Page 100 - Social Media Marketing

Assembly Line Selling 81

performing her diagnostic tests, she concluded that I did, indeed,
haveADHD.

Even with this "disability," I've created really great systems. In
fact, my company now runs on the systems that my team and I
developed. Probably half the volume we do comes from having the
right systems in place.

Of all the reasons salespeople come to Detroit to shadow me, I'd
say the main one is that they want to understand my systems. How,
they wonder, were we ever able to track more than 500 transactions
a year?

The answer is simple: systems. Let's take an example. A home-
owner calls my office because she needs to sell her house. Instead of
just taking her number, my assistants immediately do five things:

1. Add or update the person's contact information in our
database.

2. Schedule an appointment.
3. Log the appointment into my calendar.
4. Send out our company brochure.
5. Gather all the forms I will need.

An assistant will confirm the appointment a few hours in ad-
vance, so I don't go on any dry calls. When I get back to the office
with the listing-and I almost always get the listing-another assis-
tant takes the forms and starts the ball rolling on everything else:

• Posting the listing on our computer
• Advertising the listing
• Photographing the home

All these steps happen automatically. We've created the systems and
hired and trained the staff to make them happen.

Systems don't remain static. We are constantly tweaking and
improving them so they make things easier for our staff and more
effective for our clients.