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.
