"Vincent, I am a just starting as a new broker, what advice could you give me?"
Years before Steven Spielberg made E.T., his dad told him: "Steven, in life you have to work your way up and one day you will be in the director’s chair." But the wise Spielberg ignored his father’s advice. He said: “The first film I do, I will be the director.” He never worked as an intern or brought anyone coffee. Instead of building his way up through the corporate ladder, he made amateur films (even charged some of his friends 25 cents to watch them). And when the time was right, Steven was the director on the first professional film he ever worked on.
In other words, he started from the top and built his way up!
Unfortunately, we don’t all have the same confidence as Steven Spielberg. So what to do when doubtful?
I wanted to share with you a post I wrote a year and a half ago. I decided to share it because I thought it would teach you a valuable lesson in sales and help you become a better boat broker.
"I am not good enough!"
I've sold millions worth of products and services
I've been an international athlete
I've held a 400-pound anaconda around my neck
I've sold services to 4 fortune 100 companies
I've graduated 1 Master and 2 bachelors
I've crossed the ocean on a sailboat
I’ve read over 500 books
But there are some days...
I feel that I am not capable
I feel that I don't know enough
I feel that I am not good enough
More than 70% of the population experiences the Impostor Syndrome. Whoever we are, whatever we do, we will always have something holding us back. Don't be so hard on yourself. Try to treat yourself the same way that you would talk to your best friend. Encourage yourself, praise yourself, love yourself. Remember that a winner is just a loser that tried one more time. Never give up, enjoy the journey and don't focus on your limited beliefs but believe in yourself without limits."
It is not easy to share our weakness' with our friends, audience or acquaintances.
I decided to do it today for 2 reasons:
- I hope that it will help me build a better connection with my audience by being authentic
- Because I thought that it would be a great sales lesson to help you become a better boat broker
Authenticity and vulnerability are 2 of the most important traits of character in life and business. They will help you demonstrate immediate trust and integrity and as a result, guide you to personal and professional success.
The more I study successful people, the more I realize that they often leverage authenticity and vulnerability to build bonds with their audience, bring more value and increase their impact and wealth.
I watch a lot of TED talks and I noticed a common trait amongst speakers who get standing ovations: they share their emotions and are vulnerable.
A few weeks ago I interviewed a friend who I admire a lot. He started his boating company at an early age and sold over 100 yachts from home! I asked him for the best advice he would give to a young professional to become a better boat broker.
"Learn and understand what you are talking about. If you don’t know, say: “I don’t know, but I’ll find out”. Find out and follow up. Not BS-ing people and being honest with people has given me a reputation that has been a major asset. If being honest costs you a sale so be it. A good reputation will more than make up for it later."
It is always difficult for a salesperson or company owner to tell a client that they don’t know in response to a question about their own products… But let’s face it, your consumers today have access to so much information that they will sometimes be more knowledgeable than you on the spot about your own products or a particular model. You know that they already don’t like being sold so if they feel they are being lied too, you are out of the game.
Have you ever come across the old Avis Rent a car ads? They show that it is ok not to be perfect or number one.
Avis understood that vulnerability is power and not a weakness. And as a result, those campaigns created more trust, bonds, and connections with their prospects.
Here is another more recent example:
Online used car sales have been exploding for the last 2-3 years. A new startup called Carvana recently raised $300 million to become one of the most successful online places to buy used vehicles. I checked their website out and realized that they were using vulnerability as one of the main techniques to gain trust and interest from potential clients.
You can read the following headline on their home page: "Our cars aren’t perfect & neither are we."
Check the ad below, they make sure to showcase the scratches on every vehicle.
They also push it further by promoting their worst reviews[:
So what can you do today to increase the connection with your audience and be more vulnerable?
Revealing your flaws or weaknesses will give prospects and clients a better image of yourself, increase your trustworthiness and help you become a better boat broker.
Share your comments below and let me know what topics you would like me to cover in one of our next articles.