I talk to a lot of agents and salespeople in general who are a little more than depressed about the current market. It's understandable as frankly, times are hard for a lot of folks. But there are some tried a true methods that will bring you success in virtually any market and most of them are common sense.
10 - Make the call - I know how hard it can be sometimes to pick up that 20 pound phone and make the call. The last thing you want to hear is another no, but you have to reach out to people if you want new clients. So when you get a lead, use it, and make the call.
9 - Follow up - When you make the initial contact with someone, try to assess their needs and see how you can help. Most Realtors fail at follow up so if you do it right, you remain ahead of the pack.
8 - No lead is a waste of time - Every lead is worth working so do the best you can. One thing is for sure, if you don't work a lead it's a wasted lead. That doesn't mean it would be a waste of your time to work it and there's only one way to find out.
7 - Do what works - If you notice something you are doing is creating opportunity for you, then keep at it. Whether it's open houses, blogging, first time home buyer seminars, or just talking to anyone that will listen. If it works for you then keep doing it and it will keep working.
6 - Be consistent - What ever you do to advertise yourself and your business requires consistency for success. You yourself need to be consistent in your efforts to promote your services.
5 - Learn the value of time - Time is a valuable thing and you shouldn't waste it. Spend your time during the day managing your business and making efforts to draw in more business. If going home for a two hour nap in the afternoon doesn't benefit you, then skip the nap and hit the bricks.
4 - Stop fearing failure - One the fastest ways you can fail in this life is to constantly fear that you will fail. It's called a self fulfilling prophecy and that's not a road you need to travel down. At some point in life, we all fail, but that's usually the first step toward success. Edison said that most people fail because they didn't realize how close they were to success when they gave up.
3- Be available - No one works 24/7, that's a myth that Realtors like to spread around. But, that doesn't mean you strictly work a 9 to 5 schedule either. You have to be available when your clients are available.
2- Don't second guess yourself - If you make a decision, then stick with it and move on. Second guessing yourself gets you no where and it helps no one. It's the rest of the world's job to second guess you and why with unemployment so high would you want to put others out of a job. Let them do their Job and you keep doing yours.
1 - Get over rejection - Rejection is not a fun part of life, but it's part of life none the less. This business will make that fact painfully obvious at times, but you have to press forward. Some will say no, but some will say yes and that's why you ask the question. If I told you how many ladies told me know compared to the those whose number I got, you'd likely wonder why I didn't give up dating a long time ago. It took me a year and a half to get my wife to date me. Notice I said wife. We've been together for 9 years and married for three. You have to be persistent in life and in business, and in the end it pays off for both.
______________________________________________________________________________________________________
JL Boney, III - Columbia, SC Realtor - Russell and Jeffcoat Realtors
I specialize in Columbia, SC real estate and the surrounding areas, including Blythewood, SC, Kershaw County, Fairfield County, and Lexington, SC. If you are in the market to buy or sell a home in Columbia, SC or any of the surrounding areas, I would love the opportunity to speak with to see how I can help. Thanks for reading and feel free to contact me if I can be of service to you.
Office- 803-788-1450 Cell- 803-730-9601 Email- jlboney@russellandjeffcoat.com
My Columbia SC Real Estate Website
My Columbia, SC Real Estate Blog
www.jlboney.com/columbiascrealestateblog.html
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Great stuff JL! I have been in Real Estate for only 3 years and had my best year ever last year. This year is already shaping up to be better than last year. The difference for me was going back to the basics like you mention. It also helps to have a positive attitude!
JL: Number 1, 4 and 10 play in together. If you aren't making the calls, you've already assumed a no...so what's the harm in picking up the phone? You might just get a yes.
JL ---- I love this post -- I just did a re-blog on this and put it on my personal web site for my agent-owners to see. Thanks.
Persistence and hard work have been the recipe for success for thousands of years! Some of us forgot that when things in the real estate world were going so well. When all else fails...go back to the basics.
Jl...I sold Life Ins. for a spell. My supervisor told me that Rejectiona nd failure was GOOD! It ment that I was one call closer to the next sale. I have always kept that in mind.
This is great! I like it a lot. I will come back to this one for inspiration. It all rings true and sometimes you just need to go back to the basics!
JL - they all could be first on the list. Excellent reminder, regardless of experience.
JL - The word NO can be a motivational force. It may depend on how you process it. I like the points you make. Good Post my friend.
JL,
Great post on how to move forward. Fear of failure and doing nothing guarantee that you will fail. Great advice.
All the best, Michelle
All ten points are spot on but I think that the #1 reason is the death nell of a lot of agents.
