“Never ask a question you don’t know the answer to”
Mentor: Justin Hagen of Calibre Real Estate
Which villain do you identify with? Invented his own.
What is your best trait? Communication.
Your biggest weakness? Paper work.
What do you see holding new brokers back? Trying to know it all without putting in the effort to research the area. Forgetting their main responsibility at the start of their career is to serve people.
Mentor Moment
We can all get caught up looking at out screens waiting for something to happen, you have to put yourself out there to meet people. When you meet them be of all the time, by building the relationship and offering information they will let you know when they are ready to use your service. Your network of people can be built by making the 50 phone calls each day, door knocking three streets and/or working in a place of high visibility i.e. a café.
The number one way of getting around rejection is to ask questions you cannot get rejected for. It is not about asking for their business; it is about adding value to their day. Asking questions like ‘Hi, did you know the local primary school is having a fete this weekend?’. An ideal time to make these connections is going the extra 10 steps to the front door when letter box dropping.
If you miss out on a listing, you have only yourself to blame. Seek feedback from the client, reflect upon the feedback and adjust your practice. Without seeking feedback, you run the risk of missing out again for the same reason.
Top Three Points:
- Set achievable K.P.S’s for the day, and peruse them.
- Seek feedback, reflect, act.
- Be visible and a person of value, by doing this you don’t need to be pushy. When your clients are ready they will let you know
Generating Momentum
- 50 phone calls a day.
- 2 x appointments.
- There is no better way than to door knock the neighbourhood (with something that adds
value to their day).