To become a highly successful real estate agent You Must
Distance Yourself from the Masses You Must Understand that your
Habits Will Determine Your Future You Must change your
habitsNegative habits breed negative consequences while successful
habits create successful consequences. So simply put, you can turn
negative consequences into positive rewards by changing your habits
TODAYHabit #1Highly Successful Real Estate Agents take 100%
Acceptance of Responsibility for Their Results. They didnt blame
the economy, the competition, or their company for dips in
closings. Instead, the worse things get, the harder they work, the
more they prospect, the more they follow up, the more they polish
their skills. They are intensely Goal-Oriented. They always know
what they are going after and how much progress they are making
towards their goal They focus on their outcomes and dont get
distracted by trivia. You wont find them around the coffee pot or
water cooler talking weekend sports or the latest reality show on
Monday morning at 9:30. They are on the phone, in the field
prospecting or with a customer They know and understand that goals
and targets are there to be exceeded, not just something to aim
for.Habit #2Highly Successful Real Estate Agents are Determined and
Persistent. They do not take no personally nor do they allow it to
make them feel like a failure. No matter how tempted they are to
give up, they persist toward their goals. Self-discipline is a key
factor in their success They act with urgency in everything they do
They Maintain a Positive Attitude and always stay Up even when the
chips are down. On the occasions when a deal does go wrong, they
bounce back quickly and ask themselves, What did I learn from this,
and how can I prevent it happening again?Habit #3Highly Successful
Real Estate Agents Always Act On Purpose. Every call, every letter,
every visit is conducted for a reason. They know their intended
outcome and their fallback positions before they make contact with
a prospect or customer. Anticipate their customers needs and
concerns They think ahead so they can respond appropriately Top
agents are using social mediabut not the way most agents do. Top
agents use it for follow up, not for generating leads Social media
for them replaces the mailers and post cards they previously sent
out to past clients and their sphere of influence to keep in touch,
it is easier, less expensive and enables them to communicate more
often and more effectivelyHabit #4Highly Successful Real Estate
Agents are Fanatics about Managing and Guarding Their Time They
understand the difference between Urgent and Important. Important
is their priority; achieving their goals by providing efficient,
superior service to their customers. They recognize that Urgent is
someone elses priority thrust upon them. They treat other peoples
time with respect. They are always on time for meetings and
appointments. Perform all tasks quickly and efficiently, in the
minimum of time, always working to meet or be ahead of pre-agreed
timelines. They have a schedule, they work the schedule, and they
know that if something is not in their schedule it does not get
done When they are at work, they work and when at home, they are at
homeHabit #5Highly Successful Real Estate Agents Have the Courage
to Do What They Dont Like To Do Especially On The Days They Dont
Want To Do It They are pro-active, especially when things are slow.
Instead of moaning and complaining that sales are down, they get on
the phone and call past and existing customers They door knock
daily as a source of generating leads They know that Prospecting is
for lead generating and follow up is for setting appointmentsHabit
#6Highly Successful Real Estate Agents Invest Years of Hard Work
They are always learning and Practicing Top agents know their
product and can answer questions and concerns directly They know
where to find the answers. Over their career they have previewed,
many hundreds, if not 1,000s, of properties They know what is
happening in their market Practice, roll play and create and master
scripted presentations They know what to say and how to say itHabit
#7Highly Successful Real Estate Agents Surround Themselves with
Winners and a Winning Environment They want and need to be around
Agents and Brokers dedicated to be the best that they can be They
understand there are no short cuts. They understand that to be
successful takes focus, consistency and commitment on their part
and the part of the people who surround themFinal ThoughtsYou first
form your habits, then your habits form you. Every day you live you
are in the process of becoming becoming worse or becoming better
Its your choiceMake a commitment to grow dailyIf you make it your
goal to grow a little every day, it will not be long before you
begin to see positive results in yourself. Dont wait for
inspiration. You cant get much done in life if you only work on the
days when your feel like it.At Century 21 Masters we work on these
habits every day, in our sales meetings, our group coaching
meetings and in our Customized Coaching programs E-mail us for our
schedule and list of classes. Come by and check us out, you will be
amazed at how the right environment will help propel you to
succeedToday MattersTo change your life you have to change
something you do daily. What changes will you make today to make
this your best week ever? Take small steps daily, not giant steps
occasionally to reach your goals.
