Dear World Class Performer:
So far in our series of going from good to GREAT in your real estate business and diving into the five cornerstones of the Deal A Week Production Dynamic we have talked about URGENCY and INTERACTION. For more information on this program I invite you to visit www.100daychallenge.ning.com.
Urgency means you make your career just this week. Imagine how different you would work if there was no such thing as next week or next month or next year? What if you truly only had this week to do a deal, the next 7 days and nothing more? Would you do things differently?
Interaction means talking to lots of people about real estate. This is where the rubber meets the road in real estate sales. If you are not talking to people on a regular basis... you will NOT being doing business on a regular basis. End of story.
The third cornerstone principle of going from good to GREAT in your real estate business is INQUIRY. Inquiry is the art of asking questions.
Think about your business approach for a moment...
What is more true for you?
- I like giving answers....
- I like asking questions...
What is more true for you in the following two statements?
- My goal is to get people to do business with me....
- My goal is to get to the truth with people first and then decide if there is business to be done...
In many ways the answers to the questions above dictate whether you do a lot of talking in your business or whether you are more comfortable living in the question. Our production model is based on the premise that opportunity is everywhere and your job as a salesperson is to find it. Everyday you are on a mission of discovery or better yet...a treasure hunt. The question is NOT – Is there a deal? The question is - Where is it? Again, this represents a very different approach than most agents take.
When you take a look at your business...
Do you ever really know where the deals are coming from? If you are like most agents, the deals come from everywhere and most appear to come out of the blue. That is why it is so important to stay open and alert at all times. And that is also why it is so important to stay in the question.
Tomorrow we are going to delve further into the topic when we examine the idea of going deep and wide with your questions.
Make it an OUTSTANDING TODAY!!
Helping people go from good to GREAT!!