We've all heard the saying, "Time is Money", but how many of us truly take it to heart when it comes to our real estate business?
Value Your Time
If anyone has time that is valuable, it's us Realtors! So why is it that so many real estate agents waste precious time and lower our "hourly rate"? My theory on this is pretty straight forward...we don't value our time and since we, as a whole don't value our time, the consumer doesn't value our time.
Check Out These Scenarios
Think about it, how many times have you been stood up for an appointment, whether at the office or at a property? How many times have you received a call from someone wanting to see a property in the next 30 minutes, or better yet they say, "I'm at the property right now"? How many times have you received an email from a client on a Friday afternoon requesting to see 6 properties over the weekend?
Just Say No
It's fairly clear that consumers do not value our time. We are supposed to be at their beck and call, right? Wrong! When this type of behavior happens with our clients it is clearly our fault because we did not do a good job communicating how we work and how the process works. We didn't set the expectation. Or it could be that you are afraid to say "no" or don't know how to say "no". It can be difficult to say no especially when you need and want more business. But saying "no" is a good thing and when done properly can reset the expectations and produce a referral source later on down the road. Here are a few examples on how to pleasantly say no:
- "It looks as though you may have forgotten our appointment. I have to leave for another appointment so please give me a call to reschedule".
- "I'm not available to show you the property at this very moment, but are you available on Wednesday at 4"?
- "My weekend is completely booked. If you like, I can put you down for next weekend..."
- "My weekend is completely booked, but let me see if I can move one of my appointments around and get back to you."
Why You Should Say No
In each of the above scenarios you were polite, but said no. If you think you are being stood up, give the prospect a call and let them know that you waited 20 minutes and now have to leave. When someone calls at the last minute to see a property, it's fine to show it if you are available and nothing else on your schedule, but they shouldn't expect for you to drop everything for them. When you say no it lets the consumer know that you are a busy real estate agent and you are in demand. If they want to work with you they will have to plan ahead and make an appointment early in the week. You send a strong message when you say no. Not only is it a part of managing expectations, but you set the tone of the transaction from the very beginning.
- Stop Wasting Your Precious Time
- The Clock is Ticking
- Are You Using Your Time Wisely
- Stop Being A Victim
- What's On Your To Do List?
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- Have you struggled turning contacts into clients?
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If you answered “yes” to any of these questions you are in the right place! The Real-Life Real Estate Training program was designed to transform you and your business so that you achieve your goals. It doesn’t matter what stage in your real estate career you are in…new, experienced, or somewhere in between, our systems will help you focus your time, energy and effort on the right areas of your business. The Real-Life Real Estate Training program was designed by an active real estate agent, so our program is totally realistic, doable and easy to put into action immediately. You’ve learned how to become a real estate agent, but now it’s time to learn what it takes to BE a real estate agent. My name is Candy Miles-Crocker and I’d love to talk to you if you still have some questions or need additional information. Fill out my online contact form or give me a call at (202) 669-1924. Check out what our valued clients have said about us on our testimonials page. Take our class on how to deliver your Buyer Presentation and receive a FREE Buyer Presentation you can download and customize. Use this coupon for a $50 discount. https://www.udemy.com/the-buyer-presentation/?couponCode=Newsletter. Stop wasting your precious time and use this proven Presentation to improve the way you do business.