Become the Ultimate Real Estate Professional: Traits Mike Ferry Teaches Part Two

Welcome back to Mike Ferry TV. Tony Smith here again with you this week, going through this two-part series on thoughts from Mike Ferry what it takes to be an ultimate professional real estate agent. Would you like to be an ultimate professional? Last week we covered several thoughts here on Mike Ferry TV and I’d like to finish this week with this series of thoughts from Mike. All right, so if we can recognize what the ultimate professionals do and if we can copy what an ultimate professional does, shouldn’t we then in turn be an ultimate professional? We think you should. All right. So, I think we left off on seven last week.

8) An ultimate professional agent operates from controlled emotions

We’re going to move on with number eight. Okay. An ultimate professional agent operates from controlled emotions. Okay. Boy is this a big one in our world today. Does it seem like the uncontrolled emotions of just people in general is off the charts. You know, people getting highly dramatic and highly emotional about everything they do. It feels like emotions are running on high alert these days. All right. As a professional, if we can train ourselves to keep our emotions between the lines, to be that calming force in the middle of a storm, to keep our eyes on the target, keep a direct path and keep our emotions between the lines, then it’s interesting that the public is drawn to us more as that professional. You know, you’d have Mike Ferry say, you know, if you went to see a doctor today and you had fallen and you think you had broken your leg. Okay. And if you went into the doctor’s office and they sat you down on the examination table and the doctor came in and goes, oh my gosh, your leg is shattered. Would you feel very confident in that, doctor taking care of your needs? It’s kind of the same thing in real estate, isn’t it? You know, have you had another agent come to you all just over emotional about the offer they wrote, or the counteroffer you gave, or an issue on a file and they’re just over the top emotional. I don’t think the buyers and sellers pay us for that. So how would you grade yourself? How are you at keeping your emotions between the lines in doing your job each and every day? Kind of important, isn’t it?

9) A professional agent is always asking questions and is highly curious

Look at number nine on this list. A professional agent is always asking questions and is highly curious. Okay, I think we all learned this from Mike Ferry himself. One of the most curious. One of the most question driven businesspeople. I think many of us have ever met. Okay, I don’t know if you’ve noticed, but if you have a high thirst, you’re highly curious about things. You’re interested. You want to know? It makes you a better salesperson. And then if you are really curious and you really do want to know, then you’re inclined to ask a lot more questions. Here’s an example. Right now, at this moment, what are you most interested in trying to learn about the career you’ve chosen? Are you trying to learn about a new source of business? Are you really trying to learn how to increase your production without working nights and weekends? Are you really interested in trying to learn how the other professional agents present? What are you what are you curious about? Learning? There’s got to be something. And then when it comes to people, people in general, are you truly interested in the potential clients in what they’d like to accomplish? Are you curious about why they’re trying to make a move? And what’s so important about them selling their home and moving? Curiosity. All right. Um, it seems like something that’s a little bit of a missing thing in our industry. Focus on working on improving your ability to be curious, and then, of course, ask all the questions.

10) A professional agent is a very intent listener and looks people in the eye

Look at number ten on this list. A professional agent is a very intent listener and looks people in the eye. Okay, this is another one. All right. Uh, you know, I always think about when’s the last time you were graded on your eye contact, graded on the quality of your smile in public, graded on your handshake, graded on your business attire, critiqued on the materials that you hand out to a customer. Right. We have this opportunity to stand out. And honestly, it’s not really that hard today. You know, the quality of agents when it comes to, you know, eye contact and dress code and showing up professionally, it really is not that hard to overcome because the quality is actually declined over the last few years. You know, it’s not uncommon to be in jeans and a t shirt or flip flops and shorts trying to sell real estate. Why not step back up? And then this goes on to say, an intent listener. Intent listener. All right. If we learn to ask a lot of great questions and we learn to listen to the customer. Boy, today a customer feels like they haven’t been heard in months. It seems like nobody’s listening. If you will be one of those rare business professionals that learns how to truly listen when clients and customers are speaking, you’re going to, first of all, learn a lot about them and you’re going to make them feel special. All right. It’s almost unheard of. You know, this old thing we say, okay, a client is really only interested in themselves. What’s in it for me? So, if I can give them what they’re interested in, Then don’t I win? I think so. Okay. Do you need to work on your trade of listening and making eye contact?

11) A professional agent never allows rejection to affect their results

How about number 11 on this list? A professional agent never allows rejection to affect their results. Okay, we’ve heard it a million times. We are in the rejection business. We get paid when we’re rejected a lot. A lot of people are going to say no to us. We’re going to talk to a lot of people that have no interest in selling their homes. We’re going to talk to some people that have an interest. We get right up to the finish line, and something comes unraveled. We’re going to get rejected. The question is, are you allowing the rejection of other people to stop you from your growth? Boy, it’s a big deal. Okay. You know, I always think about I wonder how much rejection plays a role in the per person productivity in North America. As low as it is You know, we’ve actually slumped down to the average agent doing four transactions. And over half of the agents today haven’t done a single transaction. You have to ask yourself is it rejection getting in the way. A lot of that are people just afraid to get rejected. How do you register on your scale of rejection? Okay, getting no does not mean you’re getting the answer. No does not mean you’re done. It does not mean you’re out of business. Our job is to get to no’s and get through the nose until we find a yes. And the great news is in North America, when you get a yes today, the pays are still off the charts. How does rejection play a role in your advancement or in what’s holding you back?

12) A professional agent doesn’t allow negativity into the day to day thinking

And then number 12 on this list, a professional agent doesn’t allow negativity into the day to day thinking. And when it appears, they replace it. Okay. Let me repeat that. A professional does not allow negativity into their day to day thinking. And when it appears they replace it. Professionals fight against negativity day in and day out. And boy is it a fight at times. You know the news feeds and the drama on the internet, social media and Facebook and all those things. They push so much negativity our way. And then we’ve got other realtors and buyers and sellers, and the negativity sometimes is off the charts. Okay. Um, Mike Ferry has been fighting against negativity in his professional life since he was in his mid 20s. Okay. It’s worth the fight. Are you dumping positivity in. Are you staying away from the negativity? And when something negative pops up, do you have a really strong way of reacting Acting properly and getting past it quickly. If you do, it’s going to be the one thing. You know, it’s not uncommon for an agent to get a setback and they give up for a month. They get set back for the first six months of the year, and they just start coasting or going backwards for the second six months. Are you going to let negativity stop you? There’s a lot of it out there. And believe me, if you will be one of the positive people in the real estate industry, clients are interested in you. So fight against that negativity, please. All right, so here’s a series of thoughts from Mike Ferry about how to be that ultimate professional. Do you want to be an ultimate professional? Go back through these thoughts, critique yourself, look for places to improve, and let’s move forward. Thanks for your time.