An Honest Question
By America’s Six Figure Real Estate Coach Roberta Ross
As a professional, you probably have high standards when it comes to hiring people to work for you-right? Are you insistent on top service levels and the highest quality products? How often in your career have you taken a step back and given yourself a performance review? I ask because too often we get in a groove of doing things the same old way, and stop looking for ways we can improve our performance, raise our own bar for service and excellence, and allow the rationale that we are “busy” be the reason we cut corners or drop the ball.
So this month’s challenge is this: Give yourself a review. If you were a home buyer or seller – would you be compelled to work with you? Maybe that’s a resounding, “YES!” But can you do better? Can you comfortably and confidently say there’s no room for improvement? What can you do starting this week that will tighten up the systems you have in place, sharpen your skills, and improve the customer experience? They don’t have to be big ticket changes, unless those are warranted. The top agents in our business are in a constant state of tweaking their skills, their business plans, and the tools and techniques they use to communicate with their clients and customers.
Here are 5 things to look at when evaluating your performance:
- Your customer reviews. Are you getting positive reviews from your current and past clients? Are they referring new business to you? Do you provide your customers with a survey asking for a review (and provide an opportunity to share their comments)? If not, you’re missing a chance to capture great feedback that you can use in your marketing when it’s good and use to learn where you need improvement when it’s not as high a rating as you’d like.
- Your interaction with other agents. Are the agents you work with, co-broke with, and interact with sending referrals your way? Are they singing your praises or questioning your professionalism? There will always be professional rivals of course, but there shouldn’t ever be enough room for someone to question your integrity, commitment to service, and capabilities. There will always be professional rivals of course, but there shouldn’t ever be enough room for someone to question your integrity, commitment to service, and capabilities.
- Your numbers. What is your list to close ratio? Your call to appointment ratio? Your results in relation to your goals? Everything else in this otherwise “people” business can get emotional at times, but the bottom line numbers tell the truth. If you’re not on mark to hit your goals with solid lead conversion and solid listing/sale numbers then something’s off. Get with your broker or integrity partner and don’t stop until you figure it out.
- Your credentials. Are your credentials on pace with your career goals? In other words are you taking the extra training and skill sharpening needed to become certified in the areas of our industry that interest you the most? Top agents are passionate about constant improvement and their credentials reflect that. Do yours?
- Your inner truth. We can sometimes slip some things by the rest of the world, but in our heart and mind, we know when we are not giving our all. We all have an internal compass that lets us know when we are on track or off. What is yours telling you? That you are giving 110% or that you have much room for improvement, or maybe, like most –there are areas where you can strengthen your game. Listen to that inner truth and adjust your actions and mindsets accordingly.
In all that we do, it’s good to take a few steps back now and then to assess whether you are bringing your best self to the table each day – and when you are not, to shift your daily action steps to do better That’s not to say that you need to work 24/7. Find your balance. Bring your best to both your personal and professional life and don’t be shy about asking for help managing that process. Some of the best of the best in our business don’t fly solo. They have a mentor, coach, mastermind group – or all three to help keep them on track.
Consistency is More Vital Now Than Ever Before
By Six Figure Real Estate Coach Roberta Ross
There was a program on the radio the other day that featured a lot of what people would call, “one-shot-wonders”. Those artists that knocked it out of the park with one song, then were rarely, if ever heard from again. It makes you think, “what happened?” These people were clearly talented, had what it took to reach the top, so why just the one hit? It reminded me a little of some real estate agents I’ve met. Eager, talented, and full of action – ONCE. They showed up strong once and got a listing. Awesome-right? Absolutely. But every day is a new day in this business. There’s no resting on your laurels, ask any top producers out there. They’ll tell you that no one, not even the heavy hitters have the luxury of not showing up day after day, year after year.
