I have found it's always good to immediately organize my notes from classes at convention or later they may note make sense. It's also a good way to have the notes available for my agents. So here are my notes from two Darryl Davis Classes today at the Alabama Real Estate Convention in Chattanooga.
My favorite analogy:
Think of yourselves as a shoe salesman. If you were selling shoes you would not take a buyer around from store to store. You would buy or work at a shoe store and get the buyers to come to you. Listings are the shoes. You have to have listings to get the buyers to come to you.
Set MONTHLY Goals
You do not have as much time to obtain them
You may need to adjust goals as the market adjusts, so monthly is necessary
Make It A Game - You must have fun
To Relieve Stress:
1. First schedule personal time & famility time - if you don't everyone suffers and you are not more successful.
2. Involve you family with your goals - If everyone gets something you really want when you meet your goals your family will really encourage you.
3. Family fun list - have a list of things to do together and do not repeat anything until everything on the list has been done
4. Give back to the community
5. Manage Your Money
Areas to Master:
1. Prospecting
2. Listing Conversation - Keep a Listing Inventory Chart & A Dot Board
3. Price Conversation
4. Getting Listing Sold
4. Buyer Urgency
Sell homeowners on the value of a Realtor - any Realtor. Don't try to sell the homeowner on your value. It is important that the homeowner understands the value of a Realtor.
Always be armed with stories, metaphors & analogies. You should have 2-3 stories, metaphors or analogies to overcome each objection.
Four Best Areas to Prospect:
1. Expireds
2. FSBOs - Explain to the homeowner that FSBOs don't save money & explain the importance of being on the list.
3. Short Sales/REOs
4. Referrals
What you have to learn on short sales:
1. Why a short sale is better than a foreclosure.
2. Learn how easy it is to get paid a full commission.
3. Learn the process of negotiating with the bank on behalf of the seller.
4. What forms does the bank need from you.
5. How to explain the short sale process to a homeowner & how it's better for them.
(I bought this program - we are doing them, we need to learn everything we can - you knew I had to buy something!)
More tomorrow!!
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