What steps are needed to take advantage of the changing markets?
Sales Meeting March 4, 2013
Quote: When you get right down to the root of the meaning of the word “succeed”, you’ll find it simply means to follow through! -F.W. Nichol
Legal Eagle Report: Some Cities that Require Pre-Sale Inspection Reports. Click here for full list.
If you know of any other cities that require any type of inspection report, please inform
Cindy or Marilyn. Remember to always check for liens filed against a property, if there are any; make sure that the parties are aware of the lien(s) during escrow. If a lien is not satisfied (paid-off) during escrow, there must be documentation in the file, signed by all parties, confirming who is assuming responsibility for the lien.
Door Knock Blitz: February 27 $25 gas cards: Alba Reyes, Rene Fragoso, Steven Aguilar, and Danny Villela, courtesy of International City Mortgage and Ramis Urribarri. To participate, see www.DoorKnockBlitz.com
1. Don’t worry about the price so much today.
We really do not know what the property will ultimately sell for. Every day we are surprised at some of the prices that homes are going for. Seller wants: (1) highest price, (2) fastest time or their timeframe; and (3) least legal and procedural issues
2. Build our database now
How many of you have a home phone number? When that phone rings who do you generally think is calling on it? A telemarketer, correct? In the next 5 years how will you get in touch with potential new clients? How do you build the base now? Talk to more people. We are in the talk to the people business.
Ways to approach them:
- When you give information you usually get information;
- Old expireds: tell them market has changed since they had their home on the market and did they know they could probably get what they asked before, and maybe a little more;
- Properties that closed in the last 2 years. They are worth more today. We know their agent is not keeping in touch, so you go see them and ask them for their email address and their cell number;
3. The Start that Stops Us
What could get in the way of building our business? Last week we talked about the start that stops us. Call reluctance and Door knocking reluctance. Start learning what to say and how to say it reluctance. Without reaching out and picking up the phone and making the first lead follow-up call or the 1st prospecting call of the day we are assured failure. It is that one motion of picking up and dialing that first number that separates the winner from the loser. How hard are you to start? How easy are you to stop?
4. Follow-up and Follow-through
In the past we have talked about not following through or following-up enough. Often-enough. Soon-enough. Remember: sales success is, all in the follow-through. There’s an old saying.Don’t quit five minutes before the miracle. In other words, if you’re not persistent when following through with prospects, you might make a final attempt to contact them just before they’re ready to buy or sell. “Most of us are so concerned with being a pest that we err on the side of not being persistent enough.”In my experience it takes anywhere between 4 and 10 follow-through attempts after the initial contact to get a response from a prospect and move to the next level in the sales cycle. Many times prospects don’t get right back to us simply because they are busy. So, it’s important to be both patient and persistent.
Always do your best and life will give you it’s best.
The average professional baseball player makes around 2.6 million dollars a year.The ball player at the top of the scale makes that much every month and a half! The average real estate agent might make around $40,000 to $50,000 per year while the top agents average that amount every month.
What is the difference? Is it because of greater skill or talent? Or is it luck? Why does one person make $40,000 a year at their full time profession and another person in the same business, with the same resources and probably the same educational materials available, earn so much more? Skill and talent are important but skill can be developed (through effort) and talent is cheap.
The key is applied effort over time.
What makes the high paid guy high paid is usually not their talent. It is almost always because they try harder.They apply themselves more diligently and they do their best more often than the average agent does.
Doing your best is not difficult.To do your best is achievable by anyone, yet the majority of agents never do their best.They do just enough to get by. Just enough to pay the bills. Just enough to keep their job. Just enough to live the lifestyle they have become accustomed to.Have you ever thought about how much better your life would be if you always did your best? Think about that and then ask yourself this question: “How often do I give my best?” If you want to distance yourself form the masses and enjoy a great business life, you must understand this:your habits will determine your future.”
To survive and thrive this market you will have to change your habits. Small steps daily not giant steps occasionally will get you to your goals.You can do anything you put your mind to. Don’t be lazy.
And remember: What I do daily will bring me success beyond my wildest dream, if I do what I am supposed to do.The actions you take today will speak volumes as to the success you will have this year.Your choice.
Now go out and make it happen!
