you have to sell, the more you will sell.  Where is this written in the universal sales manual?  A full line of products is a time killer and a luxury for failure.  You will need to reduce your product to be successful.  Which retailers are in trouble today?  Department stores.  And department stores sell everything.  If you have stock, better sell!

Let's bring this back into the Real Estate equation. 

Give up your extended market and find a niche you are confident to serve, don't try and make every move the market makes, and only take on what you can best serve. 

Good things and times will come to businesses that sacrifice.

Maverick Rules!