Chase the new or work with the old?

Chase the new or work with the old?

Click here to watch on YouTube. Like most agents, you are probably focused on prospecting for new customers and it never occurs to you to work with your past clients. But that’s exactly what you should be doing. Building relationships with your clients does not end with making the sale—maintaining those relationships is how you generate future business, with them and the people they refer to you. Handing over the keys to a property should be a beginning, not an ending. You want to remain relevant to every client you have worked with. To do that you need a system…

Burnout Recovery, Renewal and Working More Powerfully

Burnout Recovery, Renewal and Working More Powerfully

Click here to watch on YouTube. It happens to all of us: Burnout. How you handle it will determine what you can achieve during the busiest months of the year. The months of August through December are big months in real estate. A lot will be happening with all the holidays, and Daylight Savings Time means more evening appointments. All of this creates additional demands on your time and energy, so having a few recovery routines in place will make a big difference in your ability to make the most of these opportunities. Especially if you are already feeling tired…

When do you change gear?

When do you change gear?

Click here to watch in YouTube. Being a real estate principal is about being a leader and growing your business. Before you can do that, you have to decide what kind of principal you are and who you want to be. There are basically two kinds of principals: • The principal who is an active listing selling agent • The principal who is a coach, leader and mentor You might be thinking, in terms of revenue, if you are acting as an agent you can make 60%, 70%, or even 100% of your business revenue, but to do that you…

Getting clear on what you want

Getting clear on what you want

Click here to watch on YouTube. Making significant changes in your business often begins with improving your life in general. Most important is having the confidence that comes from knowing exactly what you want out of life. Once you can define that for yourself, everything else—including your business–can fall into place for you. There are three simple steps you can take to start making those progressive changes in your work and your life: 1. Keep an Achievements List 2. Keep a Lessons Learned List 3. Have a Statement of Purpose In our business we are exceptionally busy and we often…

Past Clients – Out Of This World Customer Service

Past Clients – Out Of This World Customer Service

Click here to watch on YouTube. You may be missing an entire market segment that is sitting in your database right now. It’s a source of uncontested business that no one else is working—but you are about to do just that. What are you missing? It’s your list of past clients. You actually have two sets of past clients to work with: the people who have sold property with you, and those who have bought. In order to work with this market you need to do two things that you should already be doing: 1. Build and maintain client relationships…

The List – Ultimate Productivity

The List – Ultimate Productivity

Click here to watch on YouTube There are some surprisingly simple systems you can use to get yourself back on track and working at your ultimate level of productivity. First, increasing your daily bookings is as basic as starting each call session with a list of your top 5 potential sellers. It’s those face-to-face appointments with clients that get listings and, ultimately, sales. Just think about what happens if you start every business day calling five potential clients first thing, before you even check your email. You can’t take them to market if they don’t know you, so make those…

Targets and Managing Anxiety

Targets and Managing Anxiety

Click here to watch in YouTube. As real estate agents it’s simply in the nature of our business that we will experience anxiety. You will sometimes feel discouraged and overwhelmed. This is normal. The key to dealing with anxiety is learning how to manage it, and the best way to do that is to know what you need to do and focus on accomplishing your goals. Once you decide how many listings and sales you need to complete to be successful, then you can begin to make that happen. For example, let’s say you know you need to write $500,000…

Productivity Over the Phone

Productivity Over the Phone

Click here to watch the video in YouTube. Connecting with prospects by phone is probably the most important thing you do every day, so you want to be as productive as possible when you make those calls. Most agents simply leave it all up to chance whether they will make an appointment or progress a customer. But this is not a game—this is your business. First, get focused. What is your goal in making these calls? • To establish and maintain a business relationship • To progress a customer • To make an appointment with a prospect If you are…

Setting The Vision

Setting The Vision

Click here to watch on YouTube. You can’t get anywhere you want to be if you don’t know where you are going. That is why having a clear vision for your real estate business is so important. Tactical thinking is fine if your tactics support a long-range strategic plan for growth. Tactics without a plan, however, are only a random unrelated set of short-term solutions. When you look to the future of your business, what do you see? In fact, why are you in the real estate business? Some agents end up owning a real estate business with no real…

Ultimate Productivity – Reduce The Breadth Of What You Do

Ultimate Productivity – Reduce The Breadth Of What You Do

Click here to watch on YouTube. Productivity is about more than just staying busy. You need to see tangible results from your efforts before you can say you are truly being productive. The best agents have established habits and procedures to make sure they are focused on doing the work that will net them the most listings and sales. Of course, when you’re just starting out you are likely doing all the work inside of your business by yourself. Your first challenge is to grow your business enough to start hiring other people to do the basic tasks so that…