At times I wonder what some of the people in Real Estate are actually thinking about. I had an agent call me yesterday who has not been involved with my company or what we teach … ever. He asked politely for 30 minutes of my time, because he wanted to do something now to build his business. This particular man is a 20-year veteran who does 8 to 10 transactions a year and earns between $40,000 and $50,000 a year. He kindly said to me, “If you will give me a plan to build my business and get it to a minimum of 30 transactions a year, I would be forever thankful. Tell me what to do.” Among the things that I suggested were … setting a specific production goal that he could clearly see himself actually doing … setting up a strict schedule working 5 days a week that would lead him to that. Third, commit to talking to 12-15 people a day about buying and selling Real Estate, doing it every day, five days a week. Fourth I asked him to preview property so he could become familiar with the market and pricing, if he wants to become a strong listing agent. Next, I said to him, “You’re going to have to start practicing and role-playing what you’re going to say to the prospect so you can raise your closing rate to get deals done faster.” At this point, he interrupted me and said … “ARE YOU OUT OF YOUR MIND?” I actually laughed out loud and said, “No, I’ve been checked.” And he repeated, “Are you out of your mind? Do you actually expect a 20-year veteran to do the activities of a brand new licensee?” I then said, “Thank you for calling me, I hope that whatever you do in your career, you do it well, and good luck.”
His last mumble, as he hung up, was saying out loud to himself ... “This guy Mike Ferry is out of his mind.” Well … I may be out of my mind, but the majority of the top 5% of the agents in North America follow this crazy guy’s teachings … how about you?
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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