Rick Frey

One on the hardest aspects to real estate is looking stupid. I don't want to sell until I know what I am selling.

Here is some ugly news. I have been doing this for 14 years and I still get stumped with questions. I am clear that I do not know everything and there is 100% chance that I never will.

However, my best learning experiences have come from being in front of people and having to make it through. I have not always got the business, but I have never received the business when I did not jump in.

Real estate is a very expensive business. Owners, realtors and all others involved this is not a cheap business. So are we running it as a business.

Realtors, you should be closing 10 deals a year at a minimum or know how to get there. Many people get into this industry and damage themselves up financially. The low costs fees to get a license never stop. You got education and a sales background to develope. Many realtors get into sales and don't have a successful sales background. If you are going to learn on the go I hope you have reserves if you believe that you are going to pick this skill up with a families most important asset.

Owners usually come from real estate sales. Understanding that your success in sales is not a complete package for a successful brokerage. Who is going to train, manage, recruit ect... Needs to be proven at least to yourself before you begin. If you are going to lease space know that you will need at least 40 agents in the office to get out of death valley.

Be patient, many able to do these tasks but we jump to soon and end up with a mess. Good luck.

I want to increase my business. I am getting ready to address this issue with many of my agents. The answer is simple. Do more of what you are doing or become more effective at your current activity level.

I am going to ask my agents for their sources, lead counts and closing numbers. We will review how well they preform in each source. But setting goals can only go as far as the accuracy of information brought in. If an agent doesn't want to show the quality of source talent there is no way to review effectiveness. If an agent doesn't have lead numbers there is no way to review conversion.

Make sure that you have great business data coming into an appointment, otherwise this might feel like wasted time.

Lets lead on mondays. On monday's we will bring our new buyers to the office. We will not meet them at a house. On monday's we will make the buyers prove they have an approval from a bank or we will make them go get approved. We will tell them why it is important.

On monday's we will make them sign a buyers agreement. We will tell them why it is important. On monday's we will we give them a list of homes to go look at without us. We will tell them why it is important.

On Monday's we will start to value ourselves as professionals!

Buyers need a presentation too. We do not think twice about having a good listing presentation. We know that we need one to tell and show our points. We have practiced our openings and trail closes to death. The idea is to inform, set expectations and close.

Buyers take longer to close so why wouldn't this expectation be more important. If something takes me longer to close I want to leave a lower opportunity for mistakes. So, do you have a great buyers presentation?