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Incluso un pato sabe la importancia de prospección

Incluso un pato sabe la importancia de prospección

Usted puede aprender mucho solo al observar la naturaleza. El año pasado, Steve se alojaba en un hotel fabuloso en el sur de California. El y su esposa estaban almorzando en una mesa afuera  en el restaurante del hotel. Era imposible no darse cuenta de los patos que se reunieron alrededor de las mesas del restaurante buscando comida. Los pájaros esperaban que la gente se fuera y entonces ellos acudían a las mesas buscando migajas que cayeron al suelo. Hubo docenas de aves peleando por las migajas que habían quedado. Cada pato hizo lo mismo; excepto uno.

Este pato era diferente, en lugar de esperar que las parejas se vayan, este pato esperaba solamente hasta que la comida llegaba. En el momento que el personal entregaba la comida, el pato corría a la mesa y miraba a la gente que estaba a punto de comer. Sorprendentemente, cada persona inmediatamente tomaba algo de su plato y alimentaba al pato. Ellos alimentaron el pato ANTES de que ellos empezaran a comer.

El pato no se conformó con las migajas y las sobras, el comió la mejor comida del plato. El pato no peleo contra docenas de otros, él estaba solo cuando los clientes lo alimentaron.

Fue realmente increíble.

Esto nos hizo pensar en la diferencia en los agentes de bienes raíces. Algunos ponen una casa a la venta, la ponen en el MLS y esperan por lo mejor. Otros representan al comprador simplemente buscando en el MLS a ver si la casa adecuada está disponible para la venta. Ellos son como muchos de los agentes en el mercado. Ellos están esperando a que algo suceda, al igual que todos los otros patos.

Hay otros agentes que ellos mismos hacen que algo suceda. Ellos buscan diligentemente el comprador para la casa que acaban de poner a la venta. Van a tocar puerta por puerta buscando la casa perfecta para sus clientes que están soñando por una casa nueva para su familia. Ellos son como ese pato especial, no están esperando por las sobras.

En conclusión

En toda la naturaleza, algunos espera por que pasen las cosas y otros se aseguran que pasen. No se conforme con las migajas.

Acompáñenos hoy a las 2pm ET para aprender “How to Become a Rainmaker for Listing Leads!” Aprenda como hacerlo, algunos esperan a que pasen las cosas y otros  hacen que sucedan… No espere a que pase.

*este webinar es en inglés.

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4 comentarios
  1. Rossi Speaks
    Rossi Speaks Dice:

    Great analogy, Ducks and Real Estate Agents. I see agents in the office waiting around for a suspect buyer or seller to drop in, doing nothing on their own to generate business.

    I also see agents begging for business like the duck for the crumbs. “I don’t get any leads.” “How come she gets all the referrals.” “I’m signed up with ?.com and pay $60 a month for all the leads.” “I’m on Facebook, LinkedIn, and Twitter. I spend at least 8 hours a day working it. And not one lead yet.” “I wish we were back in the good old days of floor duty! I used to make a living off floor.”

    Or, they have the same pool of nine friends that they call over and over again chit chatting about everything and anything and then just before hanging up… “Oh, if you know someone who wants real estate, have them give me a call.” Bobbing like the ducks in a pond.

    Now let’s talk about the Duck that waited until the food was delivered and then paddled over begging for a first bite. I don’t really see the difference for the exception, that duck paid stronger attention to the training. But prospecting?

    Here is my two cents, 90% of agents look at prospecting as a failure-reinforcing chore. That is, they are told to knock doors, talk to for sale by owners, solicit people at the grocery store, and/or call everyone they know, everyone they’ve worked with, everyone they go to church with, anyone they have ever met that can fog a mirror, and tell them they want their real estate business. For people who have not done this before, this becomes a daunting task.

    So one sunny morning, after a night of self talk and writing prospecting goals, they go into the office, well dressed with their best positive attitude face and announce, “I’m going prospecting today and get a buyer or a listing before I come back.” With great intentions they get three immediate no’s and go home to watch Ellen or Pawn Stars and retreat into darkness. Henceforth, the word ‘Prospect’ bubbles up in their stomachs like greasy chili and failure is reinforced.

    Knowing that nether Extroverts or Introverts make good real estate salespeople; one is too pushy and the other doesn’t belong in the people business. The BEST real estate salesperson is the Ambivert. If 100 on a scale is the Extrovert and 0 is dead, the Ambivert falls between 30 and 80 (my perception). But still, even Ambiverts will succumb to prospecting fear and reluctance.

    In my studies I learned that if a ‘word’ or ‘thought’ affects you negatively, reframe it. For example: after dinner, with a group of students at a Chinese restaurant, we were opening our fortune cookies and reading them aloud. I was the last one to open and it was empty. In unison, the group said, “Oh no!” Now, I don’t know about you, but I hate pity. So I reframed it, “How blessed I am to already have all the fortune I can hold!” and everyone went “Ahhhh!” Now I like “Ahhhh!” So why not reframe the word “Prospect”?

    I simply call it ‘Lead Generation Activity”\’, just like Gary Keller did in his book, The Millionaire Real Estate Salesman. Lead Generation is not a task or a chore, it’s a way of life. A WAY OF LIFE of the real estate salesman!

    Lead Generation Activity is everything you do, everyplace you go, and like The Police sang, “Every Breath You Take” is a lead generation activity.

    Keep Smiling

  2. pat lydon
    pat lydon Dice:

    A reason the the money is on WALL STREET-NOT WALL OFFICE.

    When I knock on doors speak to owners I explain I am their exclusive professional broker. That any questions about real estate I can answer. That there is no need to call anyone else.

    Finally got calling night back up & running in office. In first two weeks every agent has had at least 3 appointments.




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