Are You Too Big For Your Britches?

When you have been in the business as long as I have, it's easy to assume that you already know everything. You'll go to a class and watch all the "newbies" get excited to hear all the "how to's" of the business and yawn, and think..I already know all that! It's like being in a long term relationship when you start taking things for granted and assume that the way it's always been is the way it will always be.

In these trying times, I have found myself more and more willing to get "back to the basics" of real estate. Farming, working your sphere, networking, etc. Some great agents never stopped doing these things. But alot of you probably acheived the mindset of..."well, I don't have to do those things anymore because I have arrrived!" You found yourself taking listings, placing the signs and just sitting back waiting for someone else to bring you an offer. You haven't had to make cold calls or prospect in years! You got used to the phone ringing automatically because you are such a huge success.

Well, wake up folks. Those days are over. If you are a listing agent, you should know that the only listings that are selling today are the ones being worked to death! Putting a sign in the yard with your name on it will get you nowhere. You have to do everything possible, and nothing short of standing on the corner in a chicken suit to get attention for your listings!

If you are a buyer's agent, you have to hold their hand and call them every day and walk them, literally, to the closing table. It's a long and trying process full of twists and turns. You have to be positive, and even tempered. You have to be patient, and most of all you have to be persistent!

For my business, I started farming new areas, sending birthday and anniversary cards, personalizing everything I do, and networking everywhere. I also started calling everyone I know to ask them if they are looking to buy or sell, or if they know anyone who is. As a result of that, I have gotten 3 referrals in the last week! Two of them are not in the area I work now, but I can refer them out and still make money!

I wear my name badge everywhere I go. This has gotten me LOADS of attention in the past few months. People will walk up to you and ask you how the market is, how is business etc.  This is a perfect opportunity to proclaim your success. I always say, "It's great! It's getting better and better every day!"  Make sure you carry business cards to hand out in these situations. I am suprised at how many real estate professionals don't even carry their own cards! I know your website sounds real cute when you say it, but people aren't likely to remember it more than 5 minutes. 

And speaking of those impromptu meetings, do you really "listen" to what people are saying? Try to find a reason in the conversation to help them. This way, you can get their name, number or email address and follow up with them later. I met a lady who started complaining about her divorce settlement, and needed a good lawyer. I used my Women's Business Networking group as a resource and offered to "hook her up" with a good lawyer. And I did! She said when it's all cleared up, she intends to buy a house. I think if I stay in touch with her, I'm a shoe in for the deal. Of course this all goes back to my mantra..." People don't care how much you know, until they know how much you care!"

There's all kinds of ways to get business if you aren't "too big for your britches". You have to go back to the basics, and work it again from the ground up. Just think of it as practice. Repetition is the mother of skill! You're only going to get better and better!