Mission StatementCreate the most satisfying real estate
acquisition and disposition experiencethat enhances our client's
ability to simply preserve balance and wealth in their lives.Vision
StatementExemplify the treasures of inspired personal service.Price
is what you pay. Value is what you get. Warren Buffett
Asking Questions = More ListingsGreat question asking is a
powerful tool in your sales arsenal; like other aspects of sales,
it is a skill that you must work on. Asking the right questions
leads you and your clients to reach your goals. Are you asking the
right questions?
Practice how to ask questions. This is a skill that all great
agents have.Asking the right questions helps you to make the right
moves to obtain the business. Knowing what the potential client is
looking for and getting ready to deliver it is all about knowing
what their needs are. Butfirst you have to ask the right
questions.
Listings=Control
5 DisciplinesIn order to be a superstar agent, you must obtain
and maintain these 5 disciplines. Study them, commit to them and
take action starting today. The difference they will make in your
business will be phenomenal!1. Meet more people The more people you
meet, the more sales you will make.2. Lead follow up If you dont
follow up, you will miss the opportunity to make the sale. (Dont
forget if you dont make the sale, somebody else will).3. Preview
properties Its your job to be the expert in your area. You have to
know the inventory to make a great impression.4. See expireds at
the door Everybody calls expireds. You have to stand out by being
the one that is willing to visit the owner face to face.5. Role
play your scripts and dialogues You have to be ready to answer the
hard questions and objections. Dont miss a sale because you didnt
know what to say and when to say it.
Focused PracticePete Carol the great USC coach and Superbowl
winning coach from the Seattle Seahawks saidThe best players dont
always win but the players that play the best always do. He goes on
to say that this is why his players train so hard, work so hard,
and practice better than anyone has ever practiced before.What if
you practiced better than anyone else?What would that look like?In
our business that could be writing your scripts out 30 min each
dayrole playing 30 min each day.What stops us from starting down
the practice path?Many times the final goal seems so unreachable
that we dont even make an effort.It could go something like this I
cant figure out how to go see properties to preview I cant figure
out how to see expireds and previews at the same time Neil says it
is easy but I cant figure it out When they answer the door what do
I say to expireds? I sound so stupid role playing I sound dorky The
scripts are just not meBut once youve made your decision and have
started, its like youre halfway there.Startno matter what your
circumstances. Take that first step!For many getting a Real estate
license is simply impossible. They never try to get it or getting
it seems insurmountable.In this area You are above average. You
chose to get a real estate license and that is not average. You
have to be above average to be a real estate agent.Its a commission
only sales job.You have to study again after having gone to high
school or collegeThen you have to study again to renew it and take
professional development courses.So now you are here and that makes
you in this area above average. Now average here is the problem
that some of you have fallen into. You have started becoming
average amongabove average sales people. So we know you can be
great because of the choices you made to come into this profession
and work for this company. You obviously have greatness in you you
got the license and you are here.What will you do now, to go from
average sales agent to the above average to superstar sales
agent?Heres how to step away fromaverage You need to stretch
yourself Nobody joins our company to be average Everyone one knows
that we expect more from you than any other company Everyone knows
that when you go to work for Masters you go to work That is why
most agents do not join our company we have expectationsSo you have
taken the 1st stepTo be with the best of the bestWhat are you going
to do about it?How is NOT doing your job daily make you feel?Where
are you falling short of your potential?Whats stopping you?Write
down all the reasons WHY you have settled for the status quo.What
excuses are you using to stay stuck?How are you getting in your own
way?What is the story you are currently telling yourself?Re-write
your story looking for a positive place to start.Find the
courage.Build your fire within and find the courage to push through
your comfort zone to break through your currentmediocremindset.Let
go of things that no longer serve you. Step away from the familiar
and leave it behind.Explore the unknown and take a few risks if you
want to change and grow.This is what life is all aboutEmbrace the
tension.Lean into feeling uncomfortable.Recognize your growing
