It's the third podcast of the new year and I know you are all working on becoming a lean, mean, money making machine in 2019! In this podcast, I have about 11 points I would love to share with you all on how to make this YOUR best year ever! In order to be successful in today's world, there are a few new things that come into play however, the foundational principals are essential!
1. Prospecting! - You can lead generate, daily revenue commitment, whatever you want to call it...you have to be bringing in people into your pipeline every single day!
2. Get curious by developing the skill of asking great questions! - Intense curiosity, I talk about this a lot if you have been in my Success Series. Ask open ended questions like who, what, when, where, why?
3. Handle Objections, Get over it, just learn it! - An objection is simply a question that is unanswered in the mind of your prospect. You need to know the answer & you need to be knowledgeable on those answers!
4. Qualifying Buyers - The number one thing that wastes an average Real Estate Agent's time, is not qualifying them! How can you move forward with a prospect if you don't know everything about them.
5. Build Rapport - By repeating & approving you are building a good rapport with your clients so that they want to work with you.
6. Analyze & Keep your client's needs at the forefront of your mind! - You want to know exactly what your client wants so that you can figure that out for them in the most efficient way possible.
7. Be the Authority - Now you're working with your clients & the greatest thing you can have is the authority on the transaction. You need to stay transparent & be the humble upper hand.
8. Be Different - You're already a part of the Top 10 most recognized companies on the planet. Be different in the way you approach you clients, how you talk to them, and how you do YOUR business. One way I suggest, is by getting a Buyer Broker Agreement signed. I cant stress this enough, this should be signed because at the end of the day, they need to be your client!
9. Close...They expect it! - Closing is simply having them sign a contract with you, having them agree to working with you.
10. Pre Call Planning - When your calling, you want to know all the questions answered before you call them. You want to know what you're calling about and stay knowledgeable about what you're calling about, especially if you're calling about a specific area.
11. Personality Styles - Know what type of personality style you are and know how to work with others. In a selling situation, it is extremely helpful to know how to handle each personality style so you can efficiently give your clients what they want they way they want it.
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