Why is Turnover STILL So High? What's Missing in Real Estate?

When the first Floyd Wickman Program was offered back in Real Estate BC (before computers), there was a terrible problem with turnover. 7/10 people who got licensed left the business before achieving anywhere near their potential.

This problem hurt the people who had to leave their new real estate careers, it hurt the brokers and managers who recruited them, and it hurt the image of the industry.

Why was turnover so high? Something was missing. It wasn’t that they lacked opportunity. It wasn’t that they lacked personality or ambition.  In most cases, it was because they were missing the right training. Once salespeople learned how to sell, once they added history-proven selling methods and dialogue to their presentations, personality and ambition, they achieved all they aspired to and much more.

 

Today, there is a new solution to the problem of turnover – modern technology!

Today we have iPhones to call anyone, anytime, anywhere.

Today we have personalized websites.

Today we have web syndication to promote our listings.

Today we have email for free communication, and services like Constant Contact to automate it and schedule it for us.

Today we have laptops, iPads and tablets to give dynamic visual presentations to anyone, anywhere, anytime.

Today we have CRM software like Wise Agent to manage our business.

Today we have access to over half a million apps to do anything, anywhere, anytime. 

 

Today we have social media sites to stay connected to our sphere of influence.

Today we have programs like Dotloop and DocuSign to send contracts back and forth electronically.

Today we have programs like SlyDial to leave a voicemail when you don’t want to call dozens (or hundreds) of prospects and not actually talk to someone. 

Today we have online presentation platforms so we don’t have to leave home to be face-to-face or present offers.

Therefore modern technology has solved the problem of turnover in real estate! Or has it? 

7/10 people are still leaving the business before achieving anywhere near their full potential, aren’t they?

 

So, what’s still missing? It’s not mastering technology, because technology, personality and ambition aren’t getting it done for most of the people most of the time.

One of our students said it best, “Real estate is a contact sport.”

Technology may have changed how we generate leads, but we still have to generate leads, and that takes selling skills.

Technology may have changed how we convert leads into appointments, but we still have to convert leads, and that takes selling skills.

Technology may have changed how we deliver a listing presentation, but we still have to present, and that takes selling skills.

Technology may have changed how we get signatures, but we still have to get signatures, and that takes selling skills.

Technology may have changed how we get offers written and accepted, but we still have to get offers written and accepted, and that takes selling skills.

Add selling skills to technology, personality and ambition and you are unbeatable. And that’s what The Floyd Wickman Program has always been, and always will be, all about. Selling skills.

Do you agree?

 

The Floyd Wickman Team blog by Mike Pallin

Top 10 Lead Generating Conversations

Do I Stay or Do I Go?