Dear World Class Performer:
Which of these two approaches best describes what you do in your real estate business?
Approach #1 - You get a lead and you do everything in your power to try and convert that lead into an actual deal.
Approach #2 - You look for the one's who will and let go and/ or avoid the one's who won't.
I think most agents feel if they can do the "right thing" or say the "right thing" in a given situation they can get someone to do a deal. Personally, I think this attitude is pervasive in this business. Look at your own lead list. How many names and how long have you been working with each person? If you have been working with anyone for more than a month, what is motivating you to continue working with that person? Possibility or Probability? Have you really gotten to the truth with each of your leads in terms of what they will or won't do. And in terms of what they will do, how realistic is it TODAY?
Do you ever find yourself thinking that if you only knew what to do or what to say that somehow you could get your potential buyers or sellers to do something now?
There are some very specific questions you can ask any potential buyer or seller to find out what they are really going to do.
1. Do you absolutely have to buy (or sell)?
2. On a scale of 1 to 10, 1 being low and 10 being high, how would you rate your motivation to buy now (or sell now)? What would it take to become a 10?
3. Under what circumstance or condition would you buy a home today (or put your home on the market today)?
4. What happens if you don't buy now (or sell now)? Can you afford to stay where you are and for how long?
These questions are meant to help you get beyond any surface answers. They are the start of a process we call going deep and wide in order to find the truth in terms of whether there is an opportunity to do business right now or not.
There is only one definition for a buyer - someone who actually buys now. Anyone who is not buying now, no matter the reason, is not a real buyer. Same is true for a seller. It is always best to pay more attention to what someone does vs. what they say they are going to do. Real buyers, buy and real sellers, sell.
Take a very close look at what you do each day. I bet you spend the majority of your day following up on your leads or your listings or your escrows and very little of your day is spent looking for a person or persons who will do a deal today. Let me ask you, "Is your approach working for you in this market?" It is a yes or no question.
I believe any agent reading this article will be much better off making their number #1 priority each day being in "the hunt" for NOW BUSINESS vs. nurturing future business. The world is waiting. You don't need to waste your time waiting with them. Find the person who want to do business today!!
TODAY IS THE DAY™!!
Steve
To find out how you can sell a home or more each week click here http://www.100daychallenge.ning.com
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