1.The Habit of Lead Generation - The key to all choices.  When you have the ability to create leads, you have given yourself the ability to choose who you work with, where you work and when you work.

2.The Habit of Speaking Up and Asking For Business - We’ve all felt it before, the opportunity is staring us in the face to speak up, and we hesitate and miss the opportunity.  You have nothing to lose and everything to gain.  The answer is no if you don’t ask so you may as well ask!  The 2015 NAR profile of buyers and sellers says 88% of people would refer their agent...and less than 8% of agents ask!OH/RR

3.The Habit of Closing One More Time Than You Are Comfortable - My experience is many agents don’t even close once.  The research shows that it can take up to 7 attempts on your part before your prospect makes a decision to work with you. Every attempt gets you closer to a yes.  You never know unless you do it.

4.The Habit of Staying Organized With My Lead Follow up -  80% of sales require five follow-up calls and over half of the time, agents give up after one attempt.  The key here, don’t leave follow up open ended.  ALWAYS establish the next point of contact before ending any conversation.  Example...

5.The Habit of Practicing and Role-Play - Professional athletes, actors/actresses, entertainers, emergency personnel, medical professionals, marching bands, even children in a school play - they all practice and dedicate countless hours to being ready to perform at the highest level. Unfortunately, it’s been my personal experience that maybe 1 -2 % of all agents practice their presentations or scripts on a regular basis.  

6.The Habit of Following A Schedule - I like to think of your schedule like your GPS or compass that provides a direct path to your goals.  Don’t think of a schedule like a punishment or restrictive, it’s your guide, stick to it and trust it. Brings peace and certainty. (Change the way you look at things and the things you look at change.)

7.The Habit of Listening/Reading Positive Materials - I can’t stress the importance of this one enough.  We have two main sources that are continuously attempting to creep in and disrupt our mindset...the media with all the wonderful supposed news it reports and our own self-talk which isn’t typically helpful. We want to purposefully brainwash ourselves with positive information to offset the other.

8.The Habit of Pre-Qualifying 100% of your Appointments, 100% Of The Time - When you do this, you will see immediate benefits. It saves time, your conversion rate will increase, you will be more profitable and most of all you will experience less frustration that keeps you in a more consistent and productive mindset.

Trickle, Flow, Flood - Establishing Proper Expectations with Sellers

Scenario – You just got the listing agreement signed, and you want to now establish expectations, so the seller knows what to expect is going take place over the next few weeks.

Why is this so important?

1. It promotes excellent customer service.

This shows you have everything under control and are highly competent. We’re the expert and as the RE professional, we are here to take the seller through the process and provide direction and demonstrate our leadership. We may do this on a daily basis and in most cases the average seller may go through this process 4-5 maybe up to 6-7 times over their life time.

2. It reduces the seller’s anxiety and their mind from wandering and making stuff up.

Exactly, we don’t want our sellers to be graduates of MSU – Making stuff up.

It’s only normal for a seller to “wonder” what is going to happen next.  By telling them what to expect, you’re not only helping them be more comfortable with the process, they are going to have more confidence they made the right decision to hire you and build trust at the same time.

When you leave something to the imagination – as human beings, we can’t help but to go there.  Our minds are always seeking what this or that means, even if it’s not accurate or even exists.

3. Allows you to head off any seller remorse and doubt that may show up.

If you haven’t had this happen yet, it will. You do a great job positioning the home to sell promptly, for top dollar, you get a full price offer day one, and the seller feels they priced the home too low and were leaving money on the table. I believe it’s our responsibility to counsel the seller and bring them peace they haven’t left money on the table, nor would the market allow that to happen.  Having this conversation will help this

4. Direct the focus of the results, or lack thereof on the property, market and price. 

It’s not you, it’s not the seller, it’s simply the way the market is either responding or reacting to the property, its features, price and location. 

5. Sets up a much easier conversation should the price need to be adjusted later.

It’s a fact that more/longer our mind has been exposed to an idea, the more receptive we can be to accepting the information. When you set this up from day one, you have set the bar for what the showings that have/haven’t taken place are suggesting.  This is the feedback (positive or negative) the market has responded with and will easily open conversation for you to adjust the price if necessary. When you set this up correctly, it will be great leverage for you.