You may get discouraged when you prospect 3 hours a day for 2 weeks and not get a listing.
You may present 3 offers and not get one of them accepted.
You may show property to 4 different buyers this month and all of them may decide not to buy.
For sale buy owners may reject you..so you quit calling them.
Expireds …you follow up and get no results so you quit calling them.
You worked out 1 hour on the treadmill and didn’t lose any weight.
You will get discouraged.
The real question is what will you do about it?
Write the words down “I will get discouraged”.
Place a circle around it
Say…..
it will happen, so what….
Again
It will happen, so what….
Paul Meyer once said, “Ninety percent of those who fail are not actually defeated. They simply quit.”
How well you follow through with your plan determines your success.
You make things happen only by seeing them through to the end.
John Maxwell says there are two types of people when it comes to discouragement.
Splatters and bouncers:
- When splatters hit rock bottom they fall apart and they stick to the bottom like glue.
- Bouncers hit bottom and they pull themselves together and bounce back up.
After 40 years in the business, I know this for a fact.
Sometime or another in the pursuit of our goals, we will get discouraged.
When that happens the only question is…
Are you going to give up or get up?
By: Charles Swindoll
Words can never adequately convey the incredible impact of our attitude toward life. The longer I live the more convinced I become that life is 10 percent what happens to us and 90 percent how we respond to it.
I believe the single most significant decision I can make on a day-to-day basis is my choice of attitude. It is more important than my past, my education, my bankroll, my successes or failures, fame or pain, what other people think of me or say about me, my circumstances, or my position. Attitude keeps me going or cripples my progress. It alone fuels my fire or assaults my hope. When my attitudes are right, there’s no barrier too high, no valley too deep, no dream too extreme, no challenge too great for me.
What do we need focus on now to have a great March?
Get out a pad of paper and let’s start:
1.Prospect… look for good leads
2.Follow up on good leads and set appointments
3.Present… go on qualified listing/and buyer appointments
4.Negotiate contracts
5.Do it again
Mixed in those activities you have to practice:
- Learn what to say and how to say it
- Learn the business in those activities
- Learn the contracts (what they say and how to explain it)
- Learn the objection handlers (what to say and how to say it)
- Learn your markets (preview property)
An average agent sees 3- 5 houses a week when they have a showing appt and they see them when they show property to the buyer.
How many times a month do you think the average agent shows property monthly?
2 or 3 times maybe
6 months 5 houses a week x 26 weeks = 130 houses tops
Think about this……………….
5 houses a day, 5 days a week = 25 per week whether they show to a buyer or not x 26 weeks = 650 houses seen.
Which agent is better prepared to know the market and answer the sellers or buyers questions?
The agent who has seen 650 houses in 6 months or one that may have seen 130?
Who would you rather work with as a potential buyer?
Now write this down…
Never take no for an answer when yes is still possible with a qualified client
Let me ask you a question.
How many “no’s” does it take for you to back off?
Why do you do that?
- Maybe you want people to like you so you don’t want to offend them?
- You don’t know what else to say or how to say it?
We all hear the “no”..it’s how we react to it that determines how many deals we will do.
Almost all superstars hear the “no’s”, yet they don’t react by stopping and backing off…. they ask another question and move forward.
Are “no’s” stopping you or slowing you down?
Even though the client may push you off several times you have to be able to handle the objections 5, 6, 7 times. That is the mark of a great agent.
Try this….do objection handlers for, “We need to think about it”….
Remember when you’re not working to improve, your competition is!
Every hour you put in over forty, either on your job or on yourself, improving your knowledge and skill, is an investment in your success and your future.
To achieve more than the average person, you must work longer, harder and be more deliberate then the average person.
If you always do more than you are paid for, you will always be paid more that you are getting now.
Today matters!
What is your attitude right now?
How do you feel about you and where you are in life?
If you don’t like your life right now you can change it…
A good attitude may not be everything…
A good attitude may not be the only thing…
Yet it is a great start.
Let’s go out and do what we need to do to insure we run full speed ahead, holding nothing back.
No stopping now…
Let’s make this the best week ever!
