Acres of Diamonds, Your Past Client and Center of Influence Database
Sales Meeting Monday, May 20, 2013
Quote: The results of your bad habits usually don’t show up until much later in life. Make sure the habits you have now are the habits that will help you achieve your goals.
Sales meeting sponsor this week is Ramis Urribarri, International City Mortgage
Door Knock Blitz winners of $25 gas cards from 5/16, courtesy of International City Mortgage: Steven Aguilar, Debbie Burke, Michelle Hampton, and Melinda Andrews. Winners of $25 gas cards from 5/8, courtesy of Academy Mortgage: Alex Villa, Alfie McFadden, Denise Martinez, and Winfred Owens. Winners of $25 gas cards from 5/1, courtesy of Prospect Mortgage : Alex Villa, Carlos Guittierez (our friend from San Diego who comes to our Irvine Phone Blitz), Melinda Andrews, and Joe Salazar. Our next Door Knock Blitz will be May 29, to participate see details at www.DoorKnockBlitz.com
Legal Eagle Update: Logging checks
First Step: The agent representing the buyer MUST log check information into a Century 21 Masters Trust Account Log no later than 48 hours after receiving the deposit check. THE ONLY EXCEPTION, IF BUYER WIRES OR DELIVERS FUNDS DIRECTLY TO ESCROW. There is a Trust Account Log located in each Century 21 Masters Office. Frequently Asked Question: “If the check is made payable to the Escrow Company, do I still have to log information into the Trust Account Log”? The answer is YES. If you are given a deposit check from the buyer, it must be logged into the Trust Account Log, no matter who the check is made payable to. What to do if Offer is not Accepted: If the offer is not accepted, agent must note in the Trust Account Log that the offer was rejected, then enter a short explanation of the disposition of the deposit check, example: “deposit check returned to buyer by U. S. Mail”. Ask buyer how he/she wants the check to be returned. May I keep the deposit check for the next offer? If buyer asks the agent to hold their deposit check for the next offer they write, the agent will need written authorization from the buyer to do so. Example: “To whom it may concern, I authorize my Century 21 Masters agent (name) to hold my deposit check #______, in the amount of $_______to be used when I submit another offer.” Must be signed and dated by the buyer. Reason: Without a written offer agent has no authorization to hold a deposit check.
Missed Opportunities
We keep looking for new leads new opportunities. Maybe we are not seeing the forest for the trees.
Acres of diamonds…
There is a story of a farmer in Africa that dreamed of great riches. He he had heard stories of great fields of diamonds, and here he was struggling farming; barely able to feed his family using the soil of his farm and seeking out a daily living. So one day he sells his farm and goes off in search of his fortune. After years of searching for diamonds and using up his resources, he has lost his family, gets sick has no money left to get himself well and dies. Meanwhile, back at the ranch he sold, the new owner continued to work it, nurture it, take care of it, and one day a friend of the new owner was over. This friend noticed 2 large stones on the mantle of his fireplace. After a few minutes of examination the friend asked the farmer if he knew what the rocks were. He said no and that there were thousands of them down near then river. The stones were actually diamonds so the farm that the 1st man sold turned out to be one of the richest diamond mines in all of Africa. Moral: Pay attention to what you have.
We work looking for new shiny leads that we think will be gold and diamonds when all the time the leads we have in front of us, (our list of people that we have already talked to) are the diamonds we have been looking for.
The past clients and center of influence are your diamonds. We all have acres of diamonds right in front of us.
Poem by psychiatrist RD Laing
The range of what we think and do
Is limited by what we fail to notice
And because we fail to notice
That we fail to notice
There is little we can do
To change
Until we notice
How failing to notice
Shapes our thoughts and deeds
Mike says every top agents has a great PC/COI database that they work on a regular basis. Some agents build a base and work that daily weekly monthly yearly. They touch it all the time.
E-mail weekly
Mail monthly
Call every other month
This will yield you 10% of the database in business
When you prospect now and get someone that says “yes I am interested in selling” there are a number of them that say I am going with the agent that helped me before or the agent I already know. It is possible to work with them but it is hard to get them to go with you. Your database can be as loyal to you as well. How?
Provide value via email
Be a source of market information via phone
Don’t be needy (commission breath)
Be in touch… consistently
Don’t create the database then delegate it and walk away from it
Be in the database every day for some time period
Take better care of your existing and past clients or they will almost always become someone else’s future clients.
Frustration is a call to take action. If you feel frustrated it means that you believe things could be better. Here is a thought: EVERYBODY CAN, but NOT EVERYBODY WILL!
Could you do it? __________
Will you do it? __________
Should you do it? __________
Success is not a process of ability, it is a process of will.
If I can do it, you can do it
If I did it once, I could do it again.
If I can start with nothing, you can start with nothing.
If we did it last year, you can do it again this year.
Faith to believe, a piece of the real, so very close to being real.
You can only see it with the inner eye.
Today matters
What activities will you do today that will move you to be better at your follow up?
What activities will you start doing today that will ensure you connect with your PC/COI on a more consistent basis?
What action will you take now to harvest your acres of diamonds?
Now let’s go out and make this the best week so far this year…
