Dear World Class Performer:
"Don't work... NETWORK!!" Fred Wilson
In my blog yesterday we outlined the first step in going from good to GREAT.....URGENCY - Making your career just this week. The second cornerstone of the Deal-A-Week program is INTERACTION. Once you enter the day with the firm belief that you can talk to someone today..... that will lead you to a deal today.... it is time to start talking!! As a real estate professional... your job is to talk to people all day long about real estate. Opportunity is your calling card and your daily goal is to connect people and property.
SO WHY AREN'T I TALKING TO MORE PEOPLE EACH AND EVERY DAY??
The reasons are many...
I don't know who to talk to...
I don't know what to say...
I don't want to be perceived as pushy...
I don't want to be rejected....
I am too busy doing other things....
I am sure you could add a few other items to the list.
If you are going to be successful in this business I think it is extremely important that you come face to face with the reality that you have to talk to people on a egular basis about real estate. You are not going to be able to work your way around this concept if you are going to sell a home or more each week.
HERE IS THE GOOD NEWS!!
It doesn't make a difference who you talk to. Since everyone lives somewhere... and their life is constantly changing.... anyone you talk to on any given day is a candidate to do business with. When you open your mind to the possibility that talking to the person in the grocery store line is just as valuable as following up with any of your so called "leads".... you will find there are a lot of people you can talk to each day.
IN THE END.... IS SALES NOTHING MORE THAN A NUMBERS GAME?
I think the best answer to that question is yes and no. It is important to know your numbers for planning purposes and for improving your conversion skills. However it is also important to realize that making contact is not enough. If you are just talking to people and not asking lots of questions, and not going deep and wide, and not getting the truth with each person you speak with, and not vending opportunity to start a real estate discussion... it is very easy to rack up a bunch of contacts and little or no sales.
On average it takes 250 contacts to generate a sale. Yet our top agents only need between 25 and 50 contacts to produce a sale. Why the big difference? The top agents are working to make connections based on opportunity. You can go to a door just to knock or you can go to a door to find a deal. You can talk to someone in Starbucks and be polite or you can talk to someone in Starbucks and be very curious to know where they live and how long they have been there and where they would go if they were ever to move or what kind of great real estate opportunities they would be interested in or who do they know that is thinking about buying or selling right now.
THE HOLY TRINITY!!
Again.... your job as a real estate professional is to talk to people.
Your goal is to connect with as many people as you can in a day using opportunity as the "hook" to start a real estate conversation.
OPPORTUNITY > PEOPLE > PROPERTY
This is the holy trinity in your real estate business. When you are connecting the dots of this triangle on a very consistent basis... you are on the path to doing a Deal-A-Week.
"Don't work... NETWORK!!" Fred Wilson
In my blog yesterday we outlined the first step in going from good to GREAT.....URGENCY - Making your career just this week. The second cornerstone of the Deal-A-Week program is INTERACTION. Once you enter the day with the firm belief that you can talk to someone today..... that will lead you to a deal today.... it is time to start talking!! As a real estate professional... your job is to talk to people all day long about real estate. Opportunity is your calling card and your daily goal is to connect people and property.
SO WHY AREN'T I TALKING TO MORE PEOPLE EACH AND EVERY DAY??
The reasons are many...
I don't know who to talk to...
I don't know what to say...
I don't want to be perceived as pushy...
I don't want to be rejected....
I am too busy doing other things....
I am sure you could add a few other items to the list.
If you are going to be successful in this business I think it is extremely important that you come face to face with the reality that you have to talk to people on a egular basis about real estate. You are not going to be able to work your way around this concept if you are going to sell a home or more each week.
HERE IS THE GOOD NEWS!!
It doesn't make a difference who you talk to. Since everyone lives somewhere... and their life is constantly changing.... anyone you talk to on any given day is a candidate to do business with. When you open your mind to the possibility that talking to the person in the grocery store line is just as valuable as following up with any of your so called "leads".... you will find there are a lot of people you can talk to each day.
IN THE END.... IS SALES NOTHING MORE THAN A NUMBERS GAME?
I think the best answer to that question is yes and no. It is important to know your numbers for planning purposes and for improving your conversion skills. However it is also important to realize that making contact is not enough. If you are just talking to people and not asking lots of questions, and not going deep and wide, and not getting the truth with each person you speak with, and not vending opportunity to start a real estate discussion... it is very easy to rack up a bunch of contacts and little or no sales.
On average it takes 250 contacts to generate a sale. Yet our top agents only need between 25 and 50 contacts to produce a sale. Why the big difference? The top agents are working to make connections based on opportunity. You can go to a door just to knock or you can go to a door to find a deal. You can talk to someone in Starbucks and be polite or you can talk to someone in Starbucks and be very curious to know where they live and how long they have been there and where they would go if they were ever to move or what kind of great real estate opportunities they would be interested in or who do they know that is thinking about buying or selling right now.
THE HOLY TRINITY!!
Again.... your job as a real estate professional is to talk to people.
Your goal is to connect with as many people as you can in a day using opportunity as the "hook" to start a real estate conversation.
OPPORTUNITY > PEOPLE > PROPERTY
This is the holy trinity in your real estate business. When you are connecting the dots of this triangle on a very consistent basis... you are on the path to doing a Deal-A-Week.
TOMORROW STEP 3 - INQUIRY, Going deep and wide!!
Make it an OUTSTANDING TODAY!!
Steve Shull
Performance Coaching
Helping people go from good to GREAT!!
www.100daychallenge.ning.com
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