If you are reading this you are either new to the business...or past the stage of failure (although you may be ready to pack it in and you are ready the last blog post of your career). Over the years I have watched many failures in sales of all kinds and the reasons (no matter what you sell...cars, TVs, houses, etc...) are the same.
Here is my breakdown of why, how, and how to overcome this issue:
1. Time Management: Most sales people...real estate agents included have terrible time management skill. If you can not manage your time you will work much harder than you need to. Here are a couple of tips for you...schedule your hours at the beginning of each month...for the entire month. Make sure to show up for each hour scheduled...and work while you are at work. Even if you home office you must schedule your time. Write down what you need to accomplish each day, and also flag it on your computer...this will give you a double check to make sure you are getting everything you need to do-DONE!
2. Hours: Most salespeople and real estate agents are no exception have absolutely no idea how many hours it takes to do this job properly. I can not tell you how many times I have been told the reason someone got into the business was "...because of the flexible hours!" This could not be further from the truth...especially when you are getting started. The hours are long and the work is hard...the benefits are down the road...but you need to stick with it.
3. Run out of money: This is a big reason salespeople drop like rocks! It takes time to get started and learn your craft. If you are in real estate you must learn what your special niche will be...and find ways to get the message out. Solution if you are new: Go into to this with a specific budget to spend each month on advertising, spend your time wisely visiting competitive homes, new builders, learning the neighborhoods (all this should be scheduled of course...please see #1 above) and finding out our technology that can help you drive leads to your specific area of expertise. Make sure you have enough money set aside to pay the bills for a year (if you are going to be counted on to provide for the family). If you do not have the money to get started you will very likely fail!
4. Your attitude is your altitude: You will only go as far as your personal attitude will carry you. If you are negative about everything going on at your office ( I always here...the training is bad, the people are not friendly, the manager is never around, the buyers are liars, etc...) you will not go far...my suggestion...GO DRIVE A TRUCK...OR MAYBE TEACH HIGH SCHOOL...you will not make it in real estate!
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