I always remind agents who are struggling….. The only way you will put more money in your pocket is by getting and going on more appointments and converting them into listings. The business is not going to find you, you need to go out and find business. Too many agents are drowning themselves in busy work which makes them believe that they are working; they resist the proven, effective methods of finding clients because them think they know a “better way.” Be honest with yourself, are you really doing the hard work that needs to be done to get business? Is what you are doing working? Here are some proven techniques to get business.
1. The Early Bird Catches the Worm
Many realtors allow themselves to wake up whenever they please; before they even get to work they have lost potential business. The best time to prospect for new business is early in the morning. You and the people you are calling have more energy in the morning. You are more likely to have a better conversation with people before they are tired out by their day. When you speak with your prospects early in the day you get less resistance, making your job to get listings easier.
2. Lead follow-up
For the typical Real Estate Agent, 70% of your appointments will come from lead follow up. That is huge! Remember, if you are not following up with the people you are talking to, someone else will. Since most of your appointments and listings come from lead follow up, shouldn’t you give it laser-like focus? Has there ever been a time when you forgot to follow up with a lead, and then when you finally did, you found out that another agent contacted them and got the listing? Never let happen again, commit to being that “other agent” who got the deal.
3. Confidence and courage come through preparation and practice
You need confidence to succeed in this business, how do you get it? Learn the skills necessary to get clients and close deals, and continue to build on them. Take time out of each day to improve your skills; know what to say when you are talking with a lead. Learn your scripts, continue practicing, role play; your preparation will make the difference between losing and closing a deal.
4. Close. Close. Close. Close. Close.
For some reason or another, many agents believe that their prospects will invite them to come over for a meeting. If you wait for that invitation nothing is going to happen! You need to close during your conversations at least 5 times to get an appointment. “Is 4pm today good for you or would you rather meet tomorrow at 5?”
5. Become the “Objectionator”
One of the keys to preparation and practice, is knowing how to handle objections, is so important that it deserves its own category. Become familiar with the objections you get on a consistent basis, know how to handle them. Role play objections and your responses, make sure you not only have good responses but that you sound sincere when responding. Oftentimes people give you the “reflex no,” simply knowing how to handle this objection will increase the number of appointments you get.
Remember, sales is a numbers game. Most of your day should be spent talking to people who want to buy or sell real estate now. The more people you talk to, the more appointments you will set. The more appointments you set, the more listings and buyers you will have. The more listings and buyers you have the more money you will make!
Neil, You always have the best stuff! I have to admit I’m not a Realtor (I’m an Good Neighbor insurance agent), but my wife, Tammy Burnell, was a former top coach with Tom Ferry who went out on her own after 5 year and 9000+ coaching calls:
https://www.tammyburnell.com
Your topics here are something we talk about all the time. As an insurance guy, my peers all have similar issues you’ve discussed.
Keep up the great work!
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Neil Schwartz Reply:
July 27th, 2010 at 8:34 PM
Thanks Robert, I definitely agree that most of the techniques we share on https://www.neilschwartz.net can be applied in any business that requires prospecting.
Let Tammy know about our site as I would be very interested in getting her feedback and thoughts.
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Neil-
You’ve got to have one smoking office! Keep spreading the sales and life success mojo content!
Tim
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Neil Schwartz Reply:
July 29th, 2010 at 5:42 PM
Thanks for that Tim. I definitely will and I look forward to hearing more of your thoughts and feedback on my others posts.
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Neil,
I love the objectionator!! That made my day, I wish I had a big pic of that right in front of me in the office!!!
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Neil Schwartz Reply:
August 27th, 2010 at 2:40 AM
Keep practicing and push yourself. If you want to become an objectionator, get more role play partners.
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I had to read your post three times to get the full meaning of it. I enjoy reading what you have to say. It’s unfortunate that more people do not comprehend the benefits of coaching. Keep up the good work.
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Neil Schwartz Reply:
September 2nd, 2010 at 2:03 PM
Sooner or later people come around when they realize that they are the only one in their way.
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I’ll right away grab your rss as I can’t find your
email subscription link or e-newsletter service.
Do you have any? Kindly let me realize so that I could subscribe.
Thanks.
My blog post バッグ 2014 – Jesse,
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gett viewers to open the links. You might add a video or a picture or two to grab people interested about what you’ve got to say.
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