You may be thinking to yourself, “That’s a No Brainer”…except that you forget one thing….we tend to get in the way of ourselves!
We set ourselves up to succeed and to fail. Like it or not, it is ultimately on US to move forward and tweak what isn’t working, and duplicate what is!
So, with a drum roll….Here are 10 steps you can take to success…Enjoy!
1. Know WHY…
What does this mean? If you don’t know WHY you’re in Real Estate, it's only a matter of time before you're OUT of Real Estate
2. Goals…
Again, most people look at this and say, “Tell me something I DON’T know...”
Ok, I will!
First, do you know that most people don’t know how to SET a goal?
They say the words “I want to lose 10 pounds…..This weekend!” and think they have set a goal!
That’s not a goal, its wishful thinking with no intent!
To look at setting a goal, there are steps you need to take to make sure you are successful in reaching your goal.
2.a You need to WRITE it down!
Yes, this means you need to think about what you ultimately want to accomplish (a new escrow by November 30, for example). Then you need to break it down to the steps you need to take in order to accomplish that.
What are the steps?
Acknowledge that if you want to open a new escrow, you need to talk to people and be in relationship with people that are looking to do something Real Estate related. This means working Quantum Home Tours ™,Open Houses, making calls to past clients, etc.
Next you need to set an appointment to find out exactly what they’re looking for, and this is where Effective Communication (Probing) comes into play.
Then you need to show them properties that are relevent to THEIR needs. That’s a start to reaching your goal!
Did I mention it needs to measurable, (which means you can measure the steps that you are taking to make sure you are on track), and that there is a definite time limit? You start with the “by when” you want the goal accomplished and work backwards to the start date!
3. COMMITMENT:
How committed are you REALLY to achieving that goal? If you are NOT taking the small steps necessary on a daily basis, you are not committed. Pretty straight forward, right? But did you know that if you do not use the TOOLS you are given, this too shows you are NOT committed. You are working to recreate the wheel, when the wheel works just fine. You are looking for excuses to use to get started getting started!
4. Contact your Sphere….
Sure, it’s easy to say hit up the people that you know…but it’s not as easy as one would think.
Remember, these are the people that saw you drunk at Uncle Morty’s wedding!
(I’m not saying not to let your hair down, but remember, you could be affecting future business if you get too out of hand. I’m getting off my soap box and getting back to your list.
CALL the people you know and LET THEM KNOW YOU’RE IN REAL ESTATE! If you were opening a salon, you would invite all of your friends to support you in your new venture, so why should this be any different?
Working with buyers, you don’t get paid until the deal is closed anyway, so why not ask your friends, relatives or neighbors for a referral of someone that you can help. Treat their referrals like GOLD and you will have clients for life!
5. Use your scripts.
YUCK! That’s what car salesmen do….(no offense to car salesmen out there)….the truth is, that in order to be effective in ANY career, you HAVE to know AHEAD of time, what you’re going to say at a presentation, interview, conference call!
Not that it needs to be verbatim and you sound robotic, but that you know what the INTENTION of the call is before you place the call!
6. Follow up!
If you are not following up with everyone that you meet, you are basically walking away from business. Call your “Jelly Beans”™ (if that piqued your curiosity give me a call and I’ll explain it further).
7. LISTEN
STOP TALKING SO MUCH! No one cares that you closed 5 escrows last week. In fact that in and of itself may send out the signal that you are too busy for your clients. Always have an open mind, and when they are talking, DO NOT INTERRUPT THEM when they are GIVING YOU INFORMATION ON WHAT IS IMPORTANT TO THEM!
8. LEARN
There is SOOOO much to learn about Real Estate, and just when you think you got it all down, they change the forms on you!
Keep yourself up to date with what is happening in your industry.
Even if you learn ONE new thing a week, imagine the power that will come from that one item at an open house.
I love the old phrase, “if you don’t use it, you lose it” so it is super important to be up to date with community codes, regulations in banking, contracts, ways to take title etc. This is, after all YOUR business, shouldn’t you, of all people know what’s going on in our industry?
9. Teach…
If you think you signed up to be a Realtor to sell houses, let me be the first to tell you, you will not last in our industry!
Your job as a Real Estate Professional is to EDUCATE your clients, so that they will make the best decision for THEM.
You can’t Teach what YOU don’t know….(see number 8).
And last but NEVER least:
Change your HABITS….I’m not talking about monumental habits. Those can be overcome probably with more success than the smaller ones.
By small habits I mean, hanging around the office, looking for gossip. Always being late. Mixing with people that are negative, because their negativity will influence you subconsciously and will set you up to fail faster than purposely not having Quantum Home Tours™ or Open Houses.
And if you've read this far, I'm going to give one more step to success....CALL ME!!
That’s my time on the soap box folks! I hope it was helpful to you! If you would like to talk more about this and see if we can assist YOU in your growing your Career, call or email me for a confidential interview.
Amanda Wernick
Career Development Manager
Seven Gables Real Estate
714-837-7753
amandaw@sevengables.com
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