MOTIVATIONAL SPEAKER, AUTHOR & SUCCESS COACH

February 2025 Good News Enthusiasm wins the sale!

Enthusiasm wins the sale

 

 

 

In the sales and service industry, three traits are crucial for your success: enthusiasm, passion, and self-confidence. When you are genuinely enthusiastic about your product or service, it doesn’t just boost your own performance. It also makes a positive impression on your customers, building trust and increasing the likelihood of making a sale.

 

If I had to identify one trait that has propelled my success throughout my career, it would have to be enthusiasm. Self-confidence and passion were also important, but my enthusiasm and excitement for being in the real estate business has always motivated people to refer me whenever they possibly could.

 

Why is it so important to be enthusiastic and passionate about your career?  Because it propels you to go above and beyond your job description. When customers see that you truly believe in your product or service, they will know that you are able to help them.

 

Enthusiasm, passion, and self-confidence enhance your ability to connect with potential customers. When you deploy all three of these traits, your words and actions leave a lasting impression. Forming an emotional connection can motivate people to choose you over your competitors.

 

As Mark Hunter, a renowned sales expert, points out, “When we’re passionate about helping others, how can we not be passionate about sales?” He believes that passion is the cornerstone of sales, enabling professionals to help customers envision and achieve things that they didn’t realize were possible.

 

In a sales or service career, self-confidence is more than just a positive trait. It is absolutely essential. Self-confidence signals competence, making your clients believe in your capacity to help them.

 

A confident attitude will also help you address objections and setbacks with poise, turning potential negative outcomes into opportunities.

 

On the flip side, low self-confidence can keep you from reaching your true potential. Tony Robbins, a leading authority on personal development, states, “You can know everything about your product and possess significant experience in the field, but if potential buyers don’t perceive you as confident, you’ll never succeed.”

 

To harness the benefits of enthusiasm, passion, and self-confidence, you will need to deepen your product knowledge. When you thoroughly understand your product or service, you can speak with conviction. I am constantly preaching to my associates that knowledge is power. I can’t begin to tell you how many times somebody has asked me a question that I could not answer, and instead of telling them, “I think so” or “I assume so,” I would respond with this statement: “I do not know the answer to your question, but I’ll track down the information and get back to you ASAP.” I always kept my promise, and they felt confident that they could trust me.

 

Enthusiastic people pursue ongoing self-improvement. We engage in regular training and stay updated with industry trends to bolster our self-assurance. I believe in identifying characteristics in ourselves that we need to improve on and then trying to get better every day. Even after being in business for 42 years, I am still trying to learn something new every day and I am continually striving for self-improvement.

 

Enthusiastic people celebrate small wins along with the epic ones. Recognizing and rewarding your achievements can reinforce your passion for your work. Pay attention to the small things that you do well, and feel grateful that you have the skill set to accomplish whatever you set out to do. Gratitude is everything!

 

Enthusiastic people maintain a positive mindset ALWAYS, and we surround ourselves with supportive colleagues and mentors who encourage and inspire us. As I have said over and over, “We are the average of the five people that we spend the most time with.”

 

When you strengthen your enthusiasm, passion, and self-confidence, you will not only enhance your own performance but also create a better experience for your customers.

 

Remember that your enthusiasm and belief in yourself are contagious. Let these traits be the catalyst that drives your success in sales and service. Enthusiasm has worked for me throughout my career, and I know it will work for you.

 

Enthusiasm wins the sale.

 

 

What People in the Audience are Saying…

With Van's passion, humor and experience you can be assured of one thing- your audience is going to get fired-up, built-up, and fully charged –up. As an entrepreneur at the top of his game Van is in the unique position of being able to "talk the talk" because he has "walked the walk". Over the years he has been a great inspiration to me and my staff. Van is a speaker with charisma, humility and impact and he's a difference maker in the lives of the people he touches…"

—George Akers // President, First Mortgage Corp.

I wanted to thank you for coming and speaking with our company today. I thought your presentation was awesome! I was really motivated and inspired by your thoughts and ideas. I will use this motivation to grow my business and my personal life.”

—Justin Pauls // Realtor, Tampa, Florida

We are delighted you will be accepting the award for Omaha’s Top 25 fastest growing companies. Congratulations on your outstanding growth and we wish you continued success.”

—Tracey Fortina // Omaha Chamber of Commerce

Thank you for running such a class act company. It is an honor and a pleasure to be associated with someone such as yourself. I know you are probably one of the most respected businessmen in the region.”

—Dustin Talacko // Realtor, Omaha, Nebraska

Congratulations on writing “Selling from the heart” and thank you for sharing a copy with me. Your class has been one of the most enjoyable classes I’ve ever taken. Your enthusiasm and passion for your work are awesome. But the most refreshing part of the class was your delightful sense of humor. Thank you again for being a fantastic teacher.”

—Linda Reismeiler // Student at Randall School of Real Estate, Omaha, Nebraska

Kudos to you, Van, for reaching a major goal. But more than that...For successfully building one of Omaha’s best companies from scratch and making it thrive even in less than ideal market conditions. You have realized the American Dream...And brought it home to many, many others. My best to you!”

—Todd Andrews, Anchor and Producer, KETV Omaha

Having you here again was such a blessing to so many! As I looked at the pictures, I could see just how interested each and every person was in what you had to say!

This has been such a gift to our agents when they need it the most. The fact that you come, you are so genuine and caring, you are so honest, you are not trying to sell anything and your passion to help each and every person believe in themselves and become the best they can be is HUGE! The timing is perfect for us all helping and caring about each other, so, thank YOU from the bottom of my heart for giving of yourself to help all of us!”

—Carolyn Summerton // First Mortgage Company of Idaho

I enjoyed your seminar and its focus. I was on the fence whether or not to attend and decided why not? I could have sat through an all day session if there was one, usually I end up at the seminars that start with a focus and quickly go astray. I found with yours time flew by too fast and it was already time to go but I wasn’t ready to go.”

—Scott Asbill, CDPE // Associate Broker, Realtor