Ask yourself this question: What have I done so far this year that worked?
Sales Meeting June 17, 2013
Quote: “The difference between a successful person and others, is not a lack of strength, not a lack of knowledge, but rather a lack of will.”
-Vince Lombardi
Door Knock Blitz winners: 4 winners of $25 gas cards, courtesy of Ryan Schultz and New American Funding Inc. Alfie McFadden, Rebecca Barnes, Elena Hull, and Michelle Hampton.
Legal Eagle Update
List of cities that require pre-sale inspection reports
20 work days between now and Superstar Retreat
What have I done so far this year that worked for me financially?
Should I continue to work on that and make it better?
What have I done this year that I am NOT so proud of?
What do I need to do better?
As of June 11, in CARETS (LA County, Orange, San Bernardino County, Riverside), that market is down 3% in units closed year over year May 2012 – May 2013. However, it does not seem like it because a huge portion of the business was REO, so there are more listing opportunities for everyone.
Also, in this market, it is easier for a seller to choose family a member because it seems like anyone can sell a house.
As a result, we need to look at our results and make appropriate changes. The test of a Superstar Agent is to exceed the market, not just go up and down with the market.
Century 21 Masters Results: In a market down 3%, is we are up 17%. We are NOT average. I believe it is because we focus on listing inventory, constantly working on getting better. He or she who controls the listing inventory WINS.
Review 2 things today!
1. Mike Ferry selling system; 21 parts on it. Grade yourself 1-10; 1 is pathetic, 10 is awesome, no one better. Grade yourself, and determine what you need to work on and what you don’t need to work on. Our job is to take each system and work with you to improve where you need your help.
2. The Century 21 Masters Advantage Program (MAPs). Same, grade yourself on how many you are doing of these items.
Are you on track? If not, why not, what do you need to correct?
Money leaks; are my money leaks massive or a drip? Possible money leaks:
Past Client and Center of Influence; how many did you follow-up on? How many did you call whose number was already disconnected? They moved, and they did not call you. How many transactions have you lost by not doing what you were supposed to do?
Sign calls; buyers want the listing agent to represent them. How many did you get over the past year that you did not immediately follow-up on? Take all the leads you have, and call everyone of them back in the next 48 hours, and ask if they have already bought or sold a house? I think you will be nauseous.
Lead follow-up; How many deals have you lost from over following up in your career? How many deals have you lost by not following up enough? More, right?
Daily activities; how many deals did I lose from not following-up on my daily activities. Like not previewing property, not going to expireds at the door, not door knocking around the properties. Have you ever been out in the field previewing, or door knocking and someone stopped you? How many deals have you lost out on because you are not doing it regularly?
Having an opportunity and you not being prepared for that opportunity. On a listing appointment, the seller is leaning towards you, then they ask an objection, you don’t know how to handle at the highest level, and you either end up cutting your commission or losing the deal. You did not pre-qualify correctly, they want to wait, have a friend, etc., and you know you have the buyer and know the house will sell, but just don’t know how to close the deal or cannot at that moment. How many of those deals have you lost?
Its not that people want too much, they want too little. Its not that we cannot be successful, we just don’t want it bad enough to do what it takes. There is so much money; enormous houses, enormous boats.
90% of what’s wrong in your life will be cured with massive prospecting. Just talk to more people. We are in the talk to the people business. You can get whatever you want if you help enough other people get what they want, Zig Ziglar.
What I do Daily will bring me success beyond my wildest dreams, if I do what I am suppose to do.
Let’s make this our best week ever!
