An email showed up in my inbox alerting me to a webinar "Billion Dollar Agent" featuring Gary Keller, Chairman of Keller Williams Realty and Craig Proctor. I decided to listen in since both of these gentlemen always provide useful insights.
Well, real estate is a sales profession, so I was not surprised that the main event was preceded by a pitch for Proctor's upcoming conference.
As I was listening to this pitch I thought to myself, "What is a Billion Dollar Agent?
How do you become a Billion Dollar agent? Is there a Billion Dollar Agent out there?"
Even Gary had said in another presentation, he didn't know of one.
Then it struck me that the secret to one's success is already inside each of us if we choose to acknowledge. Being a seminar junky and a easy sell for products myself, I have learned that most of the systems, and education are easily accessible on the Internet, through sharing-minded agents and from many in-house brokerage training venues.
Many agents, even experienced agents, think there is a magic recipe that will fix their business and cause leads to flow toward them. Well, in my experience, there is a magic recipe for success. But, an agent doesn't need to attend an expensive conference to find it.
Let me save you a lot of money. Here's the recipe:
- Prospect for three hours a day, every day. Call expired listings, FSBOs, sphere of influence, family members, and other agents
- Sit Open Houses... I hear so often that doesn't work. Oh yes it does, if done correctly. A brand new agent who "didn't know any better" found her buyer and wrote the contract on the house where she was sitting. An experienced agent told her to sit open house, so she did with the confidence that it must work. Her belief in herself and her belief in the advice pushed the nay-sayers out of the way.
- Follow through with all leads. Call them, email them. A "No" is just prelude to a YES!
- Ask for the business. Always. From everyone. All of the time.
- Give great client service and ask for more business.
- You don't need a fancy database or contact manager software. Use 5x7 cards until you have more than 25 or 30 consistent leads.
- Network with other agents.
- Exceed your client expectations. Work with your client's schedule, not your schedule. It is always about the client, not you.
The BIG reason why agents do not succeed is because they will not do what is needed and they will not get out of their comfort zone.
Don't get me wrong. I will keep going to seminars as I believe education is so very important. Make a commitment and stick to it. Block schedule your day. Be consistent in implementing your plan.
What will make you a success is inside you. It is all about your ambition, your goals, your own determination, your personal vision of self, and your will power to actually do it. Nobody can train you into recognizing your dreams or to go after them. They are your dreams ... you gotta' go get them yourself.
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