FYI: I DON’T JUST PREACH THIS…I LIVE IT…EVERYDAY!

1:  ASK FOR THE BUSINESS:

YOU MUST BELIEVE IN YOURSELF & IN YOUR PRODUCT. EXPLAIN HOW IT WILL HELP THE OTHER PERSON GROW & EXPAND THEIR BUSINESS. BE CONFIDENT. FACT: EVERYONE LISTENS TO THE SAME RADIO STATION: WIIFM: HAVE SOME PRIDE IN WHAT YOU DO AND HOW YOU DO IT.

Author P.D.James said:” GOD GIVES EVERY BIRD HIS WORM, BUT HE WON’T THROW IT INTO THE NEST!” ASK YOURSELF THIS VERY IMPORTANT QUESTION: IF NOT ME, WHO? SOMEONE WILL GET THIS BUSINESS TODAY…WHY NOT ME! YOU HAVE 10,000 FELLOW REALTORS / SALES PROFESSIONALS OUT THERE COMPETING FOR THE SAME PROSPECT…WHO WILL GET THE BUSINESS? YOU OR YOU?

A GREAT LESSON TAUGHT TO ME:  INSPECT WHAT YOU EXPECT!

FACT: PEOPLE DON’T LIKE TO BE SOLD…THEY LOVE TO BUY!

FACT: YOU MUST TAKE THEIR BUSINESS OR SOMEONE ELSE WILL.

(PLEASE DON’T TELL PEOPLE “YOU CARE”, “I’LL WORK HARD FOR YOU”, I’M THE BIGGEST & BEST”…WIIFM…PLEASE COME IN!!

PROVE IT!  EARN IT!  PROVIDE THEM SERVICE & GET THEM RESULTS!     HOW??

INTRODUCE YOURSELF: IF YOU EVER NEED MY SERVICES, IF I CAN EVER OFFER MY EXPERIENCE AND EXPERTISE TO YOU… GIVE THEM A BUSINESS CARD, FOLLOW UP RESPECTIVELY, AND EARN THEIR RESPECT:

HOW??

SEE HOW YOU CAN HELP THEM GROW AND EXPAND THEIR BUSINESS!

2:  RUN FOR MAYOR:

GET UP, LOOK IN THE MIRROR AND TELL YOURSELF, “TODAY IS THE FIRST DAY OF THE REST OF MY LIFE”!! NOW GO GET ELECTED! HOW? GET INVOLVED IN YOUR COMMUNITY. FOCUS WITH A GOAL IN MIND AND GO DO IT WITH A POSITIVE ATTITUDE. THAT BUILDS TRUST.

THE BEST OF THE BEST UNDERSTAND THE #1 THING PEOPLE LIKE TO TALK ABOUT…THEMSELVES!! (THEIR BUSINESS, FAMILY, CAREER, ACCOMPLISHMENTS, COMMUNITY INVOLVEMENT, HOBBIES, ETC…) ASK & LISTEN…THEY WILL TELL YOU WHAT THEY WANT AND WHY THEY WILL DO BUSINESS WITH YOU!

IF DONE CORRECTLY THIS WILL ALLOW YOU TO ATTRACT NEW & BETTER PROSPECTS!!

NAR STUDY: 74% OF ALL CLIENTS ARE GENERATED FROM DIRECT KNOWLEDGE OF THE AGENT OR A REFERRAL FROM A TRUSTED SOURCE. (REPEAT)

¾’S OF ALL CLIENTS…NOT LEADS/NOT PROSPECTS/NOT LOOK-E-LOOS

CLIENTS COME FROM DIRECT CONTACT AND REFERRAL.

7% FROM INTERNET (EMAIL FLYERS—PUT AN INCENTIVE!!)

3% FROM JUST LISTED/JUST SOLD/RECEIPE CARD

USUAL SHELF LIFE: 3 SECONDS TO 3 MINUTES

(BY THE WAY: THAT’S NOT PROSPECTING…IT’S NAME BRANDING/NAME AWARENESS/EXPOSURE

4% YARD SIGNS/COLD CALLS/DOOR HANGERS

WHAT’S MORE: 69% OF SELLERS & 66% OF BUYERS REPORT WORKING WITH THE VERY FIRST AGENT THEY MEET!

OK..WHAT DOES THIS MEAN?  THE TOP 4% OF AGENTS CAPTURE 74% OF ALL CLIENTS WHILE THE REMAINING AGENTS WRESTLE EACH OTHER FOR THE 26% OF LEFTOVERS!

IT DOESN’T MATTER IF YOU’RE A TOP PRODUCER OR FLEDGLING ROOKIE..PRACTICING REAL ESTATE CAN BE CONFUSING, FRUSTRATING, YET A VERY REWARDING WHILE STILL BEING A VERY CHAOTIC PROFESSION!

