You know what’s insane?
Spending thousands on marketing and not having a reliable Prospect Follow-Up System.
Or worse, forgetting to follow up with a referral or a hot lead you met at an Open House.
Oh sure, you talked to them once. Then two months went by, and you noticed a new listing.
“Wait a minute. That address seems familiar.”
Yup. They listed with someone else.
Has this ever happened to you?
You get busy, you forget, you write notes on scraps of paper and lose them. You have no follow-up system, whatsoever.
It’s time to resolve this outrageously expensive problem, once and for all.
Let’s keep it as basic as possible for now. In fact, let’s use a Ridiculously Uncomplicated Follow-Up system (RUFUS). Here’s why:
If you can’t follow a simple system, you’ll never train yourself to use a more complicated program, such as Follow-Up Boss (which I’m told is excellent).
As with any computer software, what comes out is...
My competitors produce tons of top-notch quality content. I’m a big fan! I listen to their podcasts regularly for inspiration.
However, the massive volume of information can be completely overwhelming.
Have you ever thought to yourself, “I’d love to learn more and get more organized, but how in the heck am I supposed to know where to even start? Maybe I should get a coach.”
Wait a sec…
Do you think maybe there’s a connection here?
You feel overwhelmed and inadequate because you can’t make sense of the blizzard of information spewing forth from the famous trainer-guy.
So, now you’re paying $10,000 a year for a weekly chitty-chat with one of his coaches.
Hey, it’s not like having a coach can’t help you. It’s just the main reason given for having a coach that irks me.
“They keep me accountable.”
Accountable for what?
“For making my calls every day.”
Quick question. Do you ...
You get 1,440 minutes EVERY day, folks.
What will you do with yours?
Let’s knock off half your minutes (720) for sleeping, eating, grooming, and spending quality time with your family.
Watcha gonna do with the other 720 minutes?
If you waste just 5 minutes an hour for 12 hours, that’s one full HOUR of lost productivity every day. But only super-humans waste only one hour per day!
Here are a few of the most obvious time-wasters:
Maybe you don’t do any of those things. But here are some other insidious time-bandits:
“Word of mouth” is by far the most effective type of advertising there is, and it’s FREE.
But, WHY exactly do people refer to you?
People recommend you because it makes THEM look good.
When your client recommends you, it means they have 100% confidence that you will provide the exact same level of exemplary service to their friends and family, that you provided to them.
When people have this level of confidence in you, they will go out of their way—without being asked—to recommend you.
On the other hand, if there was anything about their experience working with you that wasn’t perfect, they might be unwilling to take the risk that you might make them look bad.
Have you ever thought you did a great job, asked your clients for referrals, thought for sure they were going to come through, and it just never happened?
Maybe they told you they were 100% satisfied and thought you did a great job. So, why no referrals?
All this month, I’ve been writing about how to Get Stuff Done, in anticipation of a New Year (and a New Decade) just around the corner (34 days to go).
While I’m in the mood to increase productivity (including my own), I started reading The Power of Habit by Charles Duhigg, which provides an extremely insightful look at how habits work and how to change them to have a powerful and positive effect on your life. This book has confirmed to me that I’m on the right track with my last few blog posts, but it’s made things even clearer. It’s exciting to learn more!
In Rules and Routines, I described how trying to make radical changes through sheer willpower alone was a recipe for disaster, so instead, you should start with baby steps by implementing simple Rules and then building on those Rules over time to create a Routine.
The Power of Habit refers to these baby steps as “small wins,” incremental achievements that give you a sense...
Are you the type of REALTOR® who thrives on deadlines? You’ve procrastinated on that CMA all week, and now you’ve got 45 minutes to get it done. No problem! When you’ve got a deadline, you always come through.
There are two ways you can look at this:
Chances are there’s some truth to both statements. Sure, you got the CMA done, and it’s good, but half-way through the Listing Appointment, you realize that you’re missing some critical information. You msessed up.
If you lose the listing, what’s the potential cost? Ten grand? Maybe more? All because you left the CMA to the last minute?
What if you had completed that CMA 24 hours before and then allowed yourself additional...
If you’re reading this on the day it was posted (November 14, 2019), you’ve got 48 days until a new decade begins on January 1, 2020. Do you have any New Year’s Resolutions planned?
Here’s a better question: Why wait?
If you’re planning to make improvements, whether personally or professionally, there’s no time like the present; I’ll show you how to get started, easily, TODAY!
When you think about it, it doesn’t make a whole lot of sense to expect that you’ll instantly change your ways overnight. You’ll go to bed with ALL your bad habits on December 31, and magically wake up the morning of January 1, with all new good habits? Uh-huh. Yup. Sure you will.
I think it’s great that you’ve got plans for improvement, but let’s give you an honest fighting chance at success.
It’s absolutely fine and good to set New Year’s resolutions. But, rather than waiting...
Improving your life through sheer willpower might work for some super-humans, but it’s a recipe for disaster for most of us. You try to do something; you fail, you feel discouraged, you stop trying.
On the other hand, establishing a few simple ‘Rules and Routines’ can add order to your life, and make you feel far more in control and more productive.
You can introduce ‘Rules’ incrementally as a way towards accomplishing a much bigger goal. For example, let’s set a rule towards a bigger goal of weight loss:
Weight Loss Rule #1 – No snacking after 7:00 p.m.
All you have to do is master that one rule for now. That’s it. And by the way, this is a good rule for everyone, whether you need to lose weight or not, because eating late at night interferes with your circadian rhythm. If you eliminate eating after 7:00, you’ll improve your digestion, you’ll sleep better and you’ll wake up more...
Last week, we talked about how to initiate conversations with people using The FORD Method.
Once you’ve got a good conversation going, don’t be in a hurry to steer the topic to Real Estate. That’s being a Salesy Slickster.
Do. Not. Be. A. Salesy. Slickster.
Just let the conversation go where it may. LISTEN, show interest, and enjoy the opportunity to meet a new and (hopefully) interesting person. Maybe you’ll learn something! Or, at the very least, maybe you’ll enjoy yourself!
Life isn’t ALL about Real Estate, you know.
If you’re enjoying the conversation, chances are the other person is, too. You’re developing rapport!
Remember the “O” in The FORD Method (occupation)? If the conversation starts to lag a bit, you can always ask the other person, “What do you do?”.
Now, listen! Show interest. Ask follow-up questions.
You’ve got your shiny new Real Estate license, and you’re all signed up at a brokerage!
The choices you make now will have a direct impact on your entire career, and there are a thousand choices that are equally compelling and confusing!
For example, should you join a team?
The word “team” has a positive connotation, doesn’t it? It implies all kinds of good things – mentorship, structure, support, training, camaraderie, and everyone working towards the same common goal.
This sounds wonderful!
And it could be! If you’re lucky enough to be joining a small team with a high-integrity leader—one who genuinely wants to mentor you—this could be a great way to launch your career.
However, before you make this critical decision, be very cautious about the Big-Box Team with the celebrity “mega agent” and their slick recruiting message.
The bigger the team, the slicker the message, and the further it is...
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