I have the privilege of traveling around the country to share the ins and outs of working by referral with you, as well as with others who may not be familiar with our business systems.
And in my travels, I come across a lot of people who want to know, “What’s the ‘secret’ of success?” Well, after building a multi-million dollar business and becoming one of the top realtors in the nation, I’m here to say: There is no secret.
The real truth… It’s called diligently working proven systems that generate a steady supply of dependable leads. It’s called a Personal Business Standard that includes calls, notes, Pop-Bys, Client Parties and business-to-business lunches; contact, care and community. It’s called consistently demonstrating both character and competence to those in a database you’re constantly growing.
And though there are no secrets, there are a few strategies most top producers employ:
The most common trait among “superstars” is the quality of their buyers and sellers. They know how to prioritize their clients, and only spend time with those who are motivated. They’re selective. So too, should you be. Take a close look at your current clients and rate them: #1 for buyers and sellers who have a date to buy/sell by; #2 for buyers and sellers who need to move, but don’t have an immediate date; #3 for everyone else. The goal: to work only with #1 and #2 clients. One of the biggest mistakes: giving #2 clients, #1 status.
But, you might ask, “How can I be more selective if I don’t have many clients?” In that case, of course, go ahead and work them. But remember, the goal is to have more people to choose from. And to have more people to choose from, you must buckle down and be consistent with your lead-generation activities (many of which I mentioned above).
Having trouble being consistent? Here’s the key: Focus. Focus your attention on a select group of people. Zero in. Limit the scope. Do fewer activities, but do them exceedingly well. This will produce much greater results than spreading yourself too thin. As Brian likes to say, “Go deeper, not wider.”
The road to success may not be glamorous, but if you keep these things in mind, apply the concepts and persevere, success will come. Trust the systems. Have faith. Be diligent, intentional, and thorough. And know, as some wise man once said, “The harder you work, the luckier you get.”