This is Tactic #5 - Very humbly named "Get to the Table - Lead Conversion" . . . and inconspicuously placed just short of the exact middle of the book "SHIFT"
As far as I'm concerned, this chapter alone is worth a Million Bucks to ANYONE in ANY industry (though it is written for REALTORS) . . . That is - Anyone who REALLY absorbs all of the rich information and actually implements the ideas presented.
So . . . If you trust me, shut your computer down NOW and go out and buy a copy of this book and turn immediately to page 83 and commence reading . . .
Now!
I'll give you some insight as to why I am so charged about this tactic, but don't expect me to give all the information up here because I myself hate it when someone tells the whole plot of a movie before I see it :-)
The bottom line of this whole thing is that it is APPOINTMENTS (Getting to the table) that give you the 70% chance of winning the business (@ 70% of Buying and Selling clients only interview one agent - and @ 50% of the remainder interview 2). If you want to win in this or ANY market, you've simply GOTTA be part of that 70% . . . and to be there (sitting at the table) you not only have to find the leads, but you also have to have the skills and confidence to convert those leads to APPOINTMENTS.
Most of the "Battle" is just in your ability to get to the table. Of course, you'll need a good presentation to convert to the Listing agreement . . . but that's another tactic . . . without the appointment, you never have the opportunity to spin your presentation, RIGHT?
Oh! . . . Then there is the REAL treat . . . This chapter is RICH with very simple SCRIPTS and LOTS of great tips about various ways to lead generate effectively to get apointments. These are scripts that you can use "right out of the box" to hit the ground running . . . Really TOUGH scripts like: "Thanks for the call, I'm Barry Owen, May I ask your name?" and "Thanks and what is your phone number?"
Just a rough guess is that there are over 40 "One-Liner" scripts embedded in this short chapter . . .
and one absolultley fantastic idea that I implemented IMMEDIATELY!
Gary says he never carries business cards so he'll never have to be untruthful when someone asks him for a card . . . His reply is "Thanks for asking. I'm sorry I don't have one with me, but what is your name and address and I'll get one to you." . . . and he always has in his pocket a small note-pad to write the information.
Within 30 minutes of reading that, I was standing in the Office section of Target picking out my pocket note-pad.
This IS a Million Dollar chapter because the principles outlined here will give you the fundamental tools to take your Lead generation to the next level. If you have ANY fear or trepidation whatsoever about asking people for the appointment, you will find your saving scripts here :-)
This Sunday was absolutely wonderful . . . Got a Million Dollar idea, had a great hike in the park with my family ... and a fine looking piece of salmon on the grill for dinner :-)
Best,
b
Barry Owen
Career Development Coach
Principal Broker
Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP Market Center
www.theowengroup.net - Serving Home Buyers and Sellers impeccably in Middle Tennessee
www.creatingspaces.blogspot.com
Simply & BOLDLY Living the FourFold Way in Open Space!
I had an interesting thing happen this morning. I was in a group coaching appointment and we were discussing where we could find MORE LEADS other than from our METS in the database. The usual avenues surfaced - FSBOs, Expired and Withdrawn Listings, Door knocking, and the veritable smorgasbord of social networks on the net and within the community.
One of the newly licensed associates got a puzzled look on her face and said that she had devoted quite a bit of time identifying Expired Listings but that they ALL were on the "Do not call" list, so she had started working on "Plan B" which was to develop a "Pre-list" package to deliver in person to the owners.
Just for validation, she had asked another agent she knows what experience he had had with Expireds and explained to him her plan . . .
He reacted with: "OH! Don't do THAT - It'll NEVER work!" and then he proceeded to tell her all of the things that don't work (Including Open Houses and Direct mail) . . . and how dead the market is . . . and how awfully slow things are . . . and how NOBODY is motivated to buy or sell in this nasty market!
Needless to say, he dampened her enthusiasm and really got her thinking about why ANYONE would want to be a REALTOR????
OK!
THIS was great coaching moment . . . So I made a rule . . . Do NOT listen to nay-sayers. If you allow that noise in your head, you will get sucked into their drama and pitiful existence . . . just wandering around moaning about how terrible it is.
So, how can you avoid these negative people who suck the energy from you?
Here's the magic pill . . .
Get clear on your goals and set a CLEAR and INTENTIONAL path to achieve those goals. Keep your eyes on those goals and imagine yourself moving FORWARD towards those goals ALWAYS. You are not in any way moving AWAY from anything . . . Just FORWARD without looking back.
As time rolls on, those negative "victims" will fade into the landscape behind you, and you will soar.
And finally . . . HAVE PATIENCE and BE DILIGENT!
It takes some time and energy to get things rolling in this kind of market. I know that if you stay with it consistently, you will grab your "Unfair Share" of the market . . . and as the market improves, your investment will grow exponentially.
At the end, she told me that as that naysayer was leaving the room, he mentioned that he was doing an Open House on Sunday . . . and she asked him: "Why are you doing an Open House if they don't work?" His response was along the lines of: "Well . . . Open Houses might work for a pretty lady, but . . . "
I assured her that whoever that agent is, he will likely not be in our business much longer . . .
Now is the time to get your mindset right and think out of the box and TAKE ACTION!
Be UNIQUE!
and ALWAYS see yourself moving FORWARD!
ONWARD!
b
Barry Owen
Caree Development Coach
Principal Broker
Keller Williams Realty - Nashville, TN - Green Hills
www.creatingspaces.blogspot.com
Simply & BOLDLY Living the FourFold Way in Open Space!
The buzz that I've heard this week in our market is that showings are DOWN on current listings . . . even some of our Top Producers are grumbling . . .
Don't freak!
As "They" say: "This too shall pass . . . " (Whoever "They" is)
In the meantime . . . Here's what to do!
