I hope you're all ready to get to work and have an enjoyable, yet productive, week this week! For those of you who listened in on the special conference call with Dan Kennedy last Thursday, I hope you came away from the event with a renewed determination to find opportunity and stay motivated to be the best sales professional you can be.
Although the call was fairly good overall, to be honest, I was hoping for more "nuts-and-bolts" suggestions and approaches from Mr. Kennedy specifically for you as real estate agents. Instead, it was more of a generalized view of sales success vs. the current economic environment. Plus, despite his pledge not to sell anything, he was definitely pitching his latest book. So, please don't shoot the messenger if that upset you...
That being said, his books really are great reads and very thought-provoking. I have many of them in my library and enjoy and profit from the insights he shares, so I certainly recommend this new one, too!
Here are the bullet points of content I gathered from the call:
**There's enormous opportunity for those who are organized and motivated to become sales professionals - even in this challenging economic time
**Don't blame the prospects or the customer for your lack of sales success. Dispensing blame can't make you any money. However, establishing a process (a system) to use for prospecting and sales will help you regain control.
**Any time spent transferring control to others is time that cannot possibly produce profit. Responsibility = Control and Control = Responsibility
**Now, more than ever, real estate agents need a well thought-out sales process to stay in control, keep from being commoditized (feeling forced to reduce commissions), and retain self-motivation to prevent burnout. Otherwise, the agent with the cutest puppy, best cookies, or steepest commission discount brought to a listing presentation will win the client! And that's not only lost business, but a disservice to the client who doesn't know any better and could otherwise be working with a true professional who provides true value.
**Creating your own system of professionalism and using it will, over time, position you in the marketplace as someone to be sought after and thus create your own Zero-resistance Selling Environment.
Even though this may make total sense to you, you may be thinking, "That's great. Now how do I make that happen?" Well, you can always put together your own success systems and stick to them, but most of us don't have the time, energy or desire to do that. So, another option is to join and use success systems that have already been set up for agents by sales professionals/coaches like Craig Proctor, Walter Sanfield, Durk Zeller and many others. Just block out some time this week to do a little on-line research to find a system(s) that would represent you the best.
I encourage each of you to do this! I use a few different systems in my business and they've been the difference between success and failure for me over the last few years. If you enjoy real estate and have a desire to make it a long-term careere, you've got to do something like this. It's just that necessary!
Your Partner in Greater Success,
Bill Zimmerman
939-0002
P.S. - On a shameless self-promotion note, my wife and I just listed a few 5-10 acre building sites in Homedale last week. I'm offering Zero Down owner-carry financing at 5.5% interest for a limited time. Plus, they're priced LOW and ready to build now with no conditional use permit needed because they're not zoned ag. If you have clients who may be interested in building a new home on extremely affordable view acreage, please check out the listings - MLS 98438244, 98438246, 98438250, 98438251, 98438245
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