It takes a dedicated salesperson to take a problem and make it into an asset. Here's an example:
A salesman was demonstrating unbreakable refrigerators in a department store.
He was impressing the people who stopped by to look by pulling out one of the glass shelves, placing it on the floor and standing on it to demonstrate how unbreakable it was.
Finally, to impress even the skeptics in the crowd, he jumped on it and it shattered with a loud crack.
Without missing a beat, he held some of the pieces of the unbreakable glass shelf sideways for everyone to see the broken edges and said, “And this, ladies and gentlemen, is what an unbreakable shelf looks like on the inside.”
As far out as this joke may be, I had a friend who sold refrigerators and actually did pull out the shelves and jump on them, although they never broke. He nearly always made the sale, also.
He was a great salesman. When I started working with computers, he got a job in a computer store and despite not being able to do anything, but play games on the machines, he sold them like hotcakes. He was a lot of fun to watch, because he would simply overwhelm people with friendliness. He'd start out facing them and then gradually work around to stand by their side all the while imitating their body language. When he'd gotten a suitable response, he'd start to change his body language and they would usually follow along. He could get someone who had their arms crossed skeptically and defensively to open up and be receptive in just a minute or two of interaction. Apparently his ability was all natural, since I know that he never had any formal sales training.
The one thing that he did was always go for the close. He'd use several trial closes to flush out their objections and then either meet the objections factually or, more often, work around them emotionally in some fashion. People were always satisfied with their purchases, despite the considerable pressure he placed on them.
I learned a lot from him, even though I didn't press people nearly as hard. That's not the way that I prefer to work. Perhaps I should have overcome my personal objections to that approach and copied him more closely, but I chose to incorporate some of the things he did, but not all.
All things considered, he would have made a good Realtor, but, as far as I know, he stayed in the computer field. I'm actually glad that I don't have to compete with him in our local market. It just seems like some people are naturally gifted in their abilities. Those of us who are a little slower or less talented should use them as role models, if we want to get better at our work.
There's always someone in every line of work who is succeeding. That person will be making more money than anyone else, no matter the state of the market or economy. It may not be the same person who did well last year or in a different economy, but there is always someone who stands out. Find out who this person is and study what they're doing. I'll guarantee you that the things they do can be done by other people. You can emulate that successful person and model your working habits after them. Once you understand what they're doing and why it is successful, you can put your own imprint on the work and begin to do the things they do in a way which is unique to you. You don't have to slavishly imitate them exactly.
Start looking around for that person who is successful in your market. Use your local Board's statistics. Do research on the MLS to see who has the most listings. Right now, it's probably someone who deals with REOs. If that's not to your taste, find the person who has the most non-distressed listings and study them.
People usually resist making this kind of change, because they're comfortable in the way they work. If you don't like change, remember this. The only time there is no change in this world is when you're dead. Your motto should be, "I want as much change as possible!"
Opportunity is simply another form of change, or to rephrase it, change equals opportunity. The quicker and better you can understand and adapt to it, the more successful you'll be.