Play and Work and Play. Notice, please, that play comes both before and after work. Before you can work, you have to acclimate. No one sits at a desk and gets immediately to the chore. We click on our email, sort photos, make a phone call to a friend. It's sort of the warm up to the work. But then we work. Prospecting isn't easy, nor fun. But we do it. It's the only way to keep the pipeline full and the wood pile stocked, so we do it. And afterward, we reward ourselves. Another phone call to … (7 comments)
prospecting: Our First Repeat Client!
- 09/25/12 10:35 PM
Since Wayne first got his real estate license 5 years ago, he's pounded the pavement prospecting every day, 7 days a week, 52 weeks a year. We would sit in envy as other agents in our office would describe clients they'd had for years, often buying a home and then selling it years later and buying another home. When would we ever have repeat clients?! Five years ago, Wayne first got his real estate license. His first client was a woman we'll call Gianna, and she bought a 1 bedroom condo. First deal, smooth as silk, life is good. Last … (4 comments)
prospecting: Prospecting is like raking leaves.....
- 09/21/12 11:10 PM
Which way is less work? To rake 30 minutes every day for a month - moving small piles of leaves out of the way every day. or To rake 16 hours at the end of the month - move them all at once. Scientists of course would say that 'work' is the same - the same mass of matter being moved the same distance - but I'm pretty sure that the one day at the end of the month when you give it your all is one of the worst days of the year. Even when you try to make … (4 comments)
Building a business isn't unlike attending summer camp, at least not according to Dave Ramsey.
The first thing all campers have to do is find the counselor who makes sure you get to the right activities and to whom you can go for advice and help when something isn't going well for you. In the business world, some people call them mentors and they know the business well and can help steer you to the right activities. They're also great when you're stuck and need some guidance getting un-stuck. Our camp counselor is our Broker who is wise, … (3 comments)
Being good isn't good enough. You also have to be there. Selling real estate is a craft - one that many of us work at quite a bit. We can learn scripts and hone skills and practice scenarios and role play all day and all night and still find room for improvement. But spending all day improving your craft won't get you any sales. No matter how great your salesmanship skills are, they're useless if you're not out prospecting. Negotiating skills are great, but if you're not using them to … (0 comments)
Do you need an elevator speech? Probably, if you ever encounter people who might be potential clients or referrals. Here are four steps to creating the perfect elevator speech: 1. Set a timer for 10 minutes and spend that time brainstorming phrases or key words that describe how you help people. Write them down. 2. Use the words and phrases that you brainstormed to write sentences. Eliminate industry jargon or phrases that the average consumer won't understand. Use descriptive words, focusing on how you are the best at helping people accomplish their goals. 3. Choose the best 2-3 sentences … (66 comments)
prospecting: 3 Reasons Why You Need an Elevator Speech
- 04/08/12 10:48 AM
An elevator speech is a 30-120 second explanation of what you do that you may make to a person you meet in an elevator, perhaps, or at the checkout line at the grocery store or just about anywhere. Many professionals have scripted and rehearsed elevator speeches that they use to tell people they meet why they're the best person for the job. Do you have one? Here are the top 3 reasons why you need to have one: 1. First Impressions last. You only get one chance to make a good first impression on a potential client or referral. If you don't … (21 comments)
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