“But Roberta, it’s hard!” I know, but it doesn’t have to be as hard as some make it. Not when you put the right systems in place and treat your business like the business that it is. And those same top producers I just mentioned will tell you that it gets easier the longer you stay at it. Why? Because you will develop that brand name awareness that will help drive referrals month after month. They will tell you that they no longer have to wonder where their next commission is coming from or IF they have another commission coming in. They can count on referrals and business from their sphere of influence and farm because they are actively engaged in reaching out to those VIPs on a consistent basis.
Step one: Get your database of friends, family, past clients, and in a manageable system so you can market to them. This is where most agents break down. They feel as if they have to start with a giant, end-total number. To which I like to pull out this gem from Arthur Ashe, “Start where you are. Use what you have. Do what you can.” If your goal is to have 1,000 people in your database but you currently only have 120 in, don’t wait for the 1,000 to be inputted. At least get SOMETHING out to the 120! Then make it a goal to add people in manageable numbers and start the process to them as well. Once you have your database filled, then your next goal can be to add a person for every day of the year. It’s really not hard when you get the hang of it.
Step two: Decide what to send. There are so many great services out there for sending personalized direct mail affordably and easily. There are also some terrific and fun email services that provide content for agents to send via email as well.
Some recommendations would be:
Step three: Commit to sending out something once a month for a whole year and do it. When you do you will be creating a habit that will grow your business in such a powerful way.
Step four: Follow up. You should be reaching out to every member of your sphere of influence at least twice per year. The direct mail or email you send will warm that call and make it easy for you to connect – not to SELL them on anything or pressure them to list, but to build that relationship with them and let them know you are a resource that is there for them WHENEVER they might need assistance.
Step five: Get out there! Meet fresh faces, make new contacts, and start building relationships with those new people so that they will soon know you, like you, and trust you enough to do business with them – that moves them from “prospect” to sphere of influence. Remember – you’re adding one per day – or 365 new people per year to your base!
Statistics tell us one in every twelve will refer business or do business with you themselves each year. That sounds like great motivation to me to build and maintain that list!
I’d love to hear your thoughts! Leave them here or find me on Facebook! Happy listing!
Your Ability to Overcome
By Six Figure Real Estate Coach Roberta Ross
Ever think about the fact that you made it through 100% of the toughest things you ever had to go through? Maybe not always unscathed, and certainly rarely unchanged, but you made it through. That’s resilience at work and character coming through. When you think about adversity in that way, it offers perspective and makes it a little easier when you hit the next bump in the road. It’s that resilience and perspective that will take you further in your career and life than those who let all the little things stop them in their tracks. They are what tell you that nothing lasts, not the good or bad, so instead of worrying about what MAY happen, or fret about a mistake or wrong turn, you can dig down and know that you have the ability to overcome.
What helps foster that sense of resilience?
- History proves that you are stronger than you probably think you are. You’ve overcome adversity before, so you can put faith in the fact that you have the skills and will to do it again, and again.
- Celebrate the wins. We get more of what we focus on, remember? So certainly focusing on the wins rather than the failures is a better way to stay mentally strong and invite more success in your life.
- Find the lessons. Every adversity carries with it seeds of opportunity. They might be difficult to see in the moment but they are always there. In fact, in some cases, adversities can create exactly the kind of fundamental change we need to head our lives or careers in a better direction.
- Keep your wits – and your wit. Humor is an amazing equalizer and it has tremendous potential to lift the human spirit and change the course of negative emotion.
- Consider contribution. When we are service focused, we can have a bad day or a bad moment, but know that there are others relying on us, so we can’t afford, for their sake, to unpack and stay in a space of doubt, fear, uncertainty, anger, or sadness. When we give to others, it takes us out of what we are feeling and puts the attention on the act of service instead.
- Be kind to yourself as well. I can’t tell you how many times I’ve heard people say, “I’m my own worst enemy.” Or “I’m not good enough to accomplish that.” Phrases like these can become self-fulfilling prophecies. Speak to yourself in the way you would speak to a friend or favorite colleague. Would you tear them down or build them up? Be at least as good to yourself as you are to others and remember that sometimes you are doing the best with what you have in the moment – and there’s nothing wrong with that.
