A group of ministers-to-be students were at ministerial school and had been working together in their studies for over a year. They’d really gotten to know each other and shared their inspirations, as well as their challenges with each other freely. One student had a certain crisis come up in her life outside of school, and was sharing with another of the students about her upset, confusion and disappointment The friend listened patiently for an hour of ranting and crying and general despair…. And finally said gently: Susan… can I ask you this… Have you prayed about it?
There was silence for half a second and then absolute outrage… How dare you ask me that! Of course I’m praying about it… I’m praying all the time! What do you think we’re doing here at this school? She then turned on her heel and stomped off.
The next day, Susan approached the friend and apologized. She said… I was so offended by your question yesterday, but when I got back to my room and finished crying, I realized the reason I was so mad…. The fact is, that I hadn’t prayed. So I did…. for the first time during this entire crisis, I really did pray. And today, everything looks entirely differently. Thank you.
Moral of the story: Sometimes we know what to do - we’re even studying it - yet we just don’t put it into action.
The following is a checklist of basic tools you need to have and/or master to become the best agent you can be and maximize your sales…. Chances are you KNOW most of these items... but may not be actually putting them into practice. Are they all important? You bet. The best in the biz earn some of the highest incomes available - yet most make peanuts. These are the secrets the BEST know and use.
I’d recommend that you print this list and then grade yourself from A to F on how well you are doing on each. Ready?
1. Real Estate license and Continuing Education Plan
2. Learn and master all necessary forms and contracts for your Company, MLS and State (purchase contract, listing contract, addenda, etc.)
3. Create a network of affiliates and vendors you can learn from and COUNT on
4. Create a defined Target Market (price, area, demographic, etc.)
5. Learn your MLS features backwards and forwards. Master it and use the tools.
6. Create a Schedule and realize it’s version 1.0… (plan 50-80 hrs a week to start, or re-start, your business)
7. Lead Generation system and plan. (scripts, closes, etc)
8. Identify your Sources of Business
9. Database System – critical to every successful agent
10. Pre-qualification System
11. Lead Follow-Up System
12. Minimum Standards – in writing
13. Outreach/Validation System (website, FB, LI, Blog, Newsletters, etc)
14. PC/COI system
15. Market Study System (previewing, charts, graphs)
16. Seller Lead Questionnaire Form
17. Professional Listing Presentation
18. Listing Checklist to follow during the listing period
19. Buyer Lead Questionnaire Form
20. Buyer Presentation
21. Escrow/Closing Checklist After Closing Checklist
22. Next step Business Plan – complete with job descriptions (assistant, BA, etc)
23. Business Plan and Goal Setting (Know Your Numbers Tracker/Keys to your Income)
24. Daily and Weekly agendas including to-do’s daily and weekly Review of 4 things: Listings, Pendings, Hot Leads, Offers – Plus real thought on these 2 items: What did we do right? What needs Improvement?
25. Customer Service Plan, annually monitored for needed upgrades
Talk to your Coach about each item, so together you can build a plan to strengthen the A's (the fastest way to more income) and identify which weakness you want to work on first. If you don't have a coach, email or call me today:
Donna.Stott@mac.com
678-477-4897 private cell
