What does it take to become a millionaire real estate agent? How do you sustain that status regardless of market conditions? Here, 13 KW MAPS Coaches offer 13 things you should do now to dominate your market.
Dianna Kokoszka, CEO, KW MAPS Coaching and KWU
“Whether you are an agent or team leader, this is the year to focus on growth. Your business grows to the extent you grow. Challenge yourself to exceed your biggest goals ever and work with a coach or other accountability partner to follow through and succeed.”
Tony DiCello, Executive Director of KW MAPS Coaching
“Lead generate and follow up at least three hours per day for at least 200 days during the year. Put it in your time blocking schedule and have your coach or someone hold you accountable to doing this ONE Thing.”
Are you having trouble finding and getting seller and listing leads in Kansas City?
Well you are not alone!
Seemingly overnight, our market has transitioned from a neutral market, 6 months of inventory, to a sellers market where we are seeing 4 months of inventory or less. Buyers are getting frustrated that the Buyer’s Market that they were hoping for is now all but gone. Homes are going under contract in the first week and are getting multiple offers, driving the final sales price over list price in many instances. While this is a good indicator that our market is strengthening, and buyer confidence is up, it poses a problem for the average agent – your listing inventory is now low to gone.
The main reason that I wanted to go over getting listings from open houses is that they are one of the best ways to get new business FAST. At Keller Williams Diamond Partners we take open houses beyond the basics and go for open house domination!
Successful open houses are about planning!
Top 2 ways to get seller leads from Open houses:
1: The people that walk into an open house are one of the next three:
Real Estate is a SALES job and to grow your business you need to find and create leads
Overcoming Sales Call Reluctance is a conditioned trait!
On the surface this all sounds fine and good, until you have to make your first few sales calls. You think to yourself, “I’m going to be amazing at this, I’m on the phone all day anyway. What’s so hard about making sales calls to potential clients?” Then they get their list ready, which is your cell phone database to begin with…and then….it starts.
The sweats, the doubt, the fear and that phone and that list become every sales agent’s worst nightmare. You just got a case of sales call reluctance – the good news is that you can overcome it.
So what is Sales Call Reluctance in real estate?
In its simplest form, sales cold call reluctance is a fear of rejection. We all have it; we all want to be liked. So when we call people to talk about business or to ask for a referral there are several limiting beliefs that all sales people get:
I personally hate getting sales calls so I will be bothering others.
What if they hang up on me?
What if they yell at me?
What if they are rude?
What if they laugh at me?
What if I stutter and sound like a tool?
No one answers their phones anyway; this is a waste of time.
Top 5 tips to overcome sales call reluctance in real estate.
Have a purpose before your call – know why you are calling every time before you dial.
Have a script – scripts are a game plan, in football the offense calls a play before every snap of the ball – it’s their script and then they react to what the defense provides them, but they always start out with a script – get over it and start using them.
Come From Contribution! People don’t care how much you know until they know how much you care. They who give the most value and care the most get the sale.
Realize that sales calls are a numbers game – and that hall of fame baseball players strike out 7 out of 10 times at bat and still make millions a year. Same thing – you can’t help every call, but every call gets you closer to a yes.
Time On Task Over Time – You will get better and more confident over time. Accept the fact that you are nervous. So what! The more calls you make the better you will get and your conversions will get and your account will grow.
You are now a Sales Cold Calling Master! Congratulations!