Practice the traits of resilience and you’ll find that even when life hands you a curve, you’ll not only handle it with grace, you’ll put that obstacle right underneath your feet and pave the next step in your life or career with it.
I’d love to hear your thoughts! Find me on Facebook or leave a message here and tell me how resilience plays a part in your life.
Choosing the Right People to Surround Yourself With
By Six Figure Real Estate Coach Roberta Ross
I’m not sure who said it first, but I love the quote, “People can be a fountain or a drain – choose wisely.” It’s one of those phrases that stays with you. It makes you think about the relationships in your life – and also about the person you choose to be each day. Since none of us are really climbing the ladders to our successes solo, who we choose to surround ourselves with can either enhance the journey or hold us back. So it’s important to pick those people wisely.
Jim Rohn famously said, “We are the average of the five people we spend the most time with.” Well that could be an eye opener for a lot of folks. Take a look around you. Are the people that you are consistently connecting with and who have the greatest influence on you fountains or drains? Are they caught up in the “doom and gloom” news being broadcast in the media or subscribe to that Chicken Little, “sky is falling” mentality? I’m not talking about those who share a legitimate issue who need support during a trying time. I’m talking about those whose goal it seems is to make sure everyone they can find is invited to the pity party or drama play they’ve created because that is their comfort zone. The “I hate my job”, “No one likes me”, “Nothing ever goes right” kind of folks who might not even mind having the tagline, “Misery Loves Company” printed on their business cards. Those are the “drains” that top performers and mentally strong people bid a polite “No, thank you” to and steer clear.
Then there are the fountains. Those people who willingly share what they know. They make it their priority to lift those around them up, while pointing out the positives. The ones who believe in you and celebrate your success. These folks are usually always looking to learn something new, find the next opportunity, and are amazing about embracing change. They are truth seekers who aren’t fooled by the flash of a negative headline, or brought down by the naysayers. These are the people to spend time with, learn from, and adopt their habits as your own.
Look at these areas of your life and determine where you can replace drains with fountains:
Align yourself with people who can bring you closer to where you want to be and who you want to be.
Look to the successful and emulate their behavior. If someone is telling you “it can’t be done”, then be done with her. Perception is a mirror. Limiting advice is most often an indication of the limits the advisor puts on himself. Even just the whisper of “that’s not possible” or “that’s too hard of a goal” can shut people down in their tracks. Don’t let that be you. Dwell in possibility. Surround yourself with greatness. Great people. Great training. Great resources. Great inspirations. Then keep in motion.
I’d love to hear your thoughts! Leave them here, or find me on Facebook and share your experience!
And Help Them Live Better Lives
By Six Figure Real Estate Coach Roberta Ross
It’s a busy world we live in. One with lots of moving parts, task lists, and responsibilities. It’s also filled with amazing opportunities and relationships. This month I wanted to share a few things that seem to set mentally strong people apart and help them live more joyously and successfully.
- They look at setbacks as catalysts for change. Even a big loss can become a defining moment to find creative solutions and set your sites on future wins.
- They start and end their days with gratitude. The Law of Attraction is a vital force – we get back what we most put into the world. Pay attention to, and keep your focus on, all the things you are grateful for each day, make a mental note of them and be thankful.
- They replace worry and fear with action. Fear and worry are two of the biggest obstacles to success. They shut down your mind’s ability to think creatively and find solutions. Instead, replace those emotions with action, propelling yourself to move forward.
- They’re mindful of their self-talk. The world has enough critics – don’t let the voice inside your head be your worst one. Fuel your inner dialogue with positive affirmation and be your own best advocate instead!
- They create a no-drama zone. It’s really, really easy in today’s world to get sucked into other people’s drama. From the blaring negative news in mainstream media to the Negative Neds around the office water cooler, it doesn’t take long before you are deluged with negative influences. Mentally strong people walk away. They shut it off, shut it down, and focus on the business at hand, the opportunities before them, and the blessings they are counting. Drama is a drain – do not participate.
