I have two thoughts for today. First, about 10-15 days ago I recorded a short video (8-9 minutes long). We sent it to about 4,500 brokers and it’s titled, “Disruptions in Real Estate Is Meaningless” and what does that really mean? It’s for broker/owners. I don’t know if your broker/owner received it, you might want to check. If not, send us an email and I’ll have that sent to you or your broker/manager. It’s a very important message for your BOMs because it’s designed to benefit you in being more productive.
Two weeks ago, our longtime superstar coach, Gaylee Weinberg, called me on the phone and said, “Mike, could you do a message for us on productivity versus being busy? And I told her I wasn’t sure what she meant by that. She said, “I want to make sure that all the clients I’m coaching are productive during the months of December and January, instead of busy because you know this is the busy time of the year.” This is the busy season that we all experience, so I started thinking about it. We’re talking about a time management issue, a scheduling issue, a discipline issue, the ability to follow a schedule, the ability to completely block out all the interruptions that take place daily in real estate, so I want you to listen because the message today is a little shorter than normal, but I want you to listen.
Productive activities for a real estate sales agent who has the ambition to do deals and business and make money, which only represents half the agents in the industry. What are the productive activities?
1. Role-play and practice.
Because without role-play and practice you can never get good at what you’re trying to accomplish.
2. Prospecting / Lead generation
We hate to hear the words, but guess what? It’s part of the sales process.
3. Aggressive lead follow-up
Going after those leads and trying to get those appointments.
4. The prequalifying process
Making sure that the buyer or seller you’re going to invest your time with has the capabilities, the desire, the motivation to sign a contract.
5. Making a strong listing presentation
The competition is fierce for listings and if you’re not going to be better than those you’re competing against, you’re going to lose most the time.
6. Strong showing presentation skills
Instead of, “this is the living room.” When you walk in the front door say, “if you chose this house how would you place your furniture, would you keep the colors of the walls as they are or would you change them?” You have to make the showing presentation a productive activity.
7. Negotiating contracts
For those buyers and sellers you’re bringing together.
We have seven what I would call “production activities,” so the question I wrote down is, what percentage of your day is spent in those seven versus the “busy activities” we all get involved in? Playing with our phones and texting people, on your iPad or your computer looking at emails, going online looking for something, playing with your files throughout the course of the day, in constant communication with agents who don’t do anything in the office sitting next to you, etc. What types of activities are you involved in? You have a choice, production or being busy. The choice is yours. What we want to do is help you understand that making the right choice makes a huge difference in your life, in your holiday season and in your first quarter of 2019. Make the right choice.
Toy Drive and Complete Listing Workshop
The first week in December in Garden Grove, CA (which is Orange County) we’re doing our three-day listing workshop. Yours truly, Mike Ferry, is going to be the speaker for that three days. If you’ve never seen me speak live, come and join us. Obviously west coast is more apt to join us than east coast, but the east coast is getting some tough weather. If you want sunshine come to California the first week of December, come to the complete listing workshop. We’ll have some fun together.
It’s time to go to work, and I want you to go to work starting today involved in productive activities.
Mike Ferry is the global leader in real estate coaching and training. Watch Mike each week as he discusses a variety of topics to help real estate agents and brokers. Grow your real estate business by improving your mindset, developing your skills and creating a plan of action to increase your production!
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