YOU WANT THE “SECRET” TO LASTING SUCCESS IN REAL ESTATE & PROBABLY IN LIFE??

DEVELOP A DEEP, TRUSTED RELATIONSHIP WITH THE NECESSARY KNOWLEDGE TO BACK IT ALL UP!

THAT RELATIONSHIP HAS TO BE WITH CORPORATE PARTNERS, CLIENTS, ASSOCIATES, FIRST-TIME MEET & GREET’S..

THIS IS THE MAIN INGREDIENT THAT GETS YOU FACE TO FACE WITH PROSPECTS FIRST AND IT FORCES PEOPLE TO THINK OF YOUR NAME WHEN THEY THINK OF REAL ESTATE.

THAT’S EXACTLY WHAT MANY NATIONAL PUBLICATIONS DO FOR THE AGENT. IT FORCES PEOPLE TO THINK YOUR NAME WHEN THEY THINK REAL ESTATE!

IN ADDITION: AS HARD AS WE ALL TRY TO FORCE REAL ESTATE TO BE A TECHNOLOGY BUSINESS (YES WE NEED IT AND MANY OF US NEED TO IMPROVE IN THIS DIRECTION)

IT’S NOT A COLD-CALL / NUMBERS BUSINESS..IT’S NOT EVEN AN “IMAGE ONLY” BUSINESS..

WHY? IT’S BECAUSE THE SINGLE GREATEST REASON WHY SOMEONE WILL DO BUSINESS WITH YOU IS BECAUSE THEY EITHER KNOW YOU PERSONALLY, THEY’VE HEARD OF YOU IN A POSITIVE LIGHT, THEY RECOGNIZE YOUR NAME AND FACE, OR HAVE BEEN REFERRED TO YOU FROM A TRUSTED SOURCE.

74% OF CLIENTS COME THIS WAY.

HOWEVER…NONE OF WHAT I JUST SHARED WITH YOU IS GOING TO 100% MOTIVATE SOMEONE TO PICK UP THE PHONE!

3: PLAY NICE:

STOP BEATING EACH OTHER UP.! 3% OF SOMETHING IS BETTER THAN 100% OF NOTHING! BEING HOSTILE/OVER PROTECTIVE OR OVERLY COMPETITIVE WILL FORCE YOU TO LOSE THE SALE! COMMUNICATION IS THE KEY INGREDIENT TO THIS FORMULA. BE ON THE SAME PAGE. HELP THEM FIND THE SOLUTION TO THEIR PROBLEM THEN EDUCATE & MOTIVATE THEM TO HELP YOU FIND MORE SUCCESS THROUGH THE POWER OF WORD-OF-MOUTH REFERRAL MARKETING!

REMEMBER…”THERE’S NO SUCH THING AS COMPETITION…JUST OPPORTUNITY TO COLLABORATE!” DR. IVAN MISNER

FINAL THOUGHT: YOU CANNOT ASK YOUR WALLET FOR PERMISSION TO SUCCEED…

4:  NEXT!

THE #1 WORD IN SALES: NEXT!

LOCATION/LOCATION/LOCATION IN REAL ESTATE….. TIMING/TIMING/TIMING IN MERGERS & ACQUISITIONS…

PREPARATION + IMPLEMENTATION = RESULTS.  IF THE RESULTS AREN’T WORKING, CHANGE SOMETHING! ( EINSTEIN’S DEFINITION OF INSANITY!!) AVOID “CHINA EGGS”…BEAUTIFUL BUT TIME WASTERS! REPEL PROSPECTS THAT YOU ARE NOT A GREAT FIT WITH. REFER THEM TO SOMEONE ELSE AND GET A REFERRAL FEE. NARROW A TARGET MARKET AND NUTURE IT.

HERE’S A TIP: MESSAGE TO MARKET! WHAT MARKET DO YOU WANT TO WORK WITH? (SPECIALISTS MAKE MORE MONEY THAN GENERAL PRACTICIONERS!!) 1. BUYERS OR SELLERS 2.1^ST TIME BUYERS/MOVE UPS 3.BUILDERS/NEW CONSTRUCTION 4.LUXURY 5.RELOCATION 6.GEOGRAPHIC AREA 7.RETIREES 8.DIVORCEES 9.WATERFRONT 10.CORPORATE PARTNERING (LOYALTY IS A TWO-WAY STREET)

5:  ADVERTISING & PROMOTION (MARKETING):

THE “DONALD” SAYS:”IF YOU DON’T TOOT YOUR OWN HORN, NO ONE ELSE WILL DO IT FOR YOU!”

