Women's Wisdom Network (981)
If you’re in sales, then you know you have to keep your pipeline full of leads if you want to have a steady income. Does making cold calls, door knocking, and getting rejected over and over just leave you cold? If you’re nodding your head and wishing there was a way to keep that pipeline full without all the hard work of prospecting, then keep reading, because there is!
As a real estate agent, we frequently focus on what niche we will work, but have you ever given any thought to who your ideal client actually is? If you’re of the mindset that you have to take every client that contacts you, you may be wasting a lot of your time and precious energy on clients who really aren’t a great fit for you.
Think about it: If your niche is urban lofts, and someone in the suburbs wants to move farther out of the city, do you think you’ll be able to serve them well? Probably not, as that’s not your specialty. Well, the same rules apply to the type of person you chose to work with. If you’re a no-nonsense kind of person, do you really want to work with that client who seems to be followed by a swirl of gossip and drama, and…
We’ve all made life-changing decisions by following our heart. We’ve been told that if we follow our heart and trust our instincts, we will find our passion, our true love, the life we were meant to live or the home of our dreams. Without conscious awareness our emotional stories and positive and negative experiences are playing out in the background of each of these decisions and largely affect the success of the ultimate outcome. Often, we are happy with the results.
It’s Thanksgiving week, and most people are getting ready to spend time with their family for the start of the busy holiday season. In your rush to get everything done, take time each day to be grateful and express your thanks to those who are helping you–whether it is at home, your assistant at work, or the check-out clerk at the grocery store.
I've been thinking a lot lately about the emotional side of selling... what I call the emotionality of moving. It's come about as I am working through the process to prepare for and apply to do my first TED Talk and after a recent guest spot on the HerMoney podcast with Jean Chatzky.
We are in some form of communication almost every minute of the day. Whether it is talking in person, on the phone, by text or messenger, or even with your body language—humans are hardwired to communicate and express themselves. No matter how hard we attempt to express ourselves, if the person you’re in contact with is not fully listening, your message won’t get through.
Do you have a nasty little inner critic living in your brain that fills your head with negative messages like, “You’re not smart enough to do that”, “what makes you think YOU can be successful”, “you’re not pretty enough, skinny enough, rich enough…you’re not enough.”
Well, this is it--the inevitable countdown to the end of the business year. You know what I’m talking about: It’s when we take a hard look at our sales numbers to see if we are going to hit our financial goals for the year. This is when you must take an honest inventory of your intended goals and your actual productivity--and review your excuses for failure if you didn’t meet your goals.
When someone asks you what you do, is your answer “I sell real estate”? What does that really tell anyone? If you really want to differentiate yourself from your competitors, you need to answer that question in a way that shows your expertise on a hyperlocal level with statistics, trends and data in the area. Of course a licensed agent can sell anywhere in an entire state, but if you want to put yourself in the same league as top producers, then think hyperlocal, not “everywhere”. In his best-selling book, “Category of One”, author Joe Calloway shares how being an “inch wide and a zillion feet deep” as an industry expert pays off every time. You may “know” the general market, but even the best statistics and data may be limiting the vision your clients are craving. To really own your market, you must elevate your expertise from “general” knowledge…
Feeling blue because you lost a listing to a competitor? If you are wondering why that happened, it may be the perfect time for a tune-up on your marketing materials, your wardrobe, and your attitude. Start with this question and be honest with the answer: “How do I show up?”
It’s time to take a good look at your numbers for the year. Not where you wanted to be? So, what are you telling yourself right now? Did you get a late start on the year? Did your market go south? Did your brain stay on permanent vacation after you came home from that week on the beach? The list can go on and on about why you aren’t on track to hit your goals this year—but the reality is, those are all excuses.
Every sales person wants to be on top of their service and sales, but what happens when those inevitable unplanned catastrophes throw you off your normal routine, or worse, when periodic swings in business wipe out even a well-planned schedule? If you’re like most people, the first thing that suffers are your follow-up activities that you had scheduled to remain connected with your past clients, SOI, and prospects.
This high priority block of time is also critical to stay in touch with leads that have reached out for help and still haven’t heard from you. If you’re telling yourself that you’ve been so “busy” you need to read on for strategies to help you re-connect. Your internal conversation will start to make excuses to not follow-up. You may try to convince yourself that too much time has passed, and the prospect has moved on, doesn’t need you anymore,…
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Remember your business goals you set at the beginning of 2019? You know, the ones that loudly proclaimed how this year would be your best year ever; the one where you finally were focused, productive, and raking in the commissions? Your plan probably included commitments for doing a better job of connecting with more people, and converting more prospects into profits.
It’s that time of the year again. You know, the approaching holidays with the non-stop schedule of buying gifts, prepping food, baking cookies, keeping the house sparkling clean, going to parties, relatives to visit, and on and on and on. You race from one event to the next, and fall in bed exhausted every night. There’s never enough time to pack it all in, and by the time New Year’s rolls around, you’re irritable, worn-out, and maybe even sick from the latest bug going around.
Real estate is a fantastic career, but there are many misconceptions about it that need to be debunked. Let’s take a look at the top six misconceptions, and focus on the reality of this profession.
Did you get into real estate so you could be your own boss, control your schedule, work fewer hours… and make a lot of money? So, how’s that working out for you?
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