Do you have the skills that will make you massively successful? Are you making the most of them? The people who are compensated the best in life are highly skilled and highly specialized. They perform few functions, but the ones they do are performed exceedingly well, and they are paid handsomely for performing them. Let me share an example. When...
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...
Think of your marketplace as your playing field, not unlike an athlete views a football field, basketball court, or hockey rink. The better you know every inch of that playing field, the more you can exploit it to your advantage. Before I became a real estate agent, in my early twenties, I was a racquetball professional. I played hundreds of...
Our ability to serve our customers and prospects well is contained in our ability to listen. Most telephone salespeople were convinced by some friend or relative to get into sales because they had the gift of gab rather than the gift of listening. In all sales situations, the gift of listening far outweighs the gift of gab. To become a...
The solution is to plan what you are going to say beforehand, so that during the presentation you can focus on language, tonality, and the following four steps to a great delivery. Step 1: Conviction Webster defines conviction as “a fixed or firm belief.” I’d add that there is nothing more compelling than conviction. Your belief that you can get the...
In talking to real estate Brokers, owners, and executives, I hear this comment frequently, “My agents don’t come to training.” There are a number of reasons why it’s never been more challenging to drive attendance. The agents might feel the internal training is not as valuable. That is either just a perception or could be reality. I have reviewed...
The single most important skill for a Real Estate Agent is sales-ability. No matter where you are in your real estate career, decide right now to master the skills of selling in order to fuel your success. It’s hard to believe, but it’s true, that more than 95% of Agents lack top-level real estate sales skills. The reason I know...
