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Mike Ferry Superstar Retreat Day 2 - Topic ~ SKILLS ~ My Top 10 Ideas!

ANOTHER AMAZING DAY!! The topic today was SKILLS! Here are my TOP 10 ideas from today!

We must identify the priorities that are required for us to achieve the goals we've set... what do I have to do everyday to achieve the goals I've set...? What gets in my way?
Nothing drains our energy and our motivation to work faster than going on unqualified appointments. Make a vow to qualify all leads before spending time with them.
We have to remove the following thought from our mind... "I can take a non-motivated prospect and through long term follow-up make them motivated"... this is stupid. Spend your time with those that want to buy or sell now!
There is NO right way to do the WRONG thing!
Remember that a listing presentation is "SHOWTIME"! Show up physically, mentally and emotionally with a high level of enthusiasm.
First impressions are critical... this includes everything from the clothes we wear, to how well we're groomed, to our shoes being shined, to the smile on our face, to the strength of our hand shake and to how well our materials are prepared... think about UPGRADING everything!
Knowledge = Confidence. Ignorance = Fear. Nobody wants to hire an unknowledgeable or unconfident agent. Confidence comes through knowledge of the materials we are presenting.
Even if you have to fake it, BE ENTHUSIASTIC & ENERGETIC during the presentation. Logic makes them think & emotion makes them act!
Our success in getting listings sold always starts with the price. The sooner you price it right... the faster it sells... the more your seller likes you... the smoother your business runs.
Tell the truth regarding price... no matter how uncomfortable it becomes and no matter how much you don't want to hurt their feelings.

You can view my notes on Mike Ferry Superstar Retreat Day 1 - Topic ~ MINDSET by clicking here.

Posted by Sue Nelson, Broker/Associate Las Vegas Real Estate ~Team Rhino~ on 07/19/2007 12:21 AM

Comments (32)

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Post is included in group: Realtors®
Post is included in group: Mike Ferry

32 Comments on Mike Ferry Superstar Retreat Day 2 - Topic ~ SKILLS ~ My Top 10 Ideas!

JUL

2007

Sounds like you had another great day Sue!! You gave us even more great points. Looks like you are definitely getting a lot out of the retreat.

Some very valid points. I really can't disagree with any of them. I know sometimes i'm not as enthusiastic as I need to be...

There is no right way to do the wrong thing. I can think of a few people I have said that to.

Thank you for your post. I agree with all the points mentioned, but I think # 10 is most important .

Thank you for sharing this info. It will help a lot of realtors out there.

Kimberly: Narrowing these thoughts down to my top 10 is tougher than I though!

Kaushik: Enthusiasm is contagious. I've seen some very unskilled agents with HIGH enthusiasm succeed at VERY high levels.

Randy: That one was a GREAT point, wasn't it?

Gita: I agree, I actually moved it around to make it #10.

Allison: That is my goal... thanks!

Sue, This is great! I feel like I am at the seminar. I especially like: Knowledge = Confidence. Ignorance = Fear. Thanks for giving us the highlights. I look forward to your next post!

Sue, thank you for this summary. All of them are good and practical ideas.

Sue,

Thanks for the brief. I hear great things about Mike Ferry. Very kind and generous of you to share your experience.

Great points. I was sorry that I couldn't attend this event. I have gone to other Mike Ferry seminars and have really received great information and strategies. Maybe next time. Have fun!

Steak: That is a great quote isn't it? And SO true!

Griselda: The more I read them, the more they sink in!

Jairo: If you get a chance to see him while he's still speaking - DO! He's the most HONEST speaker I have ever had the pleasure of hearing!

Florence: See you next time Penny! Hopefully my posts will make it feel like you were there!

JUL

2007

These are very good points. I like the one about being honest with the seller even ifit is uncomfortable to do so. Honesty is alway the best policy.

Jennifer: I have to be able to sleep at night... Honesty means you never have to remember what you told someone!

JUL

2007

Sue,

I have heard about Mike's Retreats and it seems as though you are having a blast! Thank you for sharing some of the things you've learned.

Ray: This week was so empowering!

Thank you for the post, it was great! I'm new to real estate in Texas and I had been out of it for many years, so information like this is so helpful to me! I enjoy reading things that can help make us so much more productive and successful.

Carolyn: You can get scripts/dialogues from www.MikeFerry.com to download for free. I'm glad this information was helpful to you. Best of luck getting back in the business.

JUL

2007

THANKS! Even though I am a stager, a lot of these still very much applicable to my business. I will also check the site out. Thanks again :)

Cheers,

Cindy

Cindy: So many of the suggestions can work in many businesses. Thanks for stopping by!

JUL

2007

Sue, I fully agree with all the thoughts. #10-is my biggest point with sellers. Price the puppy right. In our market which is not different than most across the country, the only properties that are sitting are the over prices ones. #6- I have posted on this one. Dress is important, to the consumer. I like to play the part and it bleeds over to confidence etc... Great Post. Thanks for sharing.

Frank: I have learned that #10 is the least favorite of most "average" agents. They would rather get the listing first & worry about the price later. Far too much negative energy for me!

JUL

2007

Sue, I have never been a follower of Mike Ferry the Guru because he just doesn't speak to me and my personality. However, for years one of the top produces in the Pasadena area I used to work in sat next to me with his team and I would hear him do his cold calling every day. I think his best year was something like $40,000,000 so clearly Mike Ferry works for those who click with his program. Good luck!

Diane: Personality wise, I agree... he's not for everyone. However, business wise... you can't argue with the type of success his training produces. I treat all trainers/coaches etc. like a buffet... you take what you want & leave the rest.

JUL

2007

Loved the post. My favorites are 7-10. Being up front abEout price is a huge problem with some agents. They are so scared they will not get the listing. I will be the first to admit I have taken some over priced listings but I did let the seller know I felt it was overpriced. But that still doesn't take away from the fact that you (the listing agent) are going to be the one that the seller gets upset with after his property hasn't sold. He looks at it as your job to sell that property and by taking the over priced listing even if you have told him it is over priced you have accepted the position to sell this property. So the listing agent is now the responsible party in the sellers eyes.

Chris: You are absolutely correct. Once we assume the responsibility of the overpriced listing agent, we either need to correct it or accept all the BS that goes with it.

JUL

2007

Sue,

Excellent skills list. The second one is one of my favorites. Spending about 15 to 30 minutes in a phone interview you can qualify a prospect to a point that it's either a go or a no go. The Knowledge = Confidence thing is also important. That's where the men are separated from the boys and you have a client who trusts you.