Its a numbers game, right? The more calls you make the better outcome you will have.
You really work at this...10 simple steps to success. Get used to "No." In all of its forms. Today I got an email from a potential client that I was fairly certain was a no. But, I might get more than half million in sales from this one. I certainly didn't even think I would get a shot...but there might have been more chemistry than I anticipated. And, earlier in the week, another potential no from last summer called and I am showing property this weekend with an anticipated sale sometime in February. Never give up. Expect rejection, but don't settle for it!
Sometimes it's the simple reminders that we need to hear. And I love the part about something working for you... keep doing it. Not everything works for everyone. But some things work incredibly well for one person, but not for others. I LOVE those types of things! It shows the character of the person who figured it out and made it work for them.
Great post. I have found that being an apostle for other local reputable business people is much easier than touting my own services. Good things happen to those who help others succeed.
Warmest regards,
Tim
JL - you are right - great advice and sometimes hard to do...
Great reminders and simply the way the business of SALES is. Other salespeople go through the "No's" just like us. The professionals keep going. Thank you for the blog.
Take this sheet...copy it. Give it to every person who wants to work for your brokerage. Old and new. Sometimes, the old ones are the ones who forget that rejection is part of the game! Learn to love it.
Ahhhhhhhhh! That's the sound of the choir in the background with the soft glowing light. Printing this and posting on my wall!
Good list. Common sense is always best.
Thanks for the reminder.
Dominick
Thanks! Great summary of what we all need to strive for.
We should all print this list out and post it within 3 feet in front of ourselves so we can be reminded of it constantly. I might take issue with the order...I think I would lean to #1 and #4 trading places. Great post.
JL, great post. #8 is so true. there are so few leads, why pass one by. It defeats the purpose.
I agree the economy is bad, but you've got to work to get results.
But that rejection is tough!
I've had my share of No - as we all have, however, I've noticed that a lot of times I was grateful that I DIDN'T get that business. Over priced listing - buyer backed out of the contract at the last minute - house with MAJOR issues that were'nt obvious right away.
Last year I wrote a contingent contract to me-op one of my listings and the customer wanted me to talk with them about listing their house. Of course I had to do the listing appointment at 9PM after a grueling day and I found out 2 days later they gave the listing to my competition who had a lower commission rate. I was NOT HAPPY. In the end when the house didn't appraise and the closing ALMOST didn't happen because we were #5 in a back-to-back situation and #3 was going belly up - I was able to represent MY SELLER without any potential conflicts.
So, over time I've learned to accept the "no" a little easier, because there is a reason. I just shake my foot as if I'm shaking the dust off and move on.
Well put in a good list . . . I like to work according to three items: show up, stay focused, get it done.
Great post. Back to the basics. Now all we have to do is follow this simple list. I think I can......I think can.....I know I can,,,,,,I know I can!
Great post!
My favorite quote which I find I need to remind myself of often is: What would you attempt to do if you thought you couldn't fail? Sort of takes the fear away when it shows it's ugly head.
I'm picking up the phone right now............
About rejection and disappointment -- when I first started real estate I was talking - well complaining - to my principal broker about a listing I didn't get. Her advice -- you can complain, or cry for 30 seconds! Then you have to move on. Great advice then, great advice now. Good post and great points.
Great blog, thanks for posting this, I've been in this business for 25 years, and when your past clients aren't buying or selling, then you still have to go back to the basics and make contacts with new people. That's the beauty of this business, there's no limit to what you can do, if you set your mind to it and follow these simple steps. These days we agents are getting bombarded with the sales pitches by others of getting more sales, and making more money, but all it really is is a way for someone else to make more money selling us stuff we don't need! Work hard, follow the steps, and you'll succeed.
I love this post! Get back to the basics- so true. Why is that so many of us want to blame our empty wallets on one thing or another when we are responsible for our own destiny. Nobody said this job was easy. Hard work and determination are key. Now I must get back to my 20lb phone and forget about that 2 hour nap I dream of ;-)
This is a great list of commons sense practices. Thanks for taking the time to post it.
A year and a half to get your wife to date you - now that is a great example of persistent follow up. Dating is like real estate. Pursue one potential mate until she sees how wonderful you are. If she never sees your wonderfulness, then move on to the next girl. Keep asking them out until they say yes.
Nicely done
Simple, but a lot of us forget to follow the basics on a regular basis. I believe that follow-up is key! If they don't hear from you, then "out of sight, out of mind" rings a familiar tone.
Thank You JL! Just what I needed to get my day started. Picking up the phone is the hard part for me. The thought of bothering someone or maybe it's rejection keeps me from doing it. However, you've inspired me!
