In every field there are key results areas (sometimes referred to as fundamentals), that if mastered, will lead you to success.
In the field of basketball it would be, for example: Ball Handling, Passing, Shooting, Basketball intelligence (game management), and Teamwork. When mastered you go from average to good to great.
In real estate sales, I believe that these are the key results areas. If we can improve in each of these areas we will see our business boom!
- Prospecting
- Building Rapport
- Needs Analysis
- Needs Solutions (including pricing, staging, and marketing)
- Handling Objections
- Closing
- Servicing (Including weekly updates, scheduling showings, feedback, flyers, etc.)
- Contract Negotiations
- Getting Referrals
The challenge that many of us face is that we don't balance our key results areas. We may, for example, spend all of our time looking for new clients but if we don't service the accounts we have we are sabotaging our business. We may be constantly striving to improve the way we market our properties but if we don't continue to prospect we won't have clients to serve.
The key to mastering the field of real estate is by continually improving and touching each of the key results areas.
What a good friend of mine recommended was to give myself a grade (1-10) in each of these areas today. Find out where the weakest link is and improve it. He said that I would only be as good as my weakest key results area. By focusing on improving the areas I was weakest in, I would be improving my entire real estate career.
Well, that makes sense to me so I am going to start. If any of you feel that I am missing anything or have some suggestions in any of these areas, I would love to hear them.
If you would like to send me a personal message you can reach me through my website www.rbmhomes.com
Thanks in advance for sharing your ideas!
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