| Floyd's Perspective... |
Great RESULTS are the sum of Small Things...
Great RESULTS are the sum of small things, done well, repeatedly.
The three ingredients for great results: the right people, doing the right things, often enough… Take out any one of the three and we have the reason many fail out of real estate.
Assuming you are the right person and you know how to do the right things well, the big question is: are you doing the "small things" often enough? Your focus? Simple: Getable listing appointments. That was my short list of "small things." I averaged 86 listings each year for seven years as a direct result of my commitment to schedule 5 appointments each week. "Small things" add up.
Okay, here is a challenge. If I were to offer you a penny or a million dollars, which would you choose? If you chose the million – welcome to the majority. Consider if I were to make it a condition that you would not get either for 30 days; during which time, I would double the value of the penny every day. At the end of the month, the penny would be worth $5,368,709.12.
LESSON: Never lose focus of the "small things."
In real estate, one getable listing appointment each week, done well, will guarantee 13-14 closings per year. How? 4 appointments per month = 48 per year ÷ 3 (if you get 1 out of 3) = 16 listings ÷ 2 (if only 1/2 sell) = 8 closings. Historically, 30% of your listing inventory will generate unplanned sales. In this case that would equal 5.
LESSON: You close 13 transactions all because you went on one getable listing appointment per week.
Join the Penny Club: Put a penny in your right pocket and don’t transfer it to your left until you have completed one getable listing appointment for the week.
Love ya,
"Great RESULTS are the sum of small things, done well, repeatedly."
For a Frameable print of this
Words Of Wickman Saying,
CLICK HERE. |
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| Soft Market Selling Tips |
How To Convert Internet Inquiries
One of the greatest challenges facing real estate agents today is to convert internet inquiries into in-office appointments.
NAR statistics tell us that 85% of buyers begin their home search on the internet, though only 7% choose their REALTOR from that search. Why? Real estate relationships are created in person, in the office.
We recently surveyed 20 successful real estate trainers and agents with an average experience level of 15 years and listed below are some truths and techniques to help you turn more inquiries into in-office appointments.
TRUTHS:
1. Get voice to voice as soon as possible.
2. Continue your follow up until they "buy or die."
3. The real buyers are easier to convert.
STRATEGIES:
1. Create an immediate response to their inquiry. There are many automated systems available which email information to prospects daily.
2. Offer a "Preferred Client Status" suggesting you can help them find a more attractive house at a more attractive price and offer your number and ask them to call. (Do this after every step.)
3. Respond with a, "Here's how I work with buyers approach."
4. Have your website require a name, phone and email address to receive free information. (Gen-X'ers and younger are used to shopping this way.)
5. Use the Trends Analysis (as taught in the S.M.A.R.T. program) to tease them to a face-to-face and then offer your number and ask them to call.
6. Respond with several standard questions; ask them to call with answers.
7. Gather information versus giving information.
8. Use the concept of "fear of loss" with agency representation. Indicate that this is the only way their rights as a consumer can be protected and the only way you work. Let them know they can call for further explanation.
Implement these truths and strategies and you will bring more prospects into the office!
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| Inside The Floyd Wickman Team |
Mary Johnson Honored for Dedicated Service
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Mary Johnson, Master Trainer, Platinum Circle member, and 2006 Trainer of the Year, was honored with a 10 Year Service Plaque from Sibcy-Cline Realtors, after graduating their 10th consecutive Floyd Wickman program with Mary in 10 years. |
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Mark Your Calendars For...
June 6-8 - The Floyd Wickman School of Speaking and Training, Wednesday through Friday at the Livonia (MI) Marriott. The June School is open to clients of the Floyd Wickman S.M.A.R.T. Program who have a desire to improve their speaking and presenting skills. July 14th - The annual Floyd Wickman Masters FORUM. Saturday at the Livonia (MI) Marriott. Networking, brainstorming, problem solving, and staying on track to achieve your goal! The FORUM is open to all attendees of the annual Master Sales Event in Chicago.
FLOYD SPEAKS:
April 5th, 2007 - Speaking
Keller Williams - MI & N. Ohio Region
Quarterly Leadership Meeting
Northville, MI
Subject: The Keys To Recruiting May 7th, 2007 - Speaking
Houlihan Lawrence Real Estate
White Plains, NY
Subject: The Greatest Dialogues of Floyd Wickman May 8th, 2007 - Speaking
Cotton Center for Real Estate Studies
Cape Cod Community College
Hyannis, MA
Subject: The Greatest Dialogues of Floyd Wickman May 9th, 2007 - Speaking
Century 21 Access America
Wethersfield, CT
Subject: The Top 25 tips, Techniques & Dialogues for Thriving in Today's Challenging Market May 17th, 2007 - Workshop
Troy Hilton
Troy, MI
Subject: Greatest Dialogues Workshop May 22nd, 2007 - Speaking
Century 21 Broker Council - Great Lakes Region
Crystal Mountain Resort
Thompsonville, MI
AM Keynote Subject: Only the Strong Survive
PM Session Subject: The Greatest Dialogues of Floyd Wickman May 29th, 2007 - Speaking
The Real Estate Store
Whittier, CA
Subject: How the Best Get Better
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How do I book a S.M.A.R.T. Program for my company? |
To find out more about the best results training program in real estate, go to www.FloydWickman.com and click on TRAINING, or call Client Care at 1-800-910-5351 |
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Product of the Month: |
Straight Talk Series: If you're looking to improve your Time Management or Self Motivation Skills, would like to learn to how to Build Better Relationships or learn how to Improve Your Selling Skills, then the Straight Talk Series is for you. It's almost like One-on-One Coaching with Floyd Wickman!
Buy any (1) CD set for $45 each. This month's special: buy all (4) sets, (a total of 8 CD's) for only $150!
www.FloydWickman.com or call 877-838-8440 |
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Book Floyd to Speak at Your Next Event: |
Audiences love Floyd's hot new topic, 'The Top 25 Tips, Techniques and Dialogues For Thriving (Not Just Surviving) In Today's Challenging Market.' Go to www.FloydWickman.com and click on BOOK FLOYD, or call Nancy at 877-838-8440 |
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