success tips: Is Your Prospect Qualified?
- 11/23/10 11:31 PM
Yesterday we talked about making prospecting the life blood or your business…as promised today I want to help you to understand the importance of qualifying prospects.
You should always be searching for ways to better leverage your time: · Treat Prospect Qualifying as your most valuable Time Management Tool. · Use it to avoid wasting time on those who are not qualified to say yes
Take an organized approach to Prospect Qualifying: Get a system to ensure that you will never… · Lose or forget about valuable leads · Be late for promised follow-up · Procrastinate
There are three areas of focus which most likely needs attention: 1) Consistency – Your daily job as a REALTOR is to search for good quality leads, to build relationships, and to coach those relationships to think of you as their REALTOR for life and refer business to you. A steady supply of qualified prospects will enable you to avoid slumps and plateaus, eliminate call reluctance and procrastination, and keep your … (2 comments)
success tips: For Better Or Worse
- 11/22/10 12:18 AM
This line, taken from the Christian wedding vows used by many today, could also be used when thinking about your business and your life in general. Here's an exercise that may give you some interesting insights (make a list for each of these questions): 1. Times when you have been the happiest. 2. Times when you've been unhappy. 3. Times when you have felt the most successful. 4. Times when you have been the least productive. Once you have your list made, look at questions 1 & 3...what do these answers have in common? Were they … (9 comments)
success tips: Can Coaching Make a Difference?
- 11/20/10 07:49 AM
As I watch the final seconds of the NC State -UNC game I have seen how good and bad coaching has made a difference in this game...with a 4 point lead and 27 seconds left on the clock NC State coaches make good calls and they win the game... Do you have someone helping you call your business "plays"? I'm not suggesting you go out and hire a coach today, but having someone from the outside look into your business can make a world of difference in the end result. Like the game today...NCSU came from behind early on and good … (1 comments)
success tips: What Is Your Game Plan for Next Year?
- 11/18/10 11:00 PM
What’s Your Game Plan for 2011? Are you gearing up for next year? As we approach year end you should be thinking about your business plans for the next 12 months. Are you positioned to carry yourself into the “new normal” of real estate”?
As 2010 winds to a close, it is time to strategize your business plan for 2011, this is also a great time to evaluate what has worked for you this year and what changes are needed for next year. If you want to stay on top of your profession you need to adopt positive habits and … (4 comments)
success tips: The Truth About Today’s Real Estate Market…That No One’s Talking About
- 11/17/10 11:48 PM
It is easy to understand why a client might lack confidence in buying or selling property in today’s economic downturn…especially if you turn on the local news channel or open a magazine! Listening to only the bad news can make us become fearful of what lies ahead... what we have to keep reminding ourselves is that the media likes to be dramatic and it “selectively” reports on the sensational to pull in an audience to attract advertisers…
FACT: Approximately 30% of all U.S. homes are free and clear and do not have a mortgage (Source: Mortgage Bankers Association) During … (6 comments)
success tips: Create Clients For Life Through Better Communication
- 11/16/10 11:44 PM
Contrary to popular belief...no one is born a "natural" for the real estate industry. Everyone has to perfect their own natural way of relating to others in the business world. The way we communicate and our interpersonal skills will determine how your clients perceive you. This becomes very important when building a relationship built on trust... Everyone has their own set of strengths and weaknesses...how successful you are depends on how well you manage both of them. Your communication style is the way we inherently give information… which consequently is the same way we receive it! There are two very … (4 comments)
The following information is provided to help keep you out of court and out of Realtor Jail…
This is a list… not in any particular order of things you should always complete or check prior to signing a listing agreement or an offer to purchase.
1. Seller Net Sheet- Always have the Seller provide this info and ask if they are current on mortgage(s) 2. Buyer Meets with Lender – In today’s credit score driven market this is a must 3. Seller Disclosures- Make certain Seller fully completes the form and Buyer fully reads the form 4. … (3 comments)
success tips: The Magical Disappreaing Prospect!
- 11/11/10 11:50 PM
Ever Had a Prospect Disappear? Nothing is worse… You've done all the right things with your prospect…You've identified their need and built a relationship…You've determined the prospect is interested in buying or selling…You've met a few times and the sales process is moving forward…You've supplied everything needed to assist them in making a final decision…And you've followed up to see if you can get that final decision.
But instead, all you're hearing is dead silence. Not a word... "what-the ????," you say … "Everything was going great, I thought we had a good relationship… Then, all of a sudden… nothing… … (4 comments)
HAPPY VETERANS DAY! Don’t forget to thank those who served…
IMMINENT- (def) implies more than speculation but less than certainty. An event is imminent if a reasonable person using common sense, training or experience concludes an event will occur unless there is opposing intervention.
