Implementing a strategy to upgrade your referrals can really explode your referral business. Most salespeople get the name and contact information and try to get off the phone immediately to call the prospect. That is a significant mistake. Follow these steps to increase the odds of your success. 1. You must immediately thank the referral source. Assure them of the...
There are numerous challenges and landmines to the time management equation. Entrepreneurial small businesses face a large number of these challenges. As Real Estate Agents, we are owners of entrepreneurial small businesses. This business type tends to put us in the front lines, with multiple job descriptions at once, trying to drive strategic objectives in sales, marketing, management, leadership,...
Being able to control the income is really where agents get into trouble. Too many agents’ pay comes irregularly. A Champion Agent’s income comes consistently. It enables them to control it better, save more, and invest more to create wealth. It is not what you make, it’s what you keep. I have met too many agents who make $300,000,...
The two Cs of objection handling: 1. Communication When we look at our ability to communicate at the Champion Agent level, we need to evaluate our verbal, vocal, and visual communication skills. The vocal and visual are the most powerful when dealing with objections. Verbal: These are the actual words and phrases you use to communicate to people. The words really don’t...
Time-consuming fires are the hot issues that result from the emotional turmoil involved in many real estate transactions. Sometimes they require calm and caution; other times you need to put on a fireman’s hat and start dousing the flames of a delayed closing, emotionally frustrated buyer or seller, problem co-op agent, or slow moving inspector, appraiser, or loan officer....
The first step to higher lead conversion is developing a better definition of what a lead is. What’s the criterion of a lead for you? Is it a specific timeframe or level of motivation? Is this a subjective or a pre-determined scale you use? For most Agents, a lead is defined as any human being who can fog a...
There is nothing that attracts business more easily than dominant market share. When you have increased your slice of the pie to the point that it dwarfs your competition, the prospects begin to seek you out. I coach an agent on the east coast who, in the two towns she dominates, single handedly sells more homes than the number two...
We are all faced with call reluctance at one time or another in our sales careers. We all know that we need to prospect and make calls daily to generate new business. However, knowing and doing can be two entirely different things. The fear of calling can be a career ender for many sales people. Let’s take a look at...
What will you become? I learned from my late friend, Jim Rohn that life is not about what you acquire but what you become. We set goals to become the person we need to become to accomplish the goal. I had to become a different person to attract the success that I had in real estate sales. I have had...
There are four fundamental plans that any Agent needs to construct to increase their production and quality of life dramatically. It doesn’t matter where you are on the success continuum; you must construct and execute these four core plans or models. Whatever level of success you at in your career today is because of where you are in relation...
