Shift Happens in Real Estate

By
Managing Real Estate Broker with Beringer Realty

Fresh from Mega Agent Camp in Austin where Gary Keller taught through his new book, Shift, it is obvious, once again, that  Real Estate is not about selling houses, but about Lead Generation and Lead Conversion.  Simple, simple--it's a numbers game where the person with the most contacts with their contacts wins. 

For you to become an outrageously successful real estate agent, you just need to master Lead Generation and Lead Conversion.  Those come from two skill sets that a coach can help you master.  To be successful, you will either have to learn to love doing these or fear failing at them enough that you become a master at them. 

One.  Block time daily to be consistently in touch with your data base.  This isn't complicated, but it is hard to do, simply because there are so many other things you could be doing.  

Two.  Know what to say when you get a client on the phone.  Learn scripts.  Anticipate objections.  Know your local market.  Be the preferred professional who know their job well.

A coach should show you how to make these two simple, but difficult skill sets the foundation of your real estate business.  Try a coaching contract for three months and if you are willing to be held accountable and do the work, your business will be poised to push you to the top of your market.  Guaranteed. 

Comments (4)

Anonymous
Erin Shaw

This is awesome Debbie!  Great job with the blog, I'll have to check back for updates soon!

Aug 29, 2008 09:00 AM
#1
Anonymous
JULIE COCHRANE

HI DEBBIE. I WAS SHOCKED TO HEAR YOU WERE MOVING. HOPE YOU ARE DOING WELL. GREAT BLOG. ARE YOU AN INDEPENDENT COACH OR WORKING FOR KW? HOPE YOU HAVE A GREAT HOLIDAY!

Sep 01, 2008 03:02 AM
#2
Anonymous
Debbie Hensleigh

Hi, Julie.  thanks for the comment.  I love the NE.  I do a lot of training and coaching with KW agents but am not limited to KW.  It is a great fit for me.

good to hear from you!

Sep 01, 2008 03:52 AM
#3
Jeri & Henri Gutner
Realty One Group Legacy - Doylestown, PA
CRS,GRI

Nice to see you here. Let me know if this does anything for you. I am curious

Sep 04, 2008 01:48 AM