A colleague was telling about his friend, a moderately successful real estate agent, who told his accountant that he would love to own a Jaguar sports car. The accountant scoffed at the very thought, since he was barely earning enough commissions to sustain the operating costs of his Falcon.
The agent wasn’t deterred, and went to the local Jaguar dealer for a test drive. The astute salesperson there understood the importance of performance predictors, and the agent left the dealership with a signed contract for a new Jag that same day.
The salesperson didn't apply the concept of performance predictors to the Jag sale itself, however understood that the Jag would work as a performance predictor for the agent in his role. Prospective vendors would see the agent as highly successful – and it worked.
His income doubled over the next twelve months. Within moments of seeing the agent pull up, the prospects saw what his success would mean to them - fast sales at the maximum price. After all, who doesn’t want a successful agent selling their home?
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