Prospect Banking . When You Are Firing On All Cylinders
You know those days when you are just feeling amazing from the moment you get up in the morning? Honestly, I don’t think they happen very often but when they do, it’s time to capitalize on them. One of the things you should plan to do every day is to call ten people and as I have mentioned in a previous video post, there are days when you just aren’t up to it. That is a reality of life. My suggestion was to break up those calls over the course of the day. Take lots of breaks. Conversely, you should capitalize on those days when you have made your ten contacts, you’ve had great response and even nailed a few leads. You are on a roll….now keep going. It’s kind of like saving money for a rainy day. If you have been in the business for any length of time you would agree with me when I say that the best days in real estate are when we are crazy busy and the worst days are when there is absolutely nothing going on.
And so ends the lesson for today. If you haven’t had a chance to see the other videos in this series please click on the links below. Have a great day.
1. What Can Running 1000km Teach You About Being A successful Realtor
Prospecting 101. Slow and Steady Wins The Race
In Part three of my video series on how being an awesome realtor is like running 1000 kilometres I want to focus on pacing yourself. As any turtle can tell you, slow and steady wins the race. When you start out like a hare you have a better chance of burning out. Last year I made the committment to run 100 ten kilometre runs. In order to do that I had to stick to a schedule. From the beginning I knew 2 runs a week would get me there but I also knew there would be days when I couldn’t get a run done so I made a point to “bank” a few when I could. Turns out that was the right thing to do. I never expected to have to hang up my running shoes for seven weeks (after getting hit by a car) but even with that, I accomplished my goal. Seriously though, there were days when I just wasn’t feeling up to it, but even on those days I still managed to get out. I just took a little longer to get my distance done and herein lies today’s lesson. Particularly in the job of prospecting it is important set a goal for yourself. Say your plan is to contact 10 people a day. Perhaps you have set aside an hour to do it. On a good day you burn through the list easily, but lets face it, some days we are just not terribly motivated. The trick is to keep your goal but just take longer to get it done. Call 3 or 4 then take a break. Go outside and do something else. Come back and contact a few more people. Take another break then finish up strong. You will be happy you did.
Real Estate and Rocket Science
When I think of rocket science, real actual rocket science, I think about a bunch of egg heads in white lab coats locked in an underground bullet proof command centre busily working on computers in a sterile white lab. The image is not terribly romantic unless the scientists in your imagination look like Natlie Portman or George Cluney. But, for a minute, think about the process behind rocket science. It starts with an idea based on certain principles like physics and mathematical laws. From there scientists develop theories, build models, and test their ideas. Eventually they build the rocket and then start the whole process of testing and analyzing all over again. While the end result is the building of a highly sophisticated and safe rocket, either meant to transport people or deliver explosives, the steps needed to get there are the same as they are for building a blender or a real estate career. I’m not suggesting that we are rocket scientists, just that if we break down the process of being a successful real estate agent into measurable steps, we can take a lot of the guesswork out of the equation. The good news is that no one needs to discover anything new. You just need to copy what the good guys do.
At its most simplistic level, The successful sales process is really divided into seven essential steps. Prospect, create a relationship, analyze a clients need, present them with options, negotiate an offer, close the deal, and provide detailed follow-up service. Like building a rocket, There is no shortcut to the process, and for the most part, the steps must be accomplished in order. Once you fully understand the steps then you simply repeat them over and over again. One last note; I have yet to meet a single successful part-time real estate agent. I can only assume its the same for rocket scientists. So, the next time someone says real estate is not rocket science, tell them to think again because it kinda is.
Have a great week.
