Five years ago, I was where you are now. Nervous and fearful about making the step up to principal, even though I had 15 years of being a successful agent under my belt.
But, at nearly 50 years old, this was my ‘now or never’ moment – and I didn’t want to live a life full of regret. So I gathered my courage and leapt.
We all know that the spring selling season is an opportunity to make a significant amount of cash for the year.
The weather’s getting better (in most places) and people want to be in their new homes before summer and Christmas.
So, it’s super important that you make sure you’re generating leads, going on appointments, taking listings, putting buyers under contract and selling a lot of homes!
It is imperative that you ask high-gain and high-impact questions in order to garner enough information to clearly identify and understand those needs. The most successful sales professionals are those who ‘sell by design, not by chance.’ If you have a strategy when asking questions, you increase your success rate.
Here are some real cut through questions to ask your prospects:
Know your ‘message’ and ‘outcome’ from the call. Sincerity, politeness and brevity, combined with a solid knowledge of your market, are the makings for a successful sales call. Follow these tips and watch your selling productivity rise this spring and start to identify your pipeline for the new year:
What separates those who are still making sales from those who are not? What is the key to succeeding in this market, or any market for that matter?
The answer is simple. Agents who are setting and going on appointments are producing, period. Even if listing stock is down, there are still sales occurring. The truth is, the more agents who believe it’s slow during winter, the better it is for you.
Even if there are less listings, you have less competition. Again, it is a mental market. Ultimately, it’s how you choose to look at it that makes it a ‘good’ or a ‘bad’ market.
So I dare you. No I double dare you! The next 3 months is all about setting an appointment challenge for each 30 day period. Have specific ideas and techniques that will lead to a breakthrough in the amount of appointments you set.
The intention is that you go on one or more hot appointment every single work day. Remember, when making phone calls ask yourself; what is my intention? The intention is super important as that leads to the result and outcome you seek for.
Your habits come from your daily activities compounded over time. And your activities are the result of the choices you make in the moment.
These moments are what I call ‘micro moments ‘ where the decision can make you a success or lead to failure. If I asked you what are you searching for everyday, most people’s answer would be ‘Happiness’. So, how do you find happiness each day?
The answer is really simple just play the best version of YOU every day. And crushing these ‘micro moments’ that come up each day. You see people who play, breathe, live and perform the best version of themselves each day have a high level of ‘happiness’. That creates energy, attitude and begins to affect your results, because of your vibration. Vibration is everything!!
As we head into yet another new year, I think of the adage ‘what got me here in 2017, won’t get me there in 2018’ both personally and professionally.
It comes down to knowing; what are your standards? The agents who succeeded this year had a set of disciplines, mindset and beliefs which they followed through no matter what was happening in the market place.
Successful people always raise their principles and standards to aim to become someone they have never been before. It’s like they demand more of themselves and it becomes a necessity in their life.
For example, look at someone who goes to the gym 3 or 4 times a week – they usually have a set of standards and discipline that they do each week to get physically fit. Look at their physical body after 90 days of disciplined, consistent training.
The same can be said about your business. What are the disciplines that you are going to implement each week because you know each of these disciplines will have a massive impact on your business?
Know your daily number in 2018, meaning how many conversations you need to have daily that will guarantee your success and business because only you know you, and that number taps into your full ability and potential.
Unfortunately this year has shown a decline of 20-30% of real estate listings, compared to the same time last year, according to CoreLogic.
For some agents this market is now a mental game – whether you take action or not will come down to your approach. Taking more action with calls or any type of prospecting to secure more listings with the wrong psychology is worthless.
As far as your prospecting calls go, start with the right mindset and get yourself into a ‘state’ of mind – prospecting: hustle + fun = consistency = RESULTS!
Here are a few tips to get yourself and your head in the game for prospecting this spring:
As a coach to some of the top million dollar agents across Australasia, here’s a listing presentation tip to differentiate yourself that has proven to work.
Firstly, you need to visit the open homes in your farm area, collect brochures, making notes about the properties – and then bring this portfolio of marketing material and analysis to the listing presentations.
Then the next time you’re at a listing presentation you can sit in front of a vendor and say:
“I’d like to let you know that when your home comes on the market you will be in competition, not in isolation. My job is to make sure that I know everything about every home that you’re up against. Let me show you the homes that your property is competing against.”
One Agency is a revolution in real estate, empowering both individual real estate professionals and established agencies to take control of their future and bring an entirely new level of service to clients.
