Mike Ferry Superstar Retreat Day 2

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The 20 Most Important Skills You Have to Master

• The skill of managing your time and then following that schedule.
• Operate from a schedule at least 5 hours out of your 8 to 10 hours a day.  What is my excuse for not doing productive things each day?  Have a prepared script to handle all the distractions.  Example: Your computer, I Phone, “I’m sorry I have to get this call”– The skill of looking for and finding buyers and sellers daily.  Always keep your income goal in front of you at all times.  There has to be some level of motivation each day.  If you spend 2-3 hours a day finding new business-5 days a week you can do anything you want to the rest of your life.  I have to identify and overcome why I won’t do this.
• The skill of turning leads to appointments (you’ll need a large trash can for some leads).  Treat every lead as if it was going to disappear within 7 days.  Close harder on your leads—quit collecting leads.  Take what leads you have and call them—if you can’t set an appointment in 1 week throw away.
• The skill of taking a prospect that you have set an appointment with and turning them into a highly qualified lead.  Become a fanatic at prequalifying.  Prequalifying tells you if you have a real appointment, objections you will have and who your competition is.  If you don‘t prequalify—you either don’t get it or stay 2 hours.
• The skill of making an enthusiastic and energetic presentation.  Are you asking questions or are you telling them your story?  ALWAYS USE THE PRELIST PACKAGE—QUIT MAKING IT ALL ABOUT YOU—SEND OUT THE VITAL INFORMATION THEY NEED TO MAKE A DECISION.
• The skill of pricing property to sell and sell this to the seller.  (Inventory now is shrinking)  Are you setting prices to sell or set prices to satisfy yourself?  Price is the only factor in getting a home sold.  Be willing to walk away.  (Narrow the gap between presentations—this gets you over greed—you price it right.
• The skill of showing property in a manner that causes a buyer to buy now.  Prequalifying the buyer is a skill.  “Mr. & Mrs. Smith let’s stop in this living room—how would you place this furniture?  Won’t work—if the rest of the house is good would you buy different furniture?  Park on the street across from the house you are showing.  NEVER SHOW MORE THAN 3 HOMES AT A TIME (IF I PREQUALIFY I ELIMINATE THOSE THAT DON’T WORK) Show 3 good ones—ask questions to trigger emotion—people buy on emotion.  Don’t waste your time if you don’t prequalify.
• The skill of dealing with buyers and sellers problems, excuses or objections.  You can eliminate most objections with a dynamic presentation.  Enthusiasm—people buy by what you present to them.
• The skill of getting a contract signed on the first close.   They will lose confidence in you if you have to show 3-5 times.  Let’s look at the 3 houses—summarize.
• The skill of bringing buyers and sellers together with strong negotiation.
• The skill of delegation (some mother their transactions) get out of the way—interview mortgage co’s, title co’s, inspection co’s and delegate.
• The skill of doing it day in and day out.  Consistency is critical.
• The skill of asking questions that get people involved in the sales process.  Question based selling with enthusiasm and asking questions you can win every time.  (When we don’t know what to say we talk–).
• The skill of listening intensely to what people say:  How to become a great listener:
  • Take good notes when people are speaking, it makes the people talking feel important.  MMFI Makes me feel important.
  • Do not respond to your own questions.
  • Avoid making assumptions.
  • Listen to what is not being said, watch their facial expressions.
  • Do not interrupt.
  • When you ask a questions, shut up.
• The skills of manufacturing at will energy and enthusiasm.  To get more energy control your thoughts, what you eat and drink and exercise.
• The skill to get other people in your market place to work with you effectively.
• The skill of providing services that will cause the customer to come back to you time and time again and will refer people to you forever.  Past clients referrals are the gravy in your business.
• The skill of having the ability to practice with intensity.
• The skill of developing motivation in yourself (means motive to action).
• The skill of earning money and keeping some of it.