I have been reading the book by Gary Keller, SHIFT How Top Real Estate Agents Tackle Tough Times. I have to say it is pretty amazing and full of lots of ideas on a dozen different topics that I covered in my earlier post.
I've set a goal for myself to cover each of these 12 topics in a separate blog article. I've found that some of the thoughts come very naturally to me - many mirror my own thinking and push it to the next level, which has to be good and then some are outside of my comfort level.
First, I thought I'd tackle the chapter on Marketing, or as Mr. Keller appropriately named the chapter, Find the Motivated - Lead Generation. I suppose I am starting here because marketing is probably my strongest skill set in business - certainly it is the one I enjoy the most. There are many discussions on many different aspects of marketing and for this example I will focus on just one - The Open House.
LEAD GENERATION
Mr. Keller sys that "That to get the best returns from any lead generation action you take you must go all out. An example of really working a lead generation method is the open house. Some just put a sign in the yard while others do much, much more."
Looking at the above chart, how does your typical open house measure up? My personal best has been between a Level 4 and a Level 5. I know I have never hit a Level 6, let alone a Level 7. The gut wrenching truth is I have been lazy and not doing very many Open Houses and when I do, I skate along at about a Level 3, at best.
"In the end, you must decide how much you want to succeed and how much you're willing to do to make it happen," Mr. Keller writes. He continues, "That may force you to acknowledge and work through your personal behavior style or challenges. Make no mistake about it; a shift requires you to do all you can with every lead generation method available. When there are fewer leads, you must give more effort. Don't get stuck in old ruts. Anything less that your best effort won't cut it."
Well, I'm stretching my mind to consider all of the possibilities to push myself so that I am not just in the top 5% of the agents in my market, but that I am the best my market has to offer.
Thank you again, Mr. Keller, for another book of infinite career changing wisdom.
DETAILS TO ORDER
Someone can purchase the book by going to: http://giftofshift.com/activerain
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