If you’re a regular reader, you’ve probably noticed something distinctly different about me compared to other Real Estate coaches or trainers.
Here it is boiled down to the bare-bones core:
Almost every other trainer or coach teaches how to PURSUE business, but I teach how to ATTRACT business.
It’s a fundamental distinction because you cannot do both. Why? Because whichever choice you make, you need an “all-in” level of commitment to create real success.
I’m genuinely in awe of REALTORS® who have the discipline to “work the phones” for 2-3 hours every single day. I could not do it.
But you’ll never hear me say that “working the phones” isn’t a legitimate Real Estate business model. It absolutely is! ☎️
It’s just not for me, and we’re all different, right?
I made a cold call once in my life, hung up the phone, and swore I’d never do it again. Instead, I figured out various strategies to ATTRACT business, primarily by adapting skills and systems I had acquired in my previous business career.
Some people think I had the advantage of a gigantic circle of influence when I started. Not true!
At the start of my career, I had zero clients and zero prospects. But I made myself busy studying what worked and what didn’t, devising and implementing new systems and procedures, and ultimately, transforming myself into a Real Estate Expert.
Then I learned how to demonstrate my newfound knowledge. And, it didn’t take long to prove I was on the right path. Starting from nothing, I earned $590,000 in my second year.
I’m not saying it was easy. It wasn’t! In fact, once the snowball started rolling, the volume of business was overwhelming at times. But over the years, I learned more and more strategies on how to cope with a large volume of business, and more importantly, how to keep it coming, consistently, without ever chasing after a cold lead!
Throughout my career, I concentrated on improving my skills and adding new systems and procedures, constantly focused on creating excellent relationships and outstanding results.
Simply put, my success was based on the most powerful business philosophy ever devised:
When you consistently deliver superior results and exceptional service, the business naturally flows your way. Word-of-mouth is BY FAR the most powerful and effective advertising there is.
So, how exactly does a person create an amazing word-of-mouth business?
There’s certainly no one thing, and I always tell people there are no magic pills. But if I had to name one over-riding principle, it would be this:
It’s the MINDSET of genuinely caring about delivering exceptional results to each client. 🤗
You can’t fake this stuff! Either you genuinely care, or you don’t.
If you do, then you will naturally take steps towards improving your customer service and results. And when you do that:
The commission cheques take care of themselves.
One more time, I’ll quote someone massively smarter than me:
“Try not to become a person of success, but rather try to become a person of value” – Albert Einstein
By the way, if you don’t have this mindset to start with, I can’t help you!
Just as “making your calls” doesn’t work for every agent, neither does the Agent Skills Master’s Program. The prerequisite is the mindset described above.
To be more specific and give an example, check out last week’s RAM (Real Agent Memo) on how to massively improve communication with your listing clients: The 2-Part Permanent Solution to the #1 Complaint in Real Estate.
I strongly recommend you read that post one more time.
Now ask yourself: Have you ever seen this type of “in-the-trenches” recommendation from any other Real Estate trainer or coach? No?
And yet, it’s fundamentally important to your business, if you want:
- happier clients who feel cared for,
- more sales, and,
- more referrals.
Admittedly, this single strategy on its own takes time and commitment to follow through, which is WHY you cannot do it if you spend 2-3 hours on the phone every day “prospecting!”
There are not enough hours in the day! So, as I said, you need to make a choice. 🤔
All it takes is a leap of faith to switch your focus from PURSUING business to ATTRACTING business.
I did it, and there’s absolutely no reason you can’t, too!
Work on your skills, and your systems and procedures. Take care of your clients. The money will come. I guarantee it.