pains.Its challenging to change and you will feel some
resistance.Keep growing through it.Create forward motion dont cling
to the past.Take action in the present and begin to shape your own
future today.Keep growing!If you stop learning, you stop living.Its
the small incremental things that you do each day that make a
difference.Dont take the foot off the gas when you have tasted
successDream Big and go Big!Its your life!Keep GoingKeep
FlowingKeep Growing!Today matters!If you have a tree you want to
cut down.. go out and swing 5 times at the same spot then put the
ax down. Do that every day and at some point the tree with
fall..The size of the tree will determine how long it will take but
be assured it will fall.We overestimate what we can do in a day and
underestimate with we can do in many days.What commitments will you
make today to expand on your practice?How many 5-5-10s will you
complete this week?How about picking one script to write 1 time
daily for 5 daysLets Review the importance of focused practice:
Track Numbers analyzer for 1 week You must see 25 exp for 1 week
Must see 25 previews for 1 weekLearn the following scripts:Role
playHot market scriptHot market center of influenceHot market past
client scriptMake today count and. remember thatMastery Follows
ConsistencyToday matters so. just do the practice for this week
then next Monday we will talk about it. Now lets go out and make
this one of the most powerful 5 day periods we have had all
year!Top of Form
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Sales Tips
The Key to a Successful Real Estate CareerPosted: 4 Mar
2015Every sales person in this industry has the potential to
practise habits that offer the greatest return.Sales people are
task oriented. The tasks they concentrate on today are the most
urgent with regards to the people they are dealing with right
now.There is a cycle and the most successful sales people know how
to manage the cycle.They know the ratio of list to sell should be:
List list sell. -, list list sell - list list sell. Even better
they know the practise should be about prospecting as this leads to
listings which leads to sales. Still in the same ratios.Prospect
list - prospect list - sell. Prospect list - prospect list - sell.
Only if you adopt this habit in this ratio will you have a steady
flow of listings into the pot which will in turn give you a steady
flow of income.When a sales person is new to the industry they
create a database and start the prospecting tasks. They get into
their business development area and make a real effort to get to
know people, they grow their database and start to communicate
which in turn generates listings.The stock of listings builds and
the selling cycle takes over.It is easier to generate a portfolio
of buyers than it is to generate a stock of listings and so the
buyers gradually take over their time. Sure they make sales. The
feeling of success is awesome and the money begins to flow and as a
sales person they think they have cracked it.Day after day this
successful sales person looks after buyers and forgets about their
database work and their prospecting. There is no time. There are
too many buyers to deal with.A sale and a pay cheque, a sale and a
pay cheque and then.Whoops Their listings stock dries up. The
database hasnt been updated for days. Their business development
area hasnt heard from them for weeks.Unless the sales person can
realise the error of their ways, the cycle repeats itself. They
list for a while until the stock levels create the flow of buyers
again. They are off selling again and again forget the habits that
gave them the necessary stock that gives them success.The other
thing that can happen is that the sales person becomes very
despondent with what has happened and the industry loses a
potentially awesome sales person.The message is simple. In the
words of an old Aussie trainer Doug Malouf GAOGet Absolutely
OrganisedPlan your day, work the plan, create effective prospecting
systems, leave time in the plan to deal with buyers, deal with
emails at set times, have a plan to work your database, database
trails will make this easier, deal with buyers around prospecting
times. Prioritise your habits and remember prospecting and your
database are as important as the buyers.Never, never, never give up
prospecting. I get communication from some of the most successful
agents and the one simple habit they all have in common is they
have a set prospecting plan and they work it. They are consistent
with what they do, and persistent with the message.Buyers will
wait, buyers will buy what they want and they dont care if they
dont buy from you.This is a business, so plan it, work it, be
successful. Never give up that feeling of the first day on the job
and the excitement of finding someone who wants you to list,
market, sell and negotiate their most expensive investment their
real estate.The key to success in the real estate industry is:have
as many people as you can know you, like you,trust you and will
recommend you to their friends and family.