The last 24 months has been a very expensive coaching seminar for most REALTORS. Most people I speak with feel as though they are on the 10 yard line with 90 yards to go. But I am here to say we are at 10 and goal. We have faced many challenges over the … (3 comments)
success tips: From NAR Convention
- 11/05/10 04:29 AM
I am here in New Orleans for the NAR convention...for those of you here, it is a blast of energy! I just came from the economic update with Lawrence Yun and the info provided was incredible... Go to this website for an "at home" version of the conference. http://www.narconferencelive.com/. For more info also check out http://www.realtor.org/research Hope to see some rainers out and about today! Eddie Brown www.ICU-Coaching.com … (2 comments)
success tips: Solving Accountability Problems
- 11/03/10 01:30 AM
Accountability problems: Check List: 1. Recheck motivation 2. Go back and revisit goals 3. Discover a new unique personal motivating factor
When an agent says they aren't prospecting: I have them make one call or write one hand written note and then have them come right back, discuss how it went and role play if necessary. Then I have them do it again and then discuss. I force their hand to prospect until they become more comfortable.
I try to tell them a personal motivation story of something that happened to me which I thought I couldn’t do, but after I tried it I … (0 comments)
success tips: Check Your Attitude At The Door Please!
- 11/01/10 04:36 AM
For those of you who know me, you know one of my passions is going to the gym early morning to get my day started on a positive note. I currently belong to Planet Fitness here in Raleigh who's motto is "The Judgment Free Zone®"...Their philosophy is to provide a extremely low cost gym where the members can relax, get in shape, and have fun without being subjected to the hard-core, look-at-me attitude which exists in many gyms. They also have what is called a "Lunk Alarm" where if someone is dropping weights or "grunting" they sound a very loud siren, which quite frankly will … (4 comments)
I recently read a book by Sam Parker Titled “212°The Extra Degree”…the basic concept is simple: At 211°water is just hot…at 212°, it boils. With boiling water comes steam and with steam you can power a locomotive.
It’s just that one extra degree that makes the difference in be just hot and creating energy.
It’s also that one extra degree in business and in life that separates the good from the great!
There are many books which I have read where I retained a few things which have stuck with me through … (6 comments)
success tips: Is Time Management A Skill or a Mindset?
- 10/28/10 03:47 AM
Part of the allure of being an independent contractor is to work off a floating schedule or for some...no schedule at all. I fear the assumption to many is REALTORS work when they want to work and play when they want to play….and there is no regular pattern of work time. Sounds GREAT doesn’t it? The trouble with this type of time management is it leads to low productivity and low (or no) earnings. The most successful people in any profession are usually very skilled in effective time management. Have you tried to schedule with a successful surgeon who said “just drop by … (3 comments)
success tips: Are You Investing in Your Real Estate Skill Sets?
- 10/27/10 01:32 AM
Take a hard look at your skill sets. Are you spending enough quality time improving of the ones you are weak in? Do you know where your strengths and weaknesses lie? Take this quick test. Rate your effectiveness A-E....A being very effective and E being very weak. Rate yourself in these areas. 1. Prospecting 2. Qualifying (motivation not financial) 3. Lead follow up 4. Negotiating Your Commission 5. Listing Presentation 6. CMA’s / New Listing Pricing 7. Current Listing Price Reductions 8. Negotiating Offers and Inspection Repairs How did you do? What area needs the most attention? Make the commitment to spend one hour … (4 comments)
success tips: The Abandonment of Sound Prospecting Principles
- 10/26/10 04:40 AM
Prospecting is one most misunderstood concepts in our industry. I am always seeing ads trying to sell prospecting-free systems claiming “you will never have to prospect again if you use my system”... And secretly, deep inside REALTORS don’t want or like to prospect... I believe this because we readily purchase the latest” too good to be true” NO-Prospecting Gimmick. Our industries readiness to buy into the next “EASY-BUTTON” could cause an unintended side effect I call The Abandonment of Sound Prospecting Principles…As REALTORS, if we buy into the myth of a prospecting-free sales system and we fail to learn sound prospecting … (6 comments)
success tips: Five Prospecting/Marketing Mistakes You Don’t Want to Make
- 10/25/10 01:01 AM
In Real Estate prospecting is the foundation of any successful business plan…It is really very simple, if you don’t prospect for new business you will be out of business in short order. My most received “Got A Minute?” coaching session is from agents who are asking… “why is everyone else writing transactions on the board and I’m not?” Here are five mistakes I see REALTORS making when marketing and prospecting.
1) Failure to Look Long Term: In forming your business plan you need to look beyond next week, or even next month. Most buyers and sellers start poking around … (41 comments)
There are a few times in my life where I can say I was absolutely scared stiff…but I think one of the most memorable was as a young Marine standing on the tailgate exit of a C-130 looking down to the ground below…reciting in my head…"Proper exit, check body position, and count"…. eyes open, chin on chest…elbows tight into the sides…..when the jumpmasters hand tapped my shoulder…it was time to go… the first 5 seconds is terrifying, the C-130’s engine drone immediately disappears and is replaced … (2 comments)
success tips: Five Tips To Increase Your Production in 2011
- 10/21/10 01:22 AM
One lesson I've learned in helping brokers and real estate professionals in my career as a coach and manager is this: To have a better future, you have to learn from the past.
In short, history is a marvelous teacher. "Those who cannot remember the past are condemned to repeat it."
And today, those words ring with just as much resonance as they ever have. And those in real estate who heed those words are taking the steps toward a better future. 2011 is upon us…it is time to start your business planning now for a … (7 comments)
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