Are you like me? You hate the word “prospecting” or when they say “If you want to be successful you have to pick up the phone.” I agree that way works. There are a lot of successful agents out there because they dial for dollars all day. But I also think it’s a great way to hate your career and eventually burn out.
I get really frustrated when they say “it’s the only way”.
Today, I want to give three secrets to build your dream business in real estate, without ever making a cold call.
Secret #1: Real estate is more about having a clear plan than “grinding it out” on cold calls;
Secret #2: When I know my strengths, I don’t need to cold call;
Secret #3: If I’m consistent, I’ll grow my business without cold calls.”
Register for Agent Rise Bootcamp – Begins May 7th! – www.agentrisecoaching.com/bootcamp
I have a dream to buy an RV and travel the country to give talks and coach agents in one city after another. (Crazy I know, but so real in my mind!)
Two weeks ago I booked a speaking engagement in Louisville, Kentucky. Jenny and I were on date night and I said, “wouldn’t it be great if we had the RV and could all go!?” Jenny then said, “why do we need the RV, let’s just GO WITH WHAT WE HAVE!”
She is so right! It was such a moment in our journey towards our vision. So with that…we are loading up the Honda Odyssey and hitting the road!
Have you ever done this? Like for example, you want to start producing videos for your business, but you don’t like the camera you have, the audio isn’t the best, I need better lights, or my backdrop doesn’t look good?
Ever been there?
Do you feel like you have to have it all together before you even get started?
If so, take Jenny’s advice and go with what you have!
The other day I had an agent ask, “How do you keep the balance/focus/abundance and positive mindset when one lead after another go the other direction.” She said, “I’ve had 8 potential deals “new solid leads” buy/sell or just a sell and buy etc. and recently they all start to fizzle out. Excuses start to come “Oh we are going to keep renting, oh we have decided to move next year now, Oh we have decided to just keep our place for the time being. Just really weird things but how do you keep the mindset of “abundance, there is more, keep pushing, the next deal will come”.
The percentage of lead to close ratio is less than you think.
Most agents think they close 80% or more the leads that are pre-approved and ready to go. When the truth is the number is actually closer to 20%.
Dream Phase Just Got Extended
You’ll find that most buyers will come back, it’s only because their dream phase was extended. Some buyers will buy in the beginning of a dream phase, and some will extend their dream phase. Regardless, you need to stick with them throughout this process.
Continue to MatchMake
The first report is not the last report. When someone says they want to take a break. Understand that they pretty much just want to stop wasting your time, they want to hit the pause button on looking, but deep down the dream remains alive. Continue to search for them. When you call them acknowledge they are taking a break, but say, “I found this one and thought of you. I understand you’re on the sidelines, but I couldn’t resist at least letting you know.” Just don’t make the mistake of checking them off, and waiting for them to call you to re-engage. You just never know when the right house will kick start their search again.
It’s all about relationships
In the end, you have to realize that someone that has reached out to you to buy or sell has taken a very big step in the relationship department. To many of us have taken this for granted. It’s important that you stick with them.
Resources and Links mentioned in this episode
Head to AgentOnTheRise.com to register for the free masterclass: How to Get Your Dream Real Estate Business Without Ever Cold Calling
Are you in the middle of the winter grind and just feeling like you’re spinning your wheels? I get it. You might be like an agent I was just talking with where his cash has depleted. He is wasting a lot of time figuring out how he is going to navigate through the mess, what bills he’s going to pay and want ones he’s going to go delinquent on.
Real-life stuff here, right?
In this episode, I want to give you the courage to stay with it. I want to share three things you need to do to stay on the right track.
Working According to your vision, not according to your needs.
Often when we get stuck like this, we lose focus on our vision or our plans. In Agent Rise, we often talk about our three-pillar plan. When money gets tight, we often see a slip up with our mailings to our sphere, we stop our Facebook Ads, and some of us will freeze up. We can’t do this, and instead, need to keep focused on our vision. I’ll explain this and how to avoid it in this episode.
Don’t get sucked into the shiny object syndrome.
When things are going your way, our first reaction is to make a change in our plan. This will veer you away from something that is about to work if you just stay consistent. By switching you will experience a switch cost that we talk about in detail in this episode.
The engine that needs to be running to dig you out of the hole you’re in, all comes from MatchMaking.
You need to be diligent in finding your buyers the property they are looking for. Sitting back and waiting for it to happen will only keep you in this rut. Make it happen by finding the property for them. Anyone you are working to earn their business will see this, and chances are you’ll compel them to work with you.
Are you building your business by hosting open houses and you’re always wondering what open houses you should do and what ones you should pass on? Stick around as we uncover the best and worse open houses to do…
Disclosure: You’re there to sell the house for the seller. After that follow your laws to how you can help the buyer with their needs.
Best
– No Showings Until Open House
– One that has been on the market with a recent price correction
– Priced a little above the median so they have a house to sell.
– High Turnover neighborhood
– should I do one that is out of my area?
Worse
– New construction
– Rural
– Unique properties
