I just asked a group of hard working agents... if I wanted you to sell a home or generate an offer today and have it accepted by this Friday, could you do it? Nobody raised their hands... What if I paid 1 million dollars to get this job done, how many could do it? Or how many would die trying... Everyone's hands went up. The only difference was the reward...
The challenge was the same...
So let's frame this a bit different... I am telling you in advance, that one day next week, or one day next month or within the next few months, I was going to make the same offer... only this time is was real...J... Would your workday start and finish as it does now? How would you change the way you organize your workday? Would you need additional training? Would you approach contacts differently? What systems or processes would you put in place to prepare for that day?
When a future timeframe is added the chances to achieving the goal increases, right? Probably not...your odds of your success will not improve unless you start to make some changes... So let's look at the task at hand... Generate an offer today that will be consummated into a transaction within 48hrs...
What is standing in your way of making this happen?
•1. No Leads
•2. No Buyers (Ready, Willing and Able)
•3. Pressure of Getting the Offer Written
•4. Limited Resources
•5. If you are primarily a Listing Agent, You need a Buyer's Agent with a ready, willing and able buyer
Leads
Everyone we meet is potential lead... any acquaintance...our job is working with them to become future customers, then from future customers to warm leads, and then warm leads to hot leads and finally into a transaction. Shouldn't we all have warm and hot leads ready to go at a moment's notice? Are you actively working to move contacts from one category to the next...? Are you reaching out to customers enough? What would you use as reasons to contact customers? Obviously, someone you met for the first time at a holiday party may not have the same level of interest as a person who has been under contact management for 4 months...
But either way, a contact call or email should focus on issues that you have in common:
•1. Interest Rates, up and down
•2. News (Media) - Real Estate is a Local Market
•3. Employment
•4. Equity in their home
•5. Personal Real Estate Situation
•6. Identifying inventory of Interest
As a Listing Agent our contact goals are quite similar... once we have a weekly or bi-weekly contact schedule established... spend time painting a market picture focused on keeping the seller on track to accomplish their goals... for example, Interest Rates go up, home prices generally head down, new inventory competition may be helping or hurting, or the current sales travel rate, translates into more or less days on the market... identify these with the seller that keep them at the optimal price point to accomplish their stated goals... once you have done that:
1. Look to the agents that have showed your listing and keep them in the loop for all changes.
2. What about looking at all agents that sold homes in that neighborhood in the last 12 months
3. Expand to agents who sold homes that were similar in price, size or neighborhoods type by sending a personal email or postcard. (Skip the Blast...)
The key to this challenge is always having someone to call when an opportunity arises. The next time someone offers you an extraordinary reward for doing what you do best; will you be ready, willing and able to get the job done?
We see it every day on Reality TV. People offer Millions of dollars to get extraordinary results... maybe all we need to do is start each day with a simple question... How I can sell a house today?
Tuesdays with Tony
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