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Posts from the ‘AgentThink’ Category

6
May

It’s Time To Play The Objection Game.

huddleSometimes you need to have a little fun with the meetings and to be honest, the more people who attend, the more fun it is. Yesterday’s meeting got everyone engaged and if you are ever stuck for a good meeting topic please do me a favour….steal this one. Especially if you have a group of over 20 agents in a room.

Every active agent will tell you that whether they are working with a buyer of a seller they always come across objections. I’ve done a past blog about objections which you can read here. How you deal with that objection will be the difference between success and failure. So in today’s meeting I asked the agents to tell me all the objections they have faced over the last year. Not surprisingly, I got a fairly substantial list. We then went through the list and ranked them in order. For the purposes of the meeting we determined that the top four were; commissions, fear of over-paying for a home, not wanting to get into a bidding war and the classic “my uncle is a Realtor”.

With our top four objections in hand we broke the group up into four smaller groups and gave each one of them an objection. Each group picked a team leader and over the next 10 minutes they had to come up with as many arguments as they could to kill their objection. The group discussions were pretty lively and after the 10 minutes was over each leader read out their list. What I loved about this game was that even after every counter argument was pointed out there was always others in the crowd who had more points to add. In my books anytime you get a discussion going in an office meeting you’ve had a great day.

I won’t go through the agent’s arguments today because your office might have completely different objections. It’s just fair to say that this meeting got everyone involved. For new agents it’s an opportunity to develop new talking points with clients and I have to say that a few, more experienced, agents even learned a few tricks along the way. This was a great meeting, a great discussion, awesome team building and helps solidify our office culture.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

21
Apr

What’s My New Tattoo Say?

Ok, before you start wondering, I don’t have any tattoos. At least none that I will admit to. But if I did, I would want to make it memorable. It would have to have meaning, after all, It’s going to be with me for a while. There are a couple of phrases in my life that I use a fair bit. The first is “never give a job to someone that you aren’t prepared to do yourself”. That one came from my grandfather. The second one is “play the long game”. To me this one has a great deal of significance. It kind of puts everything in perspective. If you have lofty goals you need to put a plan together. Rarely does someone have an idea that becomes an instant hit. Even the people who are known as overnight successes got there by planning. It’s never luck. The saying reminds me that the things I do today may not pay off right away BUT will contribute to my overall success.
So here is another phrase I’m going to add to my list. “Move the Needle”. Sure, its similar in nature to playing the long game but I feel has more teeth…more direction. Think of it this way, every morning you wake up with a goal to make minor advances to various aspects of your life that will, essentially, help you achieve ultimate success.

For example, you want to be the top agent in your neighbourhood within 5 years. That’s your long game. You have already made a plan on how to get there. Visit open houses, send flyers or newsletters, get known, door knock, prospect, and create a business Facebook page, etc, etc. The next thing that should be on top of your mind when you head into work is to think of something that you are going to do that will get you that much closer to your goal. For instance, you have decided that part of getting known in the neighbourhood will require you to send out a monthly e-newsletter to your prospects. So to move the needle for the day you are going to talk to a local retailer and ask if he wants to include a coupon into your newsletter. What I’m trying to get at is a thought process that asks you to make minor, and positive, tweaks to your daily plan. That’s “moving the needle”.
I have a lot on my plate in my professional life. So everyday I come into work with the hope of achieving three goals each day; create one good piece of content for our company, do one thing that will advance my office and the agents that work here, and finally, consider new ways to better the overall health of the Toronto Real Estate Board. Seems simple enough.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

17
Apr

Should Prospecting Be Painful?


Well its good to be back. As I mentioned in the video it has been tough getting out over the last few months but the weather has finally turned. Seriously, not running made me completely squirrely. It’s one thing to work out but running gave me so much more. Basically, I have a busy life. I truly need those few hours of meditative time to put everything into perspective, think about what I need to focus on, and flex my creative muscles. So, back to running. This run was one of the early ones I did in March so I was feeling the burn in my legs. It made me think about this topic.
Do you know the pain you get after a hard workout? All your muscles hurt. Usually its a sign that you “done good”. Prospecting pain is kind of like that. All the prospecting you’ve done is paying off and you are exhausted from being so frigging busy. You complain about not having a moment to yourself but secretly you love it. The truth is prospecting should never really hurt but you might want to consider that it should at least be painful. Like exercising, you have to shake it up from time to time. If you exercise the same muscles over and over again the gains you make start to diminish. Think about door knocking. Sure it works but you can’t really do it in the dead of winter. The snow and cold gives you the opportunity to try something different. The point of all this? While prospecting has to be a daily routine, you can’t just use one channel. Shake it up, try something new. Naturally I would love your input on what you do to “shake it up”. Have a great day!

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

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