Here are five sure fire fixes to jump-start a sluggish business!
1. Stop being a slave to your cell phone/PDA –
I see agents who I seriously think would pass out if their phone rang and they didn’t answer it…What this behavior does is get, (and keep), you serious off track all day long. 
Imagine being in the middle of writing your five hand written notes from your calls the previous day, when a seller calls to ask why they have not had a showing in 5 days, and to tell you about a neighbor’s home which just came on the market for $5,000 more than they are asking…after you spend 15-20 explaining (yet again) how they are priced at the very top of the market and how the neighbors home is updated and doesn’t have blue shag carpet and lime green counters (likes their home does) plus has 500 more square feet …you hang up and you’ve forgotten what you were doing…
Don’t be a slave to the phone …set expectations during initial meetings with clients and prospective clients of when you will return their calls. Record a voicemail that sets those same expectations …Then you control when it the best time to return the call …This way you are in control …Use technology as a time saver, not a time sucker.
2. Look for innovative new ways to get in front of more people-
Think outside the box …join groups of like minded people and build relationships. Contact your service providers and build a mutual referral relationship with them. Referrals should be a two way street with your vendors …
You Both Give …And You Both Get!
Schedule Home buyer/Home seller seminars for evenings or weekends …do them at your office or at the community centers for the neighborhoods where you have active listings. (or want to have active listings!)
Start a group or club …what are your hobbies or interests where you could attract others to join in … Do volunteer or charity work …my motto has always been “Give Till It Feels Good”!
3. Focus more on the “business” side of your business-
Have you been guilty of letting someone “fall through the cracks”? Optimize your results by giving more focus and effort on not only looking for new business …but following up with those already in your pipe-line ... Don’t be like the dog who finally catches the car and then doesn’t have a clue what to do next. Have an “action plan” pre-designed for every new prospective client you capture …find a need ...then fulfill it.
4. Get “personal” with your relationships-
Build relationships by sending items of value, particular to the individual, and always go the next step by asking “the next question”. Discover their goals and a personal want/need … (Remember to use “F.R.O.G.” when building rapport. Talk about Family, Recreation, Occupation, and Goals then utilize the INTEL when selecting items of value to send).
5. Protect Your Reputation (At All Costs)-
Building a highly regarded, honest, and caring reputation is one of the keys to long term success in real estate. Be seen as The REALTOR they can trust, unequivocally, without question.
Never tarnish your honor, never go back on your word, and always treat others better than you want to be treated …better yet, discover HOW THEY want to be treated, and then treat them that way!
Now that is getting “personal” !!!!
Eddie Brown ©2011
www.ICU-Coaching.com
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