- Busy ≠ Productive. Get super real, super fast about THE most important thing in your business. And here’s a hint: customer service is 2nd to actually having a client.
- Fastest Route. Start each day with this question: What is my fastest route to a client or lead today? And always, every day, do that thing first.
- Batting Average. Ask yourself what it will do for you and your family when you knock it out of the park. Home runs are the bees knees but seriously, some of the highest paid baseball pros out there simply hit single after single after single. You have to get up to bat a lot. So start tracking, starting today, exactly how many people you talked to about real estate today. If it is less than 5, then you are working part-time. If only 1 or 2, it is equivalent to calling in sick. You must have action. And if your business is on life-support, then you need massive action.
- Practice. Seriously, you probably need to be better with what to say. And you do not practice on your clients. Starting today, spend one hour a day going over and over and over and over your scripts, objections and your presentations. Why should I hire you? You must nail this question. Will you lower your commission? You must nail this question. We think we’re going to wait. You must nail this question. An hour a day, five days a week … you must get better faster.
- Direct. I suspect you’re being too nice or assuming people will come to you. Do not confuse direct with pushy. (Do not be pushy; pushy is annoying.) Direct saves you a lot of time and may actually save your career. This week, use this script on a minimum of 100 people (yes, 100 … this is CPR on your business):
“Hey, it’s me. Got a sec? I need to run a business question by you . . . I’ll be quick. We’re setting up appointments already for summer and I realized I had not asked you this direct question lately. Are you guys anticipating any real estate needs this year or is there anyone you know who may need my services? I really appreciate you thinking about that. My business is all referral and I wouldn’t be doing my job if I did not ask you this question every once in a while. I’m going to send you an email real quick so you have all my contact information handy. (your email?) And I have a little tip … when you do hear of someone, don’t just give my card out … rather, tell your friend
“hey, I’m going to send an email introducing you to my friend, [you] the Realtor I mentioned. I think he can help you and if not, he’ll find someone who can.”
I really appreciate your support. Don’t hesitate to call with any real estate question … I’m happy to help.
You can do this, by doing the things that matter the most. What would you add to this list?