Posts Tagged ‘Goal Achievement’

Terri Cooper

Make More Money AND Have More Time Off!!

Is this really possible or just a myth?

Yes!  – it is absolutely possible!  If 6% of the agents sell 90% of the stock, then how do they do it?

This article will give you the clues – will take you to some strategies which the top performers use to skyrocket their sales results.

Clue No 1TAKE YOUR EYE OFF THE DOLLARS!

This may sound like a paradox.  Surely you are in real estate to make money?  Surely you need to track your commissions and know your income targets?

However, when your focus is constantly on the dollars – your anticipated earnings, somehow this focus comes across to your clients and is translated as your client seeing that your main purpose is to use them to make your fortune!  Research has shown that up to 85% of our communication is body language and intuition (which can be wrong) You need to ensure that your focus is OFF THE MONEY whenever you are speaking with clients and tracking your progress.

Think only of the targets, not the money.

1. Set your goals

2. Estimate how much income you will need to achieve these goals

3. Set your targets for how many sales you will need for this income target

4. Then … and here comes the important part …. Forget about the money!

When your focus is on the activities necessary daily, weekly and monthly to stay on track for achieving your targets, the money will take care of itself and your bank balance will automatically reflect these activities.

Don’t spend the money before you get it! Don’t calculate your commissions until AFTER your sale has settled!

I have found that the minute I start thinking of how much a particular sale may be worth to me, things start going wrong. I “take my eye off the ball” and find that the universe seems to stop cooperating with me!  Focus only on the numbers and the money will take care of itself.  Just wait till your sale settles, THEN check your bank balance – not before!!

Clue No 2:  SPEND THE MAJORITY OF YOUR TIME WITH QUALIFIED CLIENTS!

Remember the 80/20 rule -  80% of your business will come from 20% of your clients.

Develop check lists to qualify clients.

Qualify your buyers. Your job is to sell property, not spend your time running around buyers who cannot buy! There are clues as to which are the hot buyers, the ones ready to buy today if you can find them the right property.  These are the ones to contact every few days, to prospect for them if possible with other agents who will conjunct with you.  Remember if they are “hot to trot” and buy from another agent, most likely they will have a house to sell and the odds are “YOU WON”T GET IT!”

Qualify your sellers. I have been guilty of spending too much time and emotional energy with sellers whose price expectations are unrealistic.  Ask the question “What will you do if we can’t find a buyer at the price you need?’  and listen carefully for the answer.  THERE ARE CLUES!! If they are not ready to meet the market at this point in time, don’t lose them altogether – don’t give up and walk away.  They are still sellers, they have just not quite made the decision to go.  It may be that the next house has  not come along yet, their circumstances are not right for the move “JUST YET”   Keep them in your “nursery”  Keep in contact, make them feel you care, no pressure at all, keep the listing but low-key and when the circumstances change, they will want to sell NOW and guess who will get the business!

Service, service, service!! In the changing market it is the agents who go that little bit extra, who make the client feel they are really working hard to get a result for them, whether that is a sale or a purchase, it is these agents who will survive and I truly believe we will be the ones who prosper.  Hard times only serve to sort out the best from the mediocre and I think our level of service will be the factor that will cause us to be among the best!

Clue No 3: DON’T BE AFRAID TO BITE THE BULLET AND GET HELP!!

It is impossible to be all things to all people and be competent at everything.

One of the best decisions I made early in my career, was to employ someone on a part-time basis to help me with the overload.  It was great for my clients, they were amazed and happy to always receive follow up calls, and it took  a burden of guilt off me!! Most of my leads came from this follow up from my open houses, from my past clients, and it was worth every dollar I paid, as it freed me to be dollar-productive with my prospecting and my sales activities.

The next best thing I did was to finally make the decision to have a PA.  The level of stress that disappeared because of having my PA there with me was incredible.  A PA can handle all the administration which takes up so much time and energy. Again you will be able to concentrate on the things that matter the most; prospecting, listing, negotiating and holding sales together.

If you are serious about making a success of this career – sometimes you have to bite the bullet and get help.

Clue No 4: LOOK AT THE BIG PICTURE

When you think of the money needed to run your business, the clue is NEVER work it out on a weekly basis. Often when you do this, the amount of weekly expenses, the fear can paralyse you.

The trick is to allow a certain budget each month for overheads and running expenses, but apart from this, start to  look at every expenditure in the light of how will it increase your business?  If this expenditure or investment causes you to make even one more sale per month at an average commission of $8,000, then surely the expenditure is justified so proceed without fear!

If you change focus and view all expenditure related to your work as an investment in your business – not something I need to budget for weekly – your stress levels will decrease and you will be more focused on your activities, not your bank balance.

Short term vision will paralyse youyou must have a focus, a plan and be clear about where you want to be a year from now. This thinking will guide you in what you need to do and to spend to get there.

In summary, some of the most  important things you can learn from the top performers in the industry are:

To plan, focus, learn, prepare and most of all to be resilient and don’t focus on the small picture!