- They have fun. The power of laughter makes you less susceptible to pain, releasing endorphins, exercising your body, and engaging your social brain. So many get caught up in the idea that they have to work 24/7 to be successful, but the truth is that life can’t be lived in a state of imbalance and why would anyone want it to?. Making fun and joy a priority allows you to lead a more balanced life, and it re-charges your “batteries” to help you handle whatever comes your way.
- They keep things in perspective. Problems seem daunting when you keep them so close you lose their perspective. The mentally strong know how to balance their focus so they can see things more clearly. They prioritize what needs to be done in the moment, but are adept at taking that step back so as to not lose sight of the big picture as well.
- They exercise. Our brains are a muscle and just like the rest of our muscles and as such, it requires exercise to perform optimally. Top achievers don’t shy away from challenges or stay stuck in the same old way of doing things. They continually look for new solutions, new methods, and new strategies. They are lifelong learners, fueling their minds with new ideas all the time so that when a problem does arise, they have the mental nimbleness to find the opportunities in the obstacles.
- They ask for help. I know there are a lot of proclaimed “self-made” men and women out there, but the truth is they don’t get that way flying solo on everything. There is SO much to learn from others, so many people who can lend their perspectives, insights, and knowledge that it’s absolutely the smartest thing to reach out and tap into those resources. And in return, let others tap into your ideas and knowledge as well. Mentors and protégés, coaches and coaching members, and mastermind groups are all amazing relationships to explore for those who want to always be mentally on top of their game and ready for anything. You know what they say, “If you’re the smartest person in the room, you’re in the wrong room!” It’s true!
- They stay true to their core belief system. Most people have an internal compass that tells them when they are heading too far off their integrity level or core beliefs. It’s a grounding factor that sometimes takes some mental calisthenics, because it can be tempting to go for what’s easier, or faster, or seems like the quick dollar – but if it goes against who you are, and the things you most align yourself with, it will become a weight on your mind that will hold you back.
Challenge yourself to “work out” that magnificent mind you’ve been gifted with every day. These ten factors are a good place to start. I’d love to hear your thoughts as well! Share them here or find me on Facebook! Have a great week!
Measuring Success One Week at a Time
By America’s Six Figure Real Estate Coach
It’s said, “If you can measure it, you can manage it.” I’ve not been able to lock down the origin of the phrase, but the message is true enough. If you’re like a lot of folks, you ambitiously started the year with some big goals in mind. You may have even told the world, or at least your little corner of it, all about those goals. Are you ready to deliver? The first thing you need to ask yourself if you truly want to realize those aspirations is how are you going to measure where you are in relation to those goals every step of the way? Because here’s what happens to most people – the goals get lost in the shuffle. The day to day business of putting out fires and meeting deadlines and prospecting are so daunting and big that we take our eyes off our goals and head down the slippery slope that does not lead to reaching them.
What if, instead, you broke your goals down into weekly activities? That seems more manageable, right?
Let’s say you need 30 closings to hit your goal this year – what would you have to do every week to hit that goal? Block it out into measurable activities and milestones so that you can look at it every single week. That way, you’re never too far off track. Make it part of your weekly business routine to measure your results and tweak your business practices accordingly. Some agents prefer to do that at the end of a week, others like to plan ahead. Which works for you?
It’s important to be mindful of your time blocking as well so that on weeks where you might have fallen short of the goal mark, you can add in additional activity. On those weeks where you know you’ll be taking off for vacations or personal time, you can adjust the time before and after so that you’re always keenly aware of where you are in relation to the goals you’ve set. Next, add in some accountability. Some people are good at holding themselves accountable, but more often than not, it helps to have someone else to “answer to” as well. Accountability partnerships, mentors or coaches are all great for this. Have someone to bounce ideas off of, who can cheer you on when you are hitting your stride and help you focus and make adjustments when things might be a little off.