JL~ VERY INSPIRATIONAL THIS MORNING!! This is going to the printer and going on the board!! All the best in 2010!
Thanks for sharing JL.
This is all 100% true. There is no point in implementing sophisticated systems if one doesn't cover the basics.
JL, I am going to frame it and place it on my desk so I can always remember #1.
Thank you.
Great Post!
I was just having a conversation with a colleague yesterday on the importance of going back to the basics.....you've summarized a necessary part of our job/business with clarity and with an optimistic tone.
Cheers to you!
Great, great, great....sales 101 and not everyone gets it. The only way to be consistently successful is to be consistent and work the pipeline. I'm going to take out a couple that I worked with 2 years ago...they are now ready to by.
You can certainly tell the agents who have gone back to the basics when new agents have a better year than "seasoned" agents. It is obvious within offices who have gone back to the basics and who is waiting for the economy to improve.
Diane Routh/Broker-manager
Carol Jones, Realtors
Branson West, Missouri
You should have a #11 - WORK!
I know a-lot of people who complain about being slow, but they are the same people who come in at 10:00 have coffee, make sure to talk to everyone in the office and leave at 2:00.
If you are working and have problems - see #5.
My Mentor always stressed- if you work hard - good things will happen!
That means doing all the things taht are on the list!
Good Post!
Hi JL, Terrific reminder of how to be successful. I always look at a " NO " as putting me one closer to the next " YES" !!
Perfect - Just sent it to my associate, letting her know she is doing all the right things!
Great post. Thanks for sharing. Noone likes rejection but those that aren't afraid of it will use it to catapolt in front of those that won't even take the chance!
Thanks for the pep talk. I needed it this morning!
It's funny - every single one of these points are found in positive-minded people, ad are rarely found in negative people. Your mindset has HUGE impact on whether you ae able to accomplish these things or not. Do you see the glass empty or half full?
Good basic steps to success, but sometimes I forget the basics as do a lot of us.
WOW JL...solid words to help me through the year! Just what I needed this morning and every morning. I will be sending it to fellow agents to make their day/year too! Thank you.
Thanks for the recipe. My suggestion is to look out for a book named "Soup" being published later this year by Jon Gordon. He authored The Energy Bus, Training Camp, The No Complaining Rule and The Shark and The Goldfish. He's a great/inspirational author.
JL, I think #1 should be at the top! It's the biggest hurdle in our business and without overcoming it, we will never be as successful as we are capable of.
JL,
Thank you for your words today! I enjoyed reading your post because it is something that most of us already know but may from time to time fail at putting into action. Do what you know you should and the results will come! :-)
Wendy
JL,
These are all great reminders of how to get rid of the 20 lb. weight that we DRAG around when business gets slow!
Just get on it! Do something!!!
Kathy O
JL,
Some days that weight is 50 pounds. Thanks for the motivational push!
Great all around post. These tips should almost always be obvious, but they are easily forgotten. I appreciate the motivational help.
All true. Work is really a four letter word and you have to do it to reap the rewards. Is no difficult, yes, way more difficult than yes but no buiids character and in real estate, I think we're all characters!
Getting over rejection is the hardest one of all. It can take a while to built up a thick skin.
All so true... procrastination is there probably because of the fear of the "NO." We all need a kick in the pants to keep working harder....
Great inspirational post!
Great reminders! Thanks for the post!
This is such a great post! Exactly what I need to adopt in my business. Rejection can be so discouraging - but learning how to deal with it will only put you farther in the game.
I love this post. Once I learned how to handle rejection, by being positive and moving forward, I finally realized you can't win them all. Who does?
Great post! It is a great reminder of the motivation we need in this business to keep going!
Tips 8 and 5 are a bit contractory. Not all leads are created equally. Time is better spent on high quality leads than a poor lead. Yes, a poor lead can be converted every now and then; however, time would be better spent seeking more high quality leads than calling poor leads.
Jl,
Very timely post and worth repeating. To the point that I shall re-blog this.
These are great tips, I think in this buisiness rejection is the hardest part and inorder to become a great real estate agent you have to be able to get over rejection.
Thanks for the post.
This is very good - particularly doing what WORKS for you. What works for one agent might not be good for another. Those who decry blogging may not be that good at it. Those who don't like cold-calls, may not have the personality for it.
Good Post! We have an agent in our office who says, "Just stir up the universe" and it's true. Just do something!
No. I won't make the call.
No. I won't do the follow up.
No. All leads are a waste of time.
No. I won't do what works.
