Succeeding In Real Estate And 10 (DO OR DIE) Thoughts for Real Estate Agents
1. Understand That The Only Way To Get Paid In This Business Is To Go On Qualified Appointments.
Do you have enough appointments to make the money that you need? The simple answer is NO. YOU DO NOT.
Why do you not have enough appointments? Because you are not contacting enough people that want to sell of buy or can refer you to someone the can.
Is it because you're not willing to do what it takes to get those appointments? For most people the answer is a resounding YES. 80% of the business is done by 20% of the agents - Why? - Because the 20% that are successful are willing to do what the other 80% are not. Where do you want to be in the 20% or the 80%?
2. Primary Job Of A Real Estate Professional Is To Be Committed To Finding People Every Day Who Will List &/Or Buy A Home Through You.
What % of your time do you spend prospecting for new people everyday? For the average agent the answer is ZERO! They are waiting for the business to happen to them. If you are not looking for business then you are out of the business!
How much time do you spend in these activities and does your schedule support it? Schedule? What's A Schedule? Most agents got into real estate because of the flexibility it offers - you have all the flexibility you need - TO FAIL. If you do not schedule your prospecting time then you will never get around to doing it. Having a schedule and sticking to it is critical.
3. Setting Appointments Is Virtually 90% Mental, 5% Who You Call, 5% Skills.
On a scale of 1-10 how would you rate your mental attitude toward prospecting in terms of how you plan to accomplish the goals you've set and build your business? Most agents suffer from a lack of self confidence. Why? Because they do not practice the art of Real Estate. Most agents do not know how to: Prospect, Overcome Objections, Do a Proper Listing Presentation, Show a House, Pre-Qualify Buyers & Sellers. Most agents just wing it. How would you like it if your brain surgeon just decided to wing it?
4. Our Past Closed Business Shows Us That A Large Portion Of Our Business Comes From Past Clients/Centers Of Influence.
How would you rate your consistency of staying in touch with your Past Clients & Center of Influence that can send you so much business? Most agents when they complete a transaction abandon their clients/customers. It is so much easier to do business with a referral than it is with a stranger. Why do agents miss out on such a great source of business? Because they do not have a system for staying in touch with their past clients. Even their mothers would agree. (Biggest complaint from Mom - Why don't you call?)
5. A Lead Must Be Ready Willing And Able To Make A Decision.
Are you working any unqualified leads? The average agent would say - I have hundreds of leads in my computer. NO YOU DON'T! You have a list of people that could not pick you out of a line up. You have a list of people that do not want to buy or sell real estate. Unqualified leads keep you from moving ahead in your business.
6. Poor Leads Ruin You Attitudes & Diminish Your Desire To Prospect.
What poor leads should you throw out? Call everybody on your list and ask them to buy or sell in the immediate future. If they do not need to then get rid of them. Throw Them Out. You will feel better. NOW go prospect for people that really want to buy or sell.
7. The Higher The Quality Of Lead - The Less Time You Spend Getting A Transaction Finalized.
Are you an expert at pre-qualifying so you only go on good solid appts? As an agent all you have to offer your clients is your time and expertise. Do not waste it on poor quality leads. The more qualified and motivated a buyer/seller is that faster they will buy/sell. If they are not qualified you will spin your wheels for months with nothing to show for - except and emptier wallet.
8. Agents That Work Within Well Defined Duplicatable Systems Have The Greatest Production And Less Stress.
Do you have a well defined duplicatable system in place? Why do something if you do not know how it is going to turn out. During a trial does an attorney ask a question he/she does not know the answer to? You need to be able to measure your production ratios. You need to know when you do something what the outcome will be. The challenge is to get through the drama, emotional ups & downs, and rejection to put you in the position to build a well defined duplicatable business. You need to be able to know how to duplicate your previous results.
9. Most Distractions Are Self Imposed And Controllable. Do You:
Spend too much time on the computer? When was the last time your computer bought a house? You need to be in front of people not things. Work in a cluttered work environment? Get rid of all of your distractions so that you can focus on what matters. Spend too much time on personal calls? There is a time and a place for everything - save them for your off time. When you go to work, do you "wing it" versus following a schedule?
10. Growth Is Highly Dependent Upon Change, Including Consistent Positive Attitudes And A Willingness To Change.
Do you really want to change your behavior? For most agents the answer is NO. If the answer is YES, then you better start NOW. You have to do things differently than you are used to doing. You need to get comfortable with being uncomfortable. If you don't then you will get what you have always gotten. NOT MORE! NOT WHAT YOU WANT! NOT WHAT YOU AND YOUR FAMILY DESERVE!
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