Prospecting It's all about the number of people I talk to daily. Are there people in my market that want to buy or sell real estate today? Of course. Can I find them? Of course I can. Do they know who I am? They will! There are 3 ways to get businesss: 1 wait for it, 2 buy it, 3 go find it. Sooo...what kind of people am I going to go after? I am going to find qualified people.
Lead Follow-up What is my definition of a lead? A signed contract in 30 days. How many leads do I have? Am I making calls daily to find buyers and sellers?
Qualifying Am I identifying my clients needs? Desire, timing and price? If their goals are not in line with the market will I waste my time? No!
Listing Presentation Am I practicing daily? If your doctor wasn't practicing medicine would you know? If I don't practice, not only will I know, my clients will know. It's all about my ATTITUDE....my approach and my expectations! I just have to show up, pay atttention, tell the truth and not get attached.
Pricing and Reduction When I talk to my clients I need to let them know how valuable I am. If only 6-8% of the homes are actually selling ...Can I afford to overprice a home? Absolutely not. Why take a listing I will not be able to sell/
Practice How much time should I practice? Well, how much times do Doctors, Pilots, Athletes and any other professionals practice? Throughout the week I prospect, qualify, present, handle objections and list homes.
Scheduling My schedule is the answer to most of my problems. I keep it simple. I base it upon my goals. The rule is...As soon as my schedule is more important than any appointment I will have a schedule full of appointments. I can't just stop what I am doing to go after a lead. I have to schedule it and keep making my calls until time allows.
If you take this to heart you will soon be making calls, appointments, presentations and sales!
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