No. I won't be consistant.
No. I won't learn the value of time.
No. I will not learn how to face the imagined fear.
No. I refuse to be available.
No. I will no stop second guessing myself.
No. I won't get over feeling rejected.
What? Isn't that how it's done nowadays :)
TLW...ROAR!
WHAT? There's no secret 11 herbs and spices?!? Good reminder to get back to basics. I like them all but #3 is crucial to great customer service! Good feature.
love number 10, make the call.
Last I heard you can't get a hit until you take a swing. Great post
Love number 1. See what persistence can do for you? And tell your wife "Sweetie if I gave up on you after years of pursuing you with no luck,you would've missed out on a good thing. Congratulations on the Gold star bro. Thank you sooo much for writing this. You blessed me with this one. Have a great weekend. Great post.
9, 4 , 1 are biggies for most agents and like you mentioned the reason why most agents are struggling because they are held back by their fears and dont follow through.
Thnaks for the reminders of what we all need to do to be successful.
Number 1, 3 and 7 are what work the best for me. Thanks for the great post!
Great post. My phone is 50lbs sometimes. Good advice for anyone in sales.
JL - Thanks for the great and positive post. It is so easy for all of us to get depressed and full of doom and gloom during these difficult times.
If I may suggest, there is a great book called "Fearless" by Christian author, Max Lucado that speaks to several of your points.
Along with your idea of "Do What Works", I have started just such a project for my Home Inspection Company. I am tracking on my board of directors (white board) where my home inspection sales are coming from. Today, my website (1), my AR Blog (2) and agent referrals (3) are in the lead. I also track my email marketing campaigns, other blogs and US Post mailings.
Thanks again JL for your thoughtful post.
I had no time for cold calling today. I was too busy with the people I met when I cold called earlier. I sure hope I can get back on the phone next week! That was some great inspiration. Thanks!
JL...
You hit this one out of the park. Another great post, my friend.
Great Advice! Congrats on the feature, I always enjoy seeing another SC member on the main page. I would re-arrange the order a little for Edisto but get over rejection, be available, and make the call would be my top 3.
JL, I love the 20 lb phone comment. We just had a discussion in our office concerning all the reasons we don't make the call. We all come up with lots of excuses, but when we make them, it always pays off.
Ok. Makes complete sense. Just one question? How do you prioritize?
Especially if you are a brand new agent with no staff and a small start up budget. WHAT DO YOU DO FIRST?
How do you get your database going when you're out showing properties? How do you prospect your farm area while you attend a networking event?
In other words: What are the most important tasks to complete in your first 90 days of business?
This is good advice in any market. But doing what works is always the way to go. I have added at least one new thing a year and let the worst working thing go.
These points of advice are relevant not only in real estate, but in any business or pursuit in life. They are all important but I really like #8 - No lead is a waste of time. It's a reminder that not every lead will respond the first, second, or third time (or even at all!) but that is no reason to not try anyway! As you've said, we fail by not trying at all.
JL,
I thoroughly enjoyed this blog! Very inspiring in a "nose to the grindstone" way! Ever considered agent seminars? :)
Thanks for the inspiration!
(I'm re blogging this specifically for easy reference for myself!)
Well, you really hit a home run with this one. I knew you would. Great job. This is what makes the Rain a must read.
Good Advice, JL!
We all need reminders of the basics! I esp. liked #2, I certainly don't want to take away jobs from the critics and 2nd guessers, they do such a great job!!!
JL, In todays market we all need to remind ourselves about basic success formulas,
JL, Simple and brilliant advice and just what I needed to hear today. I've started my business last year and new leads are gold. I do what you say - everyday and, yes, it's tough to know when to push and when to pull back but I stick with it and learn as i go. thank you for that motivational push forward...well appreciated!
I loved the list, J.L. Especially #8 and 6. But I agree, you've gotta do them all in order to get ahead.
Rejection is the easy part of this business; if you can't handle rejection, start dating a while and then get used to it. Then come back to real estate and you'll be much better at it!
Great inspiration, dothe work, persistance and perserverance
Great advice....The basics do work!
JL, good review of the get back to the basics 101.
Great tips. Don't agree with #8. Not all leads are worth working. That need to be qualified and then kept or left!
It's not a secret recipe. There's some great tips here. The best for me is follow up. Thanks for the reminder.
I don't talk to many agents who are depressed. I just focus on what I have to do on a daily basis and I get a lot done, make some great money and enjoy being of service to buyers and sellers in San Francisco.
Your list a good one even if one is going well. Always pays to stick to the basics.It's a good life!
