1. We Must Be Prepared For EVERY Appointment
We can't miss one single opportunity. We must be able to close each appointment. Every agent should have 4 different and distinct 'conversation' manuals:
- Listing Manual
- Buyer Manual
- Price Correction Manual
- Negotiation of Offer Manual
Each manual should be filled with visuals, charts, graphs, and articles that help buyers and sellers make the correct decisions for themselves and their families. If you do not have all 4 manuals, start creating them immediately.
2. We Must Be Prepared For The Pre-Appointment Appointment
The appointments mentioned above are usually scheduled, thus giving us time to properly prepare. We must also be prepared when someone asks us about the market when we just 'bump into them' (ex. at the store, movies or sports event). If you have a smart phone, make sure you have loaded a few great visuals to show when you are faced with one of these impromptu meetings. If you don't have a smart phone, keep a few pieces of paper with you showing the same information.
HINT: The smart phone is a much cooler way to do this.
If you need help developing visuals for #1 and #2, please visit:
3. Attend Conferences and Classes That Will Help Your Business
We hope to see you in Anaheim at NAR's REALTORS Conference & Expo. If you are attending, Steve will be delivering his message in two different sessions:
Keeping Current Matters - (Nov 11 @ 10:30AM)
Courageous Leadership in a Challenging Market - (Nov 12 @ 11:00AM)
If you can't get to California, make sure you take local classes that will enhance your position as a person of knowledge in a very challenging market.
4. We Must Start Building The Foundation For a Great 2012
Happy New Year!! Many of the deals we put into contract from now until the end of the year will actually close in 2012. Almost every buyer we meet and listing we take in the next three months will close next year. You are now building your 2012 income. If you had a successful 2011, great!! Now you must work hard in order to reach your 2012 goals. If 2011 was a challenge, the good news is it's over. Start building the foundation for a fabulous 2012.
5. We Must Manage Our Expectations Properly
Some of us are judging our daily success by whether or not we did a deal (listing, listing sold, buyer sale) that day. If we did not, we see our effort as futile. We must make sure that we instead quantify success based on whether we did the activities that success requires. As an example, if a person is losing weight, they can't judge success by the pounds they lost that day. Instead, they have to judge their success in terms of whether they ate properly and exercised. If they eat wisely and exercise, the weight loss is guaranteed to come. If you do the activities that will create deals, the deals are guaranteed to come.