Realtors Persevere! Part 2
On page 134 of Success As A Real Estate Agent For Dummies, it says, “92% of sales people bail out after four attempts to get the sale. That means that only 8% of all sales people continue after the fourth rejection.” If you haven’t lived in real estate thru the highs and lows of the last 40 years, you have a limited perspective. This business is cyclical. Real estate was still selling rather well when interest rates were 12% and higher, and money from banks was in short supply as it is today. The reality of today is that you have to work to get your listings and your buyers, and to get the deals to closing. It is not the heyday of the last ten years where everyone came to you, the banks gave loans to all, and paperwork was a breeze. It is still doable! You just have to use your talents and skills a bit more. Meet more people, be interesting, talk! And always at the end, drop a short sales sentence about your availability and expertise and willingness.
Prospect at least 2 to 3 hours a day, five days a week. There are different ways to prospect. There are the old school ways: knocking on doors, cold calling and the US mail. There are more modern ways: e-mail, Facebook, Twitter, MySpace. You don’t have to do all ways, but find a way that works for you, and do it, and do it diligently!
Buy and read books and blogs about sales and real estate success. The Steve Morris book Born To Be Exceptional. This is one of the best training manuals I have seen out in the public, and he lays out a beautiful full real estate sales and marketing plan that any realtor can follow. Exit Realty is a great company with some innovative ideas about companies, employees, marketing and real estate. Check out your local Exit franchise…that might be a team you want to work for.
Get a business mentor. Find an older, more experienced realtor to learn from. That may be your broker, your parent who has been in real estate for years, or a friend. Just find someone that you can learn from and talk to about the technical issues, the realities, and the day to day boring stuff of being a realtor.
The name of the game is to persevere. You can do this job, and do it well! Go!