GET IN THE GAME WITH COACH WHITTAKER 

Ask for it!

2008 turned out to be quite a year.

In the Coaching Program we closed $3,193,090 in sales volume in December. Since October, the Agents in my program have closed $5,099,990 in sales volume. Don't tell those agents committed to taking their business to the next level that the market is too soft or that things slowed down because of the Holidays. They just won't hear it.

How are the agents that are thriving in this market doing it? They are asking for the business. It's that simple. We don't survive unless we close deals and we don't close deals unless we first get appointments. Go back and re-read Chapter 5 in Shift, by Gary Keller, Dave Jenks and Jay Papasan. A Lead is NOT a Lead until you have an appointment set. Converting contacts into appointments is the most dollar productive thing you will do in your business. In this market, you must convert quickly-within 24 to 48 hours-or your potential client will get away. Mega KW agent, Brad Corn, says you should then lose sleep at night, because you are feeding those people to the sharks if you let them go to another agent. 

Ask the connection questions found in Shift:

1. Who are they?

2. What do they want or need to do?

3. Where do they want or need to do it?

4. Why do they want or need to do it?

5. When do they want or need to do it?

6. How do they plan to do it?

Lay the foundation by investigating. This is our job. We are not in this business to give out free information. This is not about manipulating people. Keep asking questions. "Really, why's that?" Mega KW agent, Nikki Ubaldini, says after everything her clients tell her. Then ask to get together. Not everyone will want to meet you, but you won't know if you don't ask.  It is our job to instigate the next natural step, getting face to face, without being attached to the answer.

Flip to page 100 of Shift and practice the 10 Classic Closes. Figure out which one works for you and then use it. "Sounds like we need to get together; would Friday or Saturday work better for you?" Remember to always come from contribution. Our clients need our help, whether they are buying or selling. 

What will you do in 2009? What is your number? How many appointments do you need to set each week to get there? Are you following your business plan?

Although there is training in my job, I'm a coach first, not a trainer. Most of you know what you are supposed to be doing. The challenge is in keeping our commitments to ourselves and staying motivated. Coaching has been proven to work. Even a mediocre coach will help you get at least 2-4 more deals each year. Contact me about a customizing a program to make your business plan a reality. YES WE CAN!

Dana Whittaker
Productivity Coach
Certified Real Estate Negotiator
Broker/Salesperson
Keller Williams Realty Las Vegas
702.300.7653
Coach@DanaWhittaker.com