Tom Caraccio

Dan Kennedy & Straight Shooting Sales Both Agree… “We are at the beginning of a New Economy”

The way Real Estate Agents sell their services has changed…Forever!

Those of you that know me and get my monthly Straight Shooting Sales Report would know that lately I have been talking about this new economy topic a lot.

The reason I have been talking about it so much is because this new economy has changed the way business happens. And if you don’t understand how it has changed, or what it means to you then you are destined to struggle soon if you haven’t already noticed a change. This whole new economy was one of the driving forces for us to launch the Rainmakers Inner Circle Coaching Membership, because YOU need a place to plug into for continual business and personal growth and success if you haven’t heard of it yet check it out here http://www.straightshootingsales.com.au/gift

But this post is not about that.

Recently I was reading Dan Kennedy’s new book, “Sales Success in the New Economy” and I came across a page of information that aligned with a lot of things I had been thinking about lately. Dan’s new book talks about the emerging new economy as it directly affects sales professionals.

Here are the new realities… my take are in italics.

  • All the power has returned to the customer/client and he or she knows they have it.

Information is at your customers fingertips. They search before they call. It’s not like it used to be, where they call the biggest or the best company. They know they live in a free market that is open to competition. Plus most markets compete on price not value.

  • The customer’s tolerance for anything ordinary – ordinary products, services, expertise, experiences, for the banal and commonplace, and certainly for incompetence – is zero.

Sad but true, you don’t need to agree with this but you do need to see it for what it is and understand it. You need to think experience, wow, exclusive, appreciation. People want to be cared for.

  • Money will be spent more judiciously, so it will be available only to sales professionals with a much higher level of knowledge, skill, preparation, discipline, and sophistication. A more cautious consumer, striving to be sensible and responsible, will be judging you and trying to determine if you are worthy of his/her trust before he/she buys from you. You will be under greater scrutiny.

Selling is finally becoming a profession. It will be institutionalised and will stop the dreamers wanting to enter it. The person who learns the psychology behind why people buy and studies human behaviour and sales and persuasion will be the sales super star of tomorrow.

  • You must genuinely earn your right to your customers’ interest and support by providing well-matched, specialised, even customised product, service, and value propositions. People now have the opportunity, power, and awareness to demand what is specifically for them and precisely matched to their needs, interests, and desires. They are not going to be on buying sprees, buying whatever is in your wagon that you want to sell.

You could sum this up nicely by saying just this…”You have to get better as a person, better as a professional and better in all areas of your business”

This is all happening right now… With all the advances in technology, the pace of business has changed. How your clients make their buying decisions has changed. How they choose their real estate agent has changed. Information is readily available to them that they armed to the teeth before they even start speaking to an agent.

Add to this the stereotype that real estate agents are untrustworthy, (remember you are right down the bottom above used car sales people), that it’s almost an uphill battle before you start.

Times have changed. You have to earn the right to be their agent; you need to build your credibility and authority, which will earn their trust. Once you have systems in place that can create this for you, you will never worry about losing business to others because you are protecting what is yours. But if you keep doing things the old way, you will be subject to auditioning for listings with 3 or more other agents,  usually resulting in fee discounting to win business.

I’m talking strategy here, a formula that needs to be followed so you deliver high quality “wow” service to all your clients. Starting at lead generation where the relationship begins right through to lead conversion and lifetime referrals. This is the mantra of the New Economy Sales Super Star. This is the way of the future, an honest, authentic and specialised approach to building relationships, therefore building your business.

NOTE: I’m not meant to promote on here but I’m passionate about this and I truly believe this will help anyone wanting to know more about Selling in The New Economy…I have a CD which has 8 principles to building your real estate career, which covers 8 strategies for building relationships the right way, plus simple, cost effective ideas to boost your listings every month. You can get a copy for free and I will even pay the postage check it out here… http://www.straightshootingsales.com.au/freecd

Greg Vincent

The Password To Help You Achieve Your Goals

I don’t know if you find the same thing, but nowadays, we seem to have so many logins & passwords that we have to remember, so to help you, here’s a simple concept that can not only help you to remember your passwords but it can help you to achieve your goals at the same time.

Everyday there seems to be one time or another where we need to provide a password or PIN number to gain access to an account, chat with friends on Facebook or even hire a video.

Remembering these passwords can sometimes drive you crazy & can become very frustrating.

Over the past few years I’ve found a simple way that I can choose a password that is easy to remember & it’s helped me to succeed at the same time.

Here’s a video explaining the simple concept…

As an example of how this could work for you: Let’s say that you’re planning an overseas holiday to Fiji & you wanted to go in say February next year, then using this strategy you could create passwords like fiji0210 or fiji1002 to help you stay on track.

Most success trainers will agree that goals must have a deadline attached to them & short term goals should be reviewed daily.

Key To Success

Whatever you set as your goal, this simple strategy will provide you with a daily reminder of your goal & it will help you to stay on track.

3 Simple Goal Setting Steps
1. Establish a short term goal & write it down.
2. Set a deadline for achieving the goal.
3. Create a password to constantly remind you of your goal.

I know this works & I hope it helps you to achieve your goals too.

Follow me on Twitter