This is part two of an amazing lecture Matt Ferry gave at the recent Productivity School, and it is the reasons why most agents fail in this market.
Review this list, and rate yourself in each area 1-10 (1 is completely incompetent and 10 is a master) and share with me either via email or on our next coaching call.
1. Waiting for repeat and referral business, arrogantly believing prospects will wait for them. Open yourself to be of service, then ask for business using the script;
2. They generate business inconsistently, which affects their psychology negative, and creates inefficient cycles. Because they don’t know scripts and are scared, they are not efficient enough to continue to lead generate once a deal is opened;
3. They don’t qualify their leads, because they don’t want to know the truth. Everyone has the same leads, so in reality we want to either convert them or delete them. The causes for not qualifying leads are reasons 1 and 2 above, and then the typical agent become desperate;
4. Don’t qualify appointments. Reason: afraid it won’t be an appointment, so they try to convince the prospect rather than find prospects who genuinely need their service;
5. They take overpriced listings. Since they are desperate, they will lie about the price;
6. They spend too much time and money on marketing, activities such as designing flyers, and other administrative tasks;
7. They don’t track and monitor their activities. Then they refuse to be honest about their business;
8. No plan, no accountability, and no structure to guarantee their dreams will come true. If you don’t have a plan, you are planning to fail. Accountability is the opportunity to live at choice, no accidentally. Structure is promises, commitments, and declarations, backed up by systems, processes, and procedures.