60 Tips From The Superstars by Mike Ferry
Regarding the "60 tips" .... We've divided the thoughts into four categories .... Skills, Production, Mindset and Profit.
Skills
The skills a real estate person has are the foundation for a productive and profitable career. The skills are either made of steel and cement or they are made of sand. Obviously, one is lasting and strong and one goes away with the slightest amount of adversity. To make your skills strong, exact scripts, dialogues and techniques must be practiced daily.
They must be learned and ingrained into the subconscious mind. We are still one of the only industries where basic skills are not required. Because of this, each salesperson has to take the time each day to improve on the specifics of what they are saying and what they are doing. Without skills the agent must rely on waiting or buying as a means of getting business.
Remember, that waiting and buying are very time consuming and very expensive and it's very difficult to control the responses you get.
SKILLS
1. Developing the ability to set, maintain and follow a goal oriented daily schedule is critical to one's success. Each of us must develop the skill of not only setting the schedule but then create the discipline to follow it daily.
2. To increase your skills you must determine what motivates you as an individual. Some of your options are: more money, more recognition, debt reduction, savings for investments or retirement, or you may be motivated by something as simple as intense competition within your office or your area.
3. Prospecting results come as a result of patience and an understanding of the time required to get those results. You must complete a 90 day prospecting cycle to develop the skill of prospecting required to add 20% to your business annually.
4. Prospecting intensity is critical .... You should never stop your prospecting because you have or have not generated a lead. Generating or not generating a lead is not the issue, it's the discipline of completing the prospecting process that is the issue .... this requires intensity on your part.
5. The objective in prospecting is to get appointments .... not leads. When you get a lead, you must qualify it immediately and close for an appointment, otherwise you're going to be spending too much time doing lead follow up later.
6. We generally do not prospect for any one of a few reasons .... discover which one is stopping you. For example, we don't have any scripts to use, we can't handle rejection, acceptance or embarrassment or maybe it's something as simple as poor time management skills because we've never created the schedule referred to in point number one.
7. We have to create the habit of never going on a listing presentation until we've pre-qualified the seller 100%.
8. Your listing presentation must be designed around questions. The answers to these questions will give you enough information to decide whether or not you want to take the listing. Remember, you and only you, decide if a contract is going to be signed.
9. When you ask a question, you must be able to stop talking and listen to the answer being given .... then you must respond to that answer.
10. You must develop a response to every question and objection you receive while prospecting, presenting, closing and negotiating. This is the easiest way to not only build confidence in yourself but to also have the customer have more confidence in you.
11. You know when a seller's motivation is lower than it should be because they demand ..... a much higher price, extensive marketing and a lot of personal service. You must learn to walk away from these types of listings.
12. To increase our skills we must develop both strong, positive and negative consequences to our own behavior and then have somebody hold us accountable so we make sure we are using the skills we are being taught so we don't continue to make the same mistakes repetitively.
13. You can control the response and the effectiveness of your prospecting by controlling both the quality and the quantity of the contacts that you are making.
14. When prospecting you must learn and use every word of the script, not just the words you are comfortable with.
15. If you're uncomfortable making lead follow up calls, it means that you either do not have a defined script or you don't have a lead.
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