This month, I challenge you to create a measurement chart for your goals so that you are always on track for the success that you seek. If you haven’t already done so, it would be the perfect time to create a partnership with a trusted colleague with whom you can keep each other accountable for your actions and help put systems in place that will take you where you both want to be in this business.
If you need help, let me know. Helping agents do more in less time, with less stress is one of my favorite things about being a coach. Shoot me a message from my website or at admin@SixFigureRealEstateCoach.com. We can determine if coaching is the right thing for you.
And You’ll Figure Out Your How
By America’s Six Figure Real Estate Coach Roberta Ross
There’s something about people who are absolutely passionate about what they do. Business, success, joy, creativity – it all seems to come easy to them. It’s as if they innately know how to move forward and stay on the front edge of what they want. I believe it is because they have their WHY all figured out, so the HOW is a natural progression from that. German philosopher Frederick Nietzsche once said, ‘He who has a why can endure any how.’ He was on to something. When you have your WHY – whatever that is – it fuels the rest of your life with purpose.
That “why” is a very personal thing however, and at first glance it may appear obvious, especially to a salesperson. You might think, “My why is to make $100,000 a year.” But the real question is what’s behind that particular why? What would $100,000 or $500,000 a year do for you? And why is that important to you? Maybe your why isn’t really monetary at all – but that the funds would provide the REAL why. Perhaps it is to give your kids an amazing life filled with security and comfort. Maybe it’s to travel the world and have the means to check off your personal bucket list or to have the means to give back philanthropically? How would it change your life in a way that’s so intense that you’d be willing to work harder, smarter, and longer just to achieve and maintain that level of production?
Here are four ways to start to find your why and then your how:
- Set aside some time. Your why is important enough to spend a little time wrapping your head around it. For many people it takes a weekend away or at least a few hours reflection with a notebook and a pen and an open mind to start the process.
- Write down what you’re passionate about. We all have things that make us light up with excitement and that we feel compelled to do or achieve. Anything with that much fire is usually a pretty good foundation for a why. Is it an achievement such as being the best in your field, or your market or your organization? Is it security and never having to worry again where the next commission is? Is it about family and friends? Make a solid list then narrow it down to the top two or three that you feel strongest about.
- Determine what it would take in a broad stroke sense to make your why a reality. This is the foundation for the how. Would it take a certain dollar volume? Production level An assistant? A collaboration with others? Brainstorm your how on paper or with a trusted mentor to come up with a starting trajectory.
- Find ways to weave your why into your business. I love to see agents who bring their passion for their why into what they do every day. Those that love bringing life into their communities for example, may participate or lead charity drives and meet and greets. Others who are passionate about boating, golf or horses, may seek out local clubs and organizations to find like-minded people. Business offers many springboard opportunities to for you to engage in the things your naturally desire. There is always, always a way to integrate your passions and your business acumen.
I love helping people find their why and turn it into an action plan that makes them excited to get up every day and do what they do. It’s the kind of foundation that keeps agents from burning out, or living out of balance, because to them, there is a higher purpose to the work they do. When you have that – one deal going south, an unreasonable seller, or a fickle buyer isn’t such a big deal. You’re on a path for a bigger cause. The funny thing about it is, when buyers and sellers work with someone that is fueled by that kind of why, they feel it, and want to do everything in their power to help you achieve it. How’s that for a win-win?
Go find your why, and if you need help, let me know. Find me on Facebook at www.facebook.com/6FigureRealEstateCoach and share your story!
A Matter of Perspective
By America’s Six Figure Real Estate Coach Roberta Ross
New Year – new focus! I love this quote by Henry Moore, “I think in terms of the day's resolutions, not the year’s.” Right? Resolutions? They tend to go right out the window by February 1st for most people unfortunately. Why? They are too vague most of the time. Too BIG picture, not enough RIGHT NOW focus. Ever hear that old joke, “How do you eat an elephant? One bite at a time.” That’s how the top earners in every field take on their days. Take on their goals. Make their fortunes. One bite at a time.
