Quick-fire thoughts to help you win
A collection of thoughts, lessons, and reflections from my various training sessions around the country during the past few months.
This market is an opportunity
Many a salesperson has been beaten down by the hard slog nature of the market as it has been over the past few years. This presents a golden opportunity for those of you who are ready to capitalise.
If you can inject positivity into all your conversations in the months ahead, you'll become a magnet for referrals and attract sellers to your business.
Potential sellers are looking for salespeople who can see the upside in the current market and have a plan to maximise their sale price.
Your pipeline is everything
Most salespeople I come across are engaging in numerous marketing activities, but the vast majority can't show me a list of all their potential vendors on demand.
This is something you should carry with you at all times. What you focus on, is what improves in your business and your life. And you can focus on your pipeline by simply carrying it with you wherever you go. It doesn't matter whether it's a handwritten list on a piece of paper or a printout from your database.
Make sure you have access to this information 24/7. Always be reviewing it, asking yourself, who do I need to follow up? How can I help these people? Who needs an updated appraisal?
Your pipeline is your business.
Focus on connections
When I ask salespeople what they are doing to bring in listings, the common answers often focus around awareness-type advertising: social media, billboards, flyers, and sponsorships.
These personal promotion-type activities are fine if you already have a strong presence in your marketplace. But if it's listings you want, focus on having meaningful connections with real people. You need to be getting face to face with owners in your marketplace.
That could be through meeting with your key referral sources, door-knocking around a recent sale or new listing, visiting owners in your farm area, with a market update, targeting opposition listings, or helping at community events. Whatever it takes. Get yourself into real conversations with homeowners, then have a system to keep in touch until they are ready to make a real estate decision. For example, your email newsletter, potential vendors list and direct mail campaigns to your database.
Head down, put in the work.
If things haven't gone your way over the last year or two, it's easy to get into a negative mindset and start pointing the finger at colleagues, your manager, or your brand.
At the end of the day, success in this business comes down to one person: YOU.
The best part about this gig is that we control the outcomes. You have the power to change your situation.
It's important to see where we are now as a new market. Shake off all the old baggage and go get stuck in.
Effort gets rewarded
The common theme I see with salespeople who are having success right now is: They are putting in the work, staying busy, staying positive, and doing whatever it takes.
This is the type of business where you don't know exactly what's going to lead to results. Often, it's the path you least expect which brings in the listing opportunity you've been searching for. And often in real estate, it's the repetition of all the little things we do which create the environment for success.
There's no one silver bullet. You've just got to put in the work and know that if you do that, good things will happen.
- Have a plan to get to the office early each day for the next 8 weeks.
- Have your menu of prospecting / connection / appraisal generating activities.
- Set yourself prospecting targets to hit each week.
As long as you're consistent and put in the work, good things will happen.
There are salespeople carving up right now, and there are many who are really struggling. The difference is attitude, work-ethic and energy.
If you're looking for fresh ideas to take your business to the next level, book a one on one coaching session today.
Keen to book a session for your office? Simply reply to this email and I'll be in touch 🙂
Have an epic week!
Andrew Duncan
Content Club - 5 Questions to Ask Before You Make an Offer
The purpose of this feature article is to provide potential buyers in your database with actionable tips they can use next time they make an offer.
Buyers are often sellers (if not now, then in the future). So the more buyers you help, the more listing opportunities you create.
Andrew Duncan
For a deeper dive into the power of content marketing, check out this guide.
And don't forget to check out the Agent Monday Podcast on Spotify.
