Geography vs Relationship based prospecting

Geography vs Relationship based prospecting

Click here to watch on YouTube. If your approach to prospecting is not yielding the results you require then you may need to expand your focus. There are two kinds of prospecting in real estate. Geographic-based prospecting is also known as prospecting farm areas. You basically draw a circle on a map and market to all the residents within that zone. The concept of dividing a large marketplace into farm areas and assigning those areas to individual agents is attractive, but in reality it may not be the most effective approach. In relationship-based prospecting you focus on leveraging customer relationships….

What To Do If You’re Starting Out

What To Do If You’re Starting Out

Click here to watch on YouTube. If you’re just starting out, welcome to real estate. If you’ve been here awhile, try to remember how you felt when you were new to the business so you can lend a hand. Following are a few core ideas and insights to help you get going in the right direction, or lend direction to someone new. Consider this question: Where do your customers hang out before they need you? Knowing this will prepare you for staying ahead of the game when they appear at your open for inspections and contact you about properties posted…

Culture

Culture

Click here to watch on YouTube. Every business has its own culture, including yours. This culture is shaped by the people who work for you, but you ultimately define whether your business runs on positive or negative energy. First you need to determine what your current business culture is like. Notice how people enter the office in the morning. Are they coming to work early, energised, and on task the moment they walk in? Or are they arriving late and starting their day in a leisurely manner? Are they following a plan, or are they looking around for something to…

Leverage All You’ve Got – People You Know

Leverage All You’ve Got – People You Know

Click here to watch in YouTube. You probably know a lot of people in your life, but how many of those people are in your agency database? All of them should be. In fact, everyone you meet in your business or personal life should be added into your database because every one of them is a potential referral for you. Every relationship can be leveraged forward. Think of all the people you know on social media sites like Facebook. Each of those people has an email address that you can add to your email database to receive your targeted messages….

Quick Grow

Quick Grow

Click here to watch on YouTube. Deciding what kind of agent you want to become will fuel your ambition to Quick Grow. Knowing what you want to achieve helps you think about what you need to do in order to accomplish rapid growth inside of your marketplace. The simple fact is, if you want to be a million dollar agent, you can’t keep working the way a $200,000 a year agent does. It helps to study how successful agents accomplish what you want to do, and allow their example to motivate you. The challenge comes when life knocks you off…

Rituals that Serve You Well

Rituals that Serve You Well

Click here to watch on YouTube. Success requires a structure, so there are some simple yet powerful rituals you should incorporate into your daily schedule. If you really want growth in your business then prospecting is your most important daily activity. You want to make that happen every day. Ritual 1 is to stay focused on making phone calls. The first hour of your workday must be dedicated to making phone calls. Remember, your clients want to stay connected to you, and they need for you to be relevant to them and their situation. Each of them is at a…

Ready for rapid growth?

Ready for rapid growth?

Click here to watch on YouTube. Of course you want your business to grow—but are you prepared for that growth? Now and always, you need to be thinking well beyond your current status toward the success you want to have, because if you are not prepared when it comes it will bury you. What would it be like to be a million dollar agent? And if you have already reached that level, what would it be like to be a $2 million dollar agent? Wherever you are, plan to be bigger and better. It is your personal vision of success…

Succession Planning

Succession Planning

Click here to watch on YouTube. Having a succession plan for your business will help you define your vision for why your company exists and what your target for growth will be. You need to decide if you plan to sell a portion of the business, or the entire business at some point in the future. The people who work for you will also want to know if they might aspire to become an owner inside of your business as part of their career with you. As a business leader, establishing your vision for the company and sharing that vision…

Important Work First

Important Work First

Click here to watch on YouTube Every successful workday begins by doing the most important work first. As a real estate agent, your most important work is making calls and setting appointments. Of course, as soon as you step into your office you are faced with distractions—files on your desk, notes on your computer, messages to return and unfinished tasks. The challenge is to let all that go until you finish making those all-important morning phone calls. Nothing is more important than prospecting because nothing happens for your business until you book appointments. If you have a clear vision of…

Sesame Street Simple

Sesame Street Simple

Click here to watch on YouTube. The best agents know that there are a few basic questions that determine the course you need to take with your clients when conducting listing presentations. The key is Sesame Street simple: what they think they want and what they actually need are not the same. Your task as their agent is to determine their needs and their desires, help them reconcile the differences between the two, and move forward. What you want is for your client to talk to you. There is a basic four-question formula you can engage them with: 1) What…