This morning I was sitting in my office when a newer agent that I am friendly with popped in to say hello. Naturally, we got to talking about how each of our businesses are doing and I loved what he shared with me. It was simple, yet powerful.
In short, he decided to focus on his personal sphere and created a systematic approach to touch base over the phone with each person on his list at least four times a year.
Yes, I completely understand that this is not anything revolutionary that you haven’t heard before, but that is the beauty of it. You can improve your business through extremely simple and inexpensive means if you simply apply the most important fundamental element of success…..CONSISTENCY.
This particular agent has over $6,000,000 currently in escrow and is on pace to more than double his production from a year ago. Did I mention he has only been in the business for three years?
Consistency is typically accompanied by Focus. The two together are almost impossible to stop. Because he has both consistency and focus, he is able to come up with innovative ways to maximize his phone conversations. One example is that he puts together a number of categories that nearly anybody will fall into and he uses that to spearhead a good conversation. People who have children about to leave the house for college, getting married, new baby, and empty nesters still living in a big home are all examples of the type of categories that he puts them in.
But this post is not about how to effectively call your sphere. It is about deciding what you are going to do, how you are going to do it, and go do it over and over and over again.
If you are going to call expireds , you must call each and every day consistently. If you are going to send out mailers it must be over a long period of time with consistent intervals between mailings in a systematic and planned way. Or perhaps you want to become an REO agent and so you must put together a comprehensive long term plan to attract attention from banks and asset managers. Simply sending out a few inquiries and applying for an REO account here and there just won’t cut it.
The trouble with real estate and why so few agents make the big bucks is that they are the ones that are willing to treat this like a real business and follow through on a concrete business plan.
Do you have consistency in your business? If not you are just hoping for a miracle.