POSITION YOURSELF AS THE GUIDE, NOT THE HERO
How about a check-up plan to start off the New Year? If I could start my entire real estate career over again from scratch, I would position myself as 'The Guide' and not 'The Hero,' so I'm asking you to do the same. I firmly believe this is the best way to do business -- to look at everybody else as 'The Hero.' This orientation changes everything in your business. If you become a transactional agent, it's easy to fall into the mindset that you are the most important part of the story. That's not true! If you want to master the service industry, it needs to be about the person you're serving!
PRODUCE SIMPLE GUIDES FOR SELLERS & BUYERS
If you're going to guide someone, you need a plan to do it. Don't try to do your guidance on muscle. Your brain only has the capacity to handle just so much, so without the support of a system for you, it can become especially frustrating when things don't go your way. "Cornerstones" are the solution. We're in real estate, so you have to have a solid foundational plan. Produce simple guides for sellers and buyers, and make that your new business card.
HAVE CONVERSATIONS ABOUT REAL ESTATE
Have conversations with people about real estate and be ready with an answer for that universal question, "How's the market?" Learn to use MLS to figure out how the market is doing in a neighborhood where you want to do business (start small). What's selling and for how much? That's the answer to how that local market is doing.
HAVE YOUR SERVICE UPGRADE OFFER READY
Once you test the water temperature and determine that someone is motivated to buy or sell, be ready to upgrade them. Offer them access to the MLS portal, so they can see exactly what you were just explaining to them about the market. Make the offer. If they're motivated to buy or sell in the next 12 months, they'll take you up on it.
INVEST IN THE RELATIONSHIPS WITH WORLD CLASS FOLLOW UP
Once they move from your "lead" column to your "prospect" column, offer world-class follow-up. Give on the right time frame. Show them that you care with meaningful follow-up and they will reward you for it. Listen to them, adjust and help them in that relationship.