It’s all about perspective. Instead of just gazing longingly into a future where you’ve got what you want, bring today into focus. What can you do TODAY that will take you closer to your goals? What can you do this hour to make a difference? What can you accomplish in the next thirty minutes that will impact your bottom line? That feels a whole lot more manageable doesn’t it?
I’ll give you an example. Sometimes when speaking to new coaching clients and talking about the need to consistently keep in touch with their sphere of influence, and how important it is to reach out to each client at least a couple times a year personally – they get instantly overwhelmed. “But Roberta! How will I ever find the time to speak to 267 people?” The answer? One at a time. Systematically. You don’t have to reach them all in a DAY now do you? Heck no. What if you contacted 5-6 a week for the next 50 weeks? One a day? Can you fit one call a day in? Sure you can. Can you block out some time to knock 10 out a week? Sure, that’s easy – right?
Look, I love big picture thinking. I love BIG thinking. BIG goals. BIG dreams. But when it comes to execution – take those things and break them down into do-able action steps. Put a little system in place that keeps you focused on those steps daily, so you know when you’re on track and when you’re off. That way you don’t lose three weeks of your life NOT taking any action because you so focused on why you CAN’T possibly do it all. Think about that elephant story. One bite at a time. You’ve got this – and if you need help. I’m an email away. Let’s go take this year by storm. Are you in?
Connect with me on Facebook at www.facebook.com/6FigureRealEstateCoach for daily tips and motivation. I look forward to hearing from you!
The Answer May Surprise You…
By America’s Six Figure Real Estate Coach Roberta Ross
When I am giving a talk on lead generation, I’ll often ask the audience what they get paid to do. Typically, the list of responses I get are: buy houses, sell houses, close, buy and sell, help buyers and sellers, list houses, list and sell houses. Some get more creative and suggest “to help others achieve the American dream.”
In order for a business to succeed, it is critical to know what you get paid to do, or what you’re most important revenue-producing activities are. Meaning, if you eliminate these activities, your business can make no money and would literally collapse. The above list of most common responses is a clear indicator that most agents do not have a clear understanding of what their highest priority, revenue-producing activities are.
What you get paid to do should run like a tape inside your head – always driving you and your business forward. Let’s look closer at the responses I get to the question, “What do you get paid to do?” to illustrate my point. One of the most common is “I get paid to buy houses.” I love this one, because for the most part, real estate agents do not even buy houses. They represent others who buy them. Real estate agents do not get paid to close. The closing agent gets paid to close. In fact, a real estate agent does not even have to be present at a closing for it to happen, or for them to get paid. Helping others is important, but it’s so vague. It is very difficult to be a top-producer or even move to the next income bracket without having this understanding and applying it as a priority in your business. So what DO real estate agents get paid to do?
If you want to turn yourself into a lead-generating machine, your best bet is to see yourself as someone who gets paid to build relationships and provide exceptional service. The mere adoption of this concept can be career-transforming.
Build Relationships. Your first and foremost revenue-producing activity is to build relationships.
Provide Exceptional Service. Your second revenue-producing activity is to give exceptional service. I’d imagine there are many who would take issue with this one. In fact, it would be easy to create an argument that it is not necessary to be exceptional to be successful.
I imagine we all know people who are successful and are not exceptional at what they do. Those who fall in this category probably make up for their lack of good service with some other quality. I am not suggesting it is not possible, but I am saying that it is the most important if you want to turn your business into a referral-generating machine and have the greatest amount of business with the least amount of time, money and energy input to create it.
Remember more than a single piece of real estate, to thrive in this industry, your business and your focus – needs to be on PEOPLE. Delivering the tools, skills, information, and connection they need to continuously trust you with their business and their referrals. When you’ve got that focus crystal clear in your vision for the year, you’ll soon find everything else falling neatly into place.
As always, I’d love to hear your thoughts! Leave them below – and happy listing this season, and remember I’m here if you need a coaching boost!