SUCCESSFUL PEOPLE LIKE DOING BUSINESS WITH SUCCESSFUL PEOPLE! IF YOU THINK PROMOTING AND ADVERTISING IS NOT AN INVESTMENT IN YOURSELF AND YOUR BUSINESS…YOU THINK IT IS JUST ANOTHER EXPENSE…YOU MIGHT WANT TO RECONSIDER WORKING FOR YOURSELF… YOU JUST CAN’T BE ANOTHER ORDINARY REALTOR OR SALES PERSON. QUESTION: WHY WOULD I DO BUSINESS WITH ME? GROW THAT ANSWER INTO SUCCESS! BEST WAY TO DO THAT: STOP JUMPING OVER DOLLAR BILLS TO SAVE A NICKEL!  FACT: YOU MUST ATTRACT CLIENTS SO THEY FEEL THEY ARE FINDING YOU (NOT LIKE YOU ARE CHASING THEM)

FACT: PURSUED PROSPECTS FLEE!

HERE’S THE DEAL: NAR SAYS, “80% OF NEW REALTORS & IARFC SAYS, “75% OF NEW INSURANCE AGENTS DO NOT MAKE IT 2 YRS.” YOU CAN BE THE MOST ETHICAL, EXPERIENCED, HARDWORKING AGENT IN THE WORLD, BUT, IF YOU DON’T HAVE ANY CLIENTS…YOU’LL STARVE. NAR SAYS, “85% OF YOUR DAY IS SPENT CHASING PROSPECTS”…

(3 CHARACTERISTICS OF TOP SALES PRODUCERS)

DO YOU WANT A BIGGER PAYDAY…A BIGGER PAYCHECK? EARN IT! BE WORTH IT! BE WORTH THE EFFORT TO FIND THE MONEY TO GIVE YOURSELF THAT RAISE OR BONUS. YOU WANT THAT BIGGER COMMISSION? DO YOUR HOMEWORK.  REMEMBER, EFFORT IS NICE BUT ONLY RESULTS PAY! MY DAD WOULD ALWAYS TELL ME,”THE HARDER I WORK…THE LUCKIER I GET.”

**SUCCESS LEAVES CLUES PEOPLE!**

YOU KNOW WHAT TELLS YOUR STORY AS WELL AS ANYTHING ELSE YOU CAN DO? THAT “SOLD” SIGN IN THE FRONT YARD…NOT THE “FOR SALE” SIGN…..THE ”SOLD” SIGN!!

THE REAL ESTATE INDUSTRY:

SALES OF NEW HOMES SOARED 16.2% IN APRIL-2010. THAT’S THE LARGEST MONTHLY GAIN IN 14 MONTHS.

THROUGH MAY-2010, THE MORTGAGE BROKERS ASSOC. SAYS, “THE 4 WK AVG OF LOAN APPLICATIONS FOR NEW MORTGAGES AT LOWEST LEVELS IN HISTORY.

5/27/10: Mortgage Rates Dropped to 4.69% from 5.23%

AARP SURVEY: 68% VIEW REALTORS FAVORABLY. ONLY 36% SAID THEY UNDERSTOOD REAL ESTATE.

AUSTIN AMERICAN STATESMAN: MAY 3, 2010

CLASS A OFFICE SPACE RENTS HIT 6-YEAR HIGHEST

VACANCY RATE: 17.8% FROM 11.4% IN 2008

HOWEVER..CURRENTLY MORE THAN 100 COMPANIES LOOKING TO EXPAND OR RELOCATE TO AUSTIN: 500-1,000 ADDITIONAL EMPLOYEES EACH

IN MY BUSINESS: IT’S ALL ABOUT PROMOTE/PROMOTE/PROMOTE.

MKT/MKT/MKT, TRAIN/TRAIN/TRAIN!!

YOU HAVE TO ATTRACT CLIENTS SO THEY FEEL THEY ARE FINDING YOU!

THE ONLY REASON/THE ONLY PURPOSE TO LEARN THE CORRECT WAY TO EDUCATE & MOTIVATE YOUR REFERRAL SOURCES IS TO HAVE A PROSPECT THINK OF YOU.. PICK UP THAT PHONE & CALL YOU.

YOU WANT REFERRAL’S? ASK FOR THEM! HOW? LEARN THE CORRECT WAY TO TAKE RELATIONSHIPS TO REFERRALS TO PROFIT!

FINAL THOUGHT FOR YOU TODAY:

ALWAYS BE PREPARED…BUT…ALWAYS EXPECT THE UNEXPECTED!!

(MY GOOD FRIEND: DOUG SMITH)

GO TO: www.referraltrainingcenters.com