In this week’s edition of The Tom Ferry Show, Tom interviews Bill Hart, author of White Collar Warrior: Lessons for Sales Professionals From America’s Military Elite. In the book, Hart lays out a set of tenants that real estate professionals can take from the military and apply to their business. If any of you have been watching these for a while, you’ll notice some familiar themes that Tom Ferry consistently tries to drive home.
Both in the military and sales, it is crucial to have standard operating procedures. The SEAL team who caught Bin Laden Didn’t just have a plan B. They had four plans in case the first three went sideways. Bill says, “Training in the Military is critical. Training in our world is essential.” The key is not to practice once and become great. The key to success is to practice at the level to which you want to perform and then develop standard operating procedures based on that practice.