It was fantastic to see so many terrific people at last month's FORUM. Your enthusiasm, courage and powerful insights are always inspiring. It was an optimistic crowd that we had -- as we explored all the ingredients that are lining up for our real estate industry to begin its rebound: • Interest rates are down • Consumer confidence is rising • First time buyers are increasing • Unemployment is down • Cash investors are up • Shadow inventory is decreasing • Delinquencies are shrinking • Home prices are increasing • Housing starts are up • Processing time is shrinking • Companies are investing more • Supply of homes is shrinking
It’s been 4-5 years since we’ve seen all of these positive signs come together and we are excited. But now is not the time to sit back and let it all come to you. Opportunity best serves those who are prepared, so I’m giving you a head start. As I’ve always said, when the going gets tough, the tough get back to the basics, so there are a few things you need to do right now to put yourself light years ahead of the crowd.
Make sure you have your sales goals set for 2012 and know exactly what you need to do to achieve them. Schedule your activities every week and stay on track. If you need 6 appointments to make 3 transactions, make sure you get 6 appointments. If you need to make 36 calls to get 6 appointments, make 36 calls. Don’t stop until you reach your goals.
Work a system that works. Everything that you do each week is repeatable. If you’re a good agent and you want to be great, keep doing what got you to good. Nail down a system that works for you and get into a rhythm. Manage your days and block out your personal time and time off. Working a proven system and giving yourself time off takes all the stress and aggravation out of your career, and puts on the path to success.
Listings have always been the name of the game, so use your system and your precious time and your valuable energy to increase your inventory. Business will always come to you if you have listings in play.
Give yourself the powerful tool of confidence. Make sure you have an effective sales presentation that you can deliver with power, confidence, and authority. Sellers don’t list with wimps. Every time you give a presentation, you get better, so go out and do it again and again. Be able to do it in your sleep. Your ability to deliver with confidence will get you the business and you know what? All of the top producers started out the same way—nervous and unsure. They just kept at it until they got it right, and that’s what gave them all the confidence in the world.
To hear my FORUM presentation, This is the Year, click here.