And Why You’ll Make More with Less Headaches When You Do
By America’s Six Figure Real Estate Coach Roberta Ross
If you want to take your business to the next level, I highly encourage you to think differently about your relationships with other real estate agents. There is a great opportunity for you to create a handsome referral income stream by developing your own network of agents. It will require you to “see” your fellow agents perhaps a little differently than you have in the past. Think ASSET rather than ADVERSARY!
Here’s why: Imagine what your world would be like having a steady stream of referral checks and hot leads fed to you by other agents? It’s not hard, it does not require massive action, but it does require action, an open mind, and some genuine focus.
If you've ever seen me speak, you've probably heard me say that there are a ton of ways to be busy in this business without making a whole lot of money. The lesson is -- be careful not to set out on an endeavor for referrals until you have your other lead generation systems in place. Building your referral lead stream should work in conjunction with the other things you are doing. You can streamline the process by staying focused on your I.C. (ideal client) and referring the rest. Or at the very least, refer any business that will heavily distract you from using your time productively, such as traveling too far or taking on business that you are unfamiliar with. When you are focused on your I.C., it gives you the opportunity to refer business outside of your I.C. This further enhances your ability to stay concentrated on your I.C. - which spirals your business and efficiency up. Networking with other agents effectively can and will create a powerful income stream for you over time, and allow you to build valuable relationships with like-minded professionals who will not only help you raise your income level – they’ll make you a stronger agent.
Here are three reasons to create a strong network:
- Understand the WHY. One of the biggest mistakes most agents make is to try to attract all of the business instead of working on and building a focused market or I.C. A similar mistake that agents make is to accept all of the business they attract. It’s that darned fear of loss factor that keeps most agents accepting listings WAY outside their market area or driving buyers all over creation for a month without so much as a promise of a deal. Here’s a good example: A seller calls, but they are an hour away from your office and farm area. What do you do? If you’re like a lot of agents you take the listing – regardless of driving time, or inconvenience because hey – it’s a listing right? But here’s the problem: Now every time you have to meet with that seller, do an open house, show the property, meet an inspector, etc. you have a two-hour excursion. PLUS, you’re likely busy leveraging current listings to get new listings which means you might just end up with MORE listings that are a two-hour excursion and that are taking you away from the geo farm right there in your own back yard. What if instead you developed a relationship with an agent who is respectable, trustworthy, and maybe you’ve done business with in the past who is an expert in that market area. You send referrals their way and they send referrals your way that are in your immediate market area. Now everyone wins, including the client. The clients are better served by someone who is right there, and and everyone is happier for it.
- Love the learning curve: When you connect on a top-tier level with like-minded agents and really begin to share referrals and business, often times you can learn a lot along the way. Don’t just stop at making the referral call. Get to know these top agents. Develop some mentor/protégé relationships. What they are doing that is similar to your efforts? What are they doing differently? How you can help each other leverage strengths and overcome weaknesses?
- There’s strength in numbers. Put that law of attraction to work for you and find like-minded, producing agents with similar integrity levels and commitment to service that you have. Start with a few in areas where you are most likely to send referrals. Offer a higher than average referral fee (that’s using the law of reciprocity!) and begin to cultivate your network. As you do you’ll find more and more referrals coming to you from top agents, just as they’ll enjoy the referrals coming their way. Next, expand your reach to include agents from across the country and around the world. The Internet has created so much opportunity to get to know and connect with top agents from just about anywhere. Attend local, state, and national conferences and events where you will meet all kinds of extraordinary agents. Then connect with the agents you like and stay engaged via multiple mediums including social media. Join online real estate groups and seize the opportunity to become a resource for other agents from around the globe.
There’s never been a better time to shake off the old mindsets of our industry where agents would hoard information and strategy and do all they could to keep other agents at arm’s length. No more. Working together, everyone accomplishes more, in less time, with less headaches, and it’s a whole lot more fun. Give it a try.
As always, I’d love to hear your thoughts! Leave them below. Happy listing this season - and remember I’m here if you need a coaching boost!