Great post! It's always the obvious things that matter most.
The KISS principle works doesn't it?? Nice post and thank you for keeping it to the point. Being a Unique Realtor is nothing more than being consitently persistent. The majority refuse to do that and those who do will be more successful. It's that simple.
Nice list. I wish you had elaborated them a little bit deeper though. That would have been a great understanding for some folks...
Great article! Some will, some won't, so what! NEXT...
You are correct. The old tried and true blue works. Work that lead. Call, followup, and listen to their needs. Get over the rejection.
I hope all the snow doesn't cause you too many problems today. I am so ready for some warmth and spring.
Great Post! and timely. It's spring in Arizona.Sorry Laura! I just had to say that!
I'm a refugee from the cold (Michigan and Canada) and never get over how wonderful the weathr is here in the winter. I have become and Arizona Ambassador.
Thanks for the post today. All good reminders in your post today. It makes sense.
Patricia/Seacoast NH
Like the old saying goes, "When opportunity knocks, you still have to get off your butt and answer the door..."
Great post and a timely reminder of what to (not) do. To many times I self sabotage a good idea.
With every "NO" you learn. Sure, it's not fun to hear that word but the next person may say "YES!" that's what keeps me going.
I changed agnecies last October. If required that I mail and call so many past clients from my 20 year career. If is instructive that in most cases they are so glad to hear from you. Make the call and don't be afraid.
I like #6 Be consistent and also be Persistent!
Good post, JL... Tried and true methods... They always (eventually) work. Sweet story about you and your wife too. Made me smile.
I love that, it is liek the 10 Commandments for Realtors!!! Well said and I am going to print this and share with the new agents at our office, if it is okay with you. I will wait for your response before printing.
Newer agents get discouraged when they don't see quick results, even thoguh God blessed me with quick results when I started it was not without a huge time sacrifice int he beginning. Have a successful year, Garlinda Price, Fayetteville,NC
Great post and good reminders for all of us in sales!
JL- Thanks for the great reminders! You were dead on! I was taking a webinar and the speaker said, "You don't have to do everything, just do something!" So true!
We don't work 24.7 and shouldn't expect to be available at all hours. You must set boundaries. And somehow be available when your clients need you.
Thank you for this post. I re-blogged it for you. It's been so easy to say "this is only happening to me", its not. I have dreaded cold calling for a few weeks, I cant wait to get in there on Monday now. Slow and steady wins this race, I think I'm due for a "Yes"
Great points to remember. Too many people are scared of success.
Back to the basics. Nice to get the reminder sometimes.
JL, This post could not come at a better time. We have been dealing with alot of rejection latley but we continue to press on and stay with the basics.
Thanks
Thank you JL,
It was excellent reminder. I'll come back to read it again next couple days to make sure I remember all of them.
That should be a test on the final at the state test.........Can you dial a phone?
Great post! Thanks!
Good Job JL -- Back to basics -- not rocket science... thanks
My "thing" is making sure that my clients are happy and well taken care of- My past clients have been keeping me in business for along time now- either buying and selling themselves or referring me to people they know!
Great reminder to ALWAYS remember to DO your basics! Don't forget though- Technology is HUGE these days, and using it to help you Re-new your Basics is not a bad idea either! Great stuff - Thanks!
After reading this, so many of these items seem like "duh" facts... duh facts that are so easily forgotten. Thank you for the reminder. This is a great list, I'm going to forward it on.
Thanks for the post.
Brendan Winans
Good points, JL.
One of the best ways to get more sales is to be more efficient. This is especially true for point number 5: learning the value of time. DotLoop has helped streamline the negotiations process for agents and clients by allowing negotiartions to take place online. And hey, when you don't have to meet your clients in a parking lot to initial a change to a contract, point number 3 (be available) is a lot easier to meet. Clients are online almost 24/7 these days. I think most ActiveRain members can appreciate that.
--Nick
(The DotLoop Team)
Great list. I couldnt have sadi it better myself. I look forward to sharing with my team.
Great advice that we all need reminders of.
Follow-up is definitely the key. I tell other agents, "If you won't make the 2nd call, don't waste your time making the 1st one."
Excellent back to basics advice. Thank you!
Great "To Do List" to refer to daily!
Great article JL! I'm sharing this at our team meeting next Tuesday! Mitch
This post has hit a home run with everyone!
I like it and you are so right!
Many are fearful of success!
Thanks for this rundown of items!
Tom Davis
my 100 pound monkey is the phone...its not 20 lbs...its a snake an i bites me...i hate snakes
Great, Great Post...Thank you for share...It's very helpfull..