Understanding Human Behavior

In his presentation, Dr. Hill will share with you his model – you will find it interesting and informative. The beauty of it is that it not only works in sales but in all walks of life – in relationships, in leadership and on and on.

Understanding Human Behavior

Presentation: On January 21, 1986 and at the age of 50, my wife Betty and I made the decision to risk everything we had financially to move to Georgia and to see if I could sell RE/MAX real estate franchises. I had never had a real estate license. My entire professional career had been in education – teaching and administration. I was told that RE/MAX provided no training of any kind – not in sales and especially not in franchise sales. So in February I created my personal sales model, based on “brain wiring and self-esteem.” I left the University of Missouri-Columbia on Friday March 7, 1986 and started selling Monday morning March 10th in Augusta, GA. The owner of RE/MAX Georgia would not let me sell in Atlanta so I was left with the smaller towns.

After starting I was told that about 90% of those who tried to sell franchises fail and those that succeed sell about one per quarter. My goal was to sell enough franchises and see if RE/MAX International would let me be 50% owner of a RE/MAX region. My sales model worked wonders – I sold 20 franchises in 8 months and in September we purchased the Kentucky/Tennessee region (I was only permitted to have 49%). I then sold 10 franchises in the last quarter of 1986 which made it possible to purchase the Southwest Ohio region in February, 1987 and the Alabama/Mississippi/Louisiana (Dixie Region) region in August 1987. In 1990 my partner and I traded stock and cash so Betty and I could own 100% of the Dixie Region. We moved to Jackson, MS in July 1990.

It was an incredible ride, mostly because I was so successful in selling franchises in 1986. I give credit to a lot of things – timing – great product and my work ethic but the “212″ degree difference was my unique sales model. I based it on what I call “Understanding Human Behavior” –”brain wiring” and “self-concept.”

In my presentation, I will share with you this model – I think you will find it interesting and informative. The beauty of it is that it not only works in sales but in all walks of life – in relationships, in leadership and on and on.

Tom