Get yourself a copy of the new book "SHIFT - How Top Real Estate Agents Tackle Tough Times" and READ IT COVER-TO-COVER and Implement as many of those tactics as you can.
Survival in this market depends on your ability to master Tactic #1 - GET REAL . . . Pull yourself out of denial and acknowledge to yourself that things will not pick up until you GET RIGHT! If you're waiting for it to happen, you're gonna run out of fuel eventually.
Getting right mostly means getting a REAL grip on LEAD GENERATION and taking this time of doldrums to polish up on the "Core Competencies" of your business.
This is not going to be easy work and will require a heightened level of accountability. It's time to sound the alarms and elevate the threat level to "DEFCON 4" . . . "all hands on deck" . . . and get yourself doing the stuff that you might have forgotten how to do when things were easier.
So . . . Find yourself THREE accountability partners and COMMIT to each other the following:
1. Our first 3 calls every day beginning at 8:50 AM will be to our 3 partners to let them know that we are starting our Lead Generation
2. We will keep track of our activity and RESULTS simply by tallying - number of dials made - conversations had - Leads identified - Appointments made - Listing taken
3. At 11 AM, we will again call our accountability Partners and report our results
4. EVERY MONDAY, we will send ALL of our accountability partners a copy of our current 411 as well as a summary page of the tracking from the prior week.
5. We four will meet for a 30-60 minute meeting each Friday to Mastermind
6. We will all read "Shift" at least once EVERY month for 6 months
7. We will plug into any pertinent training available in our office and participate actively.
8. We will each commit to teaching at least ONE class every other week in our office . . . a class relating to something we most need to learn to further our own careers
9. We will each reach out to ONE newly licensed agent in our office to mentor with NO compensation . . . We will take this person under our wing and commit to helping him/her find success.
10. We pledge to practice TWO presentations EVERY DAY - at 2 and 4 . . . preferably in front of live clients . . . but if no client, then to each other . . . or to an empty chair . . . PRACTICE PRACTICE PRACTICE
I'm setting this challenge up in my office with the following challenge:
"Join us for the ENTIRE 443 course . . . EVERY Monday from 1-4 beginning september 8 and ending October 20 . . . Regardless of your current level of production, I can promise you that if you DO commit to doing this entire course you WILL find success . . . ESPECIALLY if you come in with the resolve to DO WHATEVER IT TAKES TO TAKE YOUR BUSINESS TO THE NEXT LEVEL.
We are NOT going to "Just do the lectures, reading and videos" . . . This will be a very concentrated, high accountability environment engineered for speed and volume of leads . . . Ending with great REWARDS!
I believe you owe this to yourself and to your career.
Please let me know if you intend to participate fully, so I can have enough materials in the room on Monday.
If you do not already have the books, you can buy them from Brandy.
If you think you have already done 443 and don't need it again . . . Think again . . . Are you consistently closing enough deals every month? If not . . . Join us,"
Best,
b
Barry Owen
Career Development Coach
Principal Broker
Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP
www.creatingspaces.blogspot.com
Simply & BOLDLY Living the FourFold Way in Open Space!
How're your Social Networking skills?
I know you are probably pretty good at "working a crowd" in a party or social gathering because I am confident in your continued success in Real Estate sales/consulting . . . yet I doubt all those clients just fell out of thin air into your lap.
One thing I know is that this current real estate market is presenting some new and complicated challenges when it comes to generating a steady flow of motivated Buyers and Sellers for the average REALTOR's business . . . and so it is time to begin thinking a bit more out of the box.
Have you accumulated a strong database of ALL of the people you know?
And if so . . . Are you keeping in regular contact with all of those folks?
How many people might there be out there in the world who you know but have forgotten that you know them? These are people you might have met in prior careers, old neighbors, school or college . . . or just friends who have gone different directions through the years.
What tools are available that might help you remember all these people you know but have fallen out of sight?
In a recent coaching session, I explored this with one of our high producing agents, and we together began exploring the notion of optimizing "Social Networking" through the use of internet-based Social Networks.
I thought I would pass this along in hopes that it'll help you "expand your pie" by increase the size and quality of your database - thus providing you with more Buyer and Seller LEADS.
The 3 social networks I have found to be most useful are:
I recommend that you join ALL 3 of these and create a complete profile of yourself on each (including a current picture). Most of these will automatically look into your database and identify any people in your database who are already members of their network . . . You can then invite these folks to connect with you. This is fun, but it does not immediately deliver the goods (Adding people you forgot you know to your database).
The "magic" is the next step . . . In each of these social networks, you will have the ability to see all of the people connected to the people you already know . . . If you'll take a few minutes to scan each person's connections, I GUARANTEE you will see LOTS of people's names who you know but forgot you know . . . You can then send each of them a connection invitation . . . and add them to your database . . . and VOILA! A larger pie for YOU!
You might read this email and dismiss the idea because of the perception that it will be too complicated . . . and that it will consume a lot of time . . . and that you will end up in a swirl of unwanted email traffic. My experience is that none of the above has happened. All of these sites are VERY easy to use and are minimally invasive . . . and the results are incredible.
If you've read this far into this post, I applaud you.
Best,
B
Barry Owen
Career Development Coach
Principal Broker
Keller Williams Realty - Nashville, TN - Green Hills - The FLAGSHIP Market Center in Tennessee
www.theowengroup.net - The Owen Group stands ready to serve Home Buyers and Sellers in Middle Tennessee
www.creatingspaces.blogspot.com - The "Other Blog"
Simply & BOLDLY Living the FourFold Way in Open Space!
Principal Real Estate Broker @ Keller Williams Realty Nashville, TN Green Hills - Career & Organizational Development Coach - Real Estate Sales Consultant working with Buyers & Sellers in Middle TN.
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