Today is the first Sunday of Pro Football (season started Thurs). What does that have to do with the headline? I promise I will get there.
I was listening to Tony DiCello's seminar "How Millionaire Agents Thrive in a Shifting Real Estate Market" (BTW, it is awesome).
He talks about Joe Montana arguably one of the greatest quarterbacks to have had ever played the game.
Montana practiced 50 hours per week. Now let's look at a football game. The time between the start and end is approximately three hours. The game clock is sixty minutes. Let's assume the game was balanced and both teams controlled the ball for thirty minutes. Now the play clock is forty five seconds, if you divide thirty minutes by forty five seconds there are forty plays. The actual time that the QB handles the ball during that time is anywhere from two to five seconds. Let's go with the higher number for our purpose. Five seconds times forty plays equals three and a one third minutes. Two hundred seconds. He practiced fifty hours per week to actually handle the ball for three minutes.
How many of us spend any significant time practicing. I don't know if you are being taught to practice and role play your scripts and dialogues. I am not a betting man, but I would be willing to wager that Joe Montana made more money than most if not all Realtors, especially if you count endorsements.
Tony DiCello also went on to say that if you don't practice at the office or somewhere else, you are practicing on appointments. If your average sales price is $200,000 and your average commission received on a transaction side is three percent (of course commissions are negotiable). That equates to Six thousand dollars you are spending on practice, every time you don't take the listing.
Why not practice more often at the office with another agent and really master your listing presentation? Besides making you a better presenter it doesn't cost any money.
In summary Joe Montana got paid to practice. As I promised in the beginning, the three things that will get you to the listing hall of fame. Practice, Practice and more Practice.
;)
Links;)
Tags (Tag Cloud);)
Archives
I don't like scripts and I don't like this idea at all. As I said in another post - BE YOU - if you try and be anything else then your clients will sniff it out like a dog finding a bone. No script will allow you to be you. My listing presentations are never prepared (apart from the obvious - I need to know what the house is worth and I need to be able to prove it!) and I cannot remember the last time I didn't get a listing I wanted.