Published on Mar 18, 2013 Free Coaching Session: http://tomferrygroup.com/freeconsult/ Randy Ora’s Listing Presentation: https://www.box.com/s/kab12lzsboq0jsc… Real Estate Training with Tom Ferry http://www.yourcoach.com In this video, Tom talks about the competition between agents when it comes to trying to list homes, especially now with low inventory and the high number of buyers. When it comes down to it, sellers want to walk away with the most money and some agents are making absurd promises just to get the listing. If that sounds like your competing agent, this is a must watch video! Tom gives you the content for pricing homes on your listing presentation to make you stand out from the competition, and ultimately, get the listing! If you haven’t downloaded the YourCoach 2013 Business Plan yet do so here – http://www.yourcoach.com/2013-busines… as well as make an appointment to discuss your business plan with one of our coaches.
Wealthy people simply do things differently. It may not seem fair, but the fact is the “income gap” is increasing and most financial experts only see this trend continuing with no end in sight. In preparation for this column, I sat down with someone who knows far more wealthy people than I will likely ever meet: Jeff Rose. Rose is a certified financial planner, author and blogger at GoodFinancialCents.com, as well as a millionaire himself, who dedicates a good portion of his time to helping people become, and stay, wealthy.
I asked Rose why he thought the income gap was growing. He mentioned five primary things that wealthy people simply do differently than the rest of the world. Here are those five, in no particular order.
1. They take risks. Rose explains that the wealthiest people he works with routinely “throw spaghetti at the wall to see what sticks.” In other words, they try a lot of different things, knowing that a lot of it will fail. They take those risks because they know that failure is just part of the process in discovering what will truly work to build more wealth. Furthermore, as Rose explains, the rejection of those ideas invigorates the wealthy into finding what will work, a stark contrast to most of the population that simply looks at failure as a road block.
2. They invest in themselves. According to Rose, “wealthy people don’t look at the money spent on personal growth as an expense, but an investment.” While many individuals conserve every penny equally, the wealthy understand that strategically investing in themselves will produce a far greater return than any stock, real-estate investment or business venture. Whether it’s purchasing a book, hiring a coach, joining a paid mastermind group or another source of paid self-improvement, the wealthy see this as an investment. Do you?
3. They associate with those they want to emulate. When the human body gets too hot, it produces sweat in an attempt to cool down. When it becomes too cold, it shivers to produce heat. In other words, the human body is constantly adapting to keep its temperature at the same comfortable spot. This automatic leveling is a biological process known as homeostasis and is found in numerous aspects of life. From human biology to the temperature of the earth to a car’s cruise control to the thermostat in your house, homeostasis is a fact of life that governs nearly every aspect of your existence. And, as the wealthy have discovered, homeostasis can also be a powerful way to build wealth. As Rose stated bluntly to me, “If you want to be rich, hang around rich people.” Related: 7 Lessons About Money From the World’s Richest People Or as financial TV personalityDave Ramsey often says, “if there are four broke people in a room, you’ll be the fifth.” Wealthy people have discovered that they can grow their wealth simply by associating with those who are even more wealthy. Humans pick up the habits and strategies of those in their immediate surroundings, and the wealthy have learned to use this homeostasis to their advantage.
4. They have a dedicated morning ritual. While most of the world is hitting the snooze button 14 times in a row each morning, the wealthy have already begun increasing their net worth. “Most of the multi-millionaires I know have a dedicated routine, a ritual, that they do each and every morning,” Rose says. This morning ritual could include exercise, affirmations, goal reviews, breakfast or whatever else helps them start their days with a bang. They start strong, accomplishing more before noon than more people accomplish in a week. For those struggling to get started each morning on the right foot, Rose recommends two books: The Miracle Morning by Hal Elrod The 10X Rule Daily Planner by Grant Cardone In my own life, I’ve found this truth incredibly powerful. Since instituting a morning routine, I’ve quadrupled my income, written and published a bestselling real-estate investing book, lost 10 pounds, bought my dream house and deepened my relationship with my wife. Not bad for just a few minutes each morning of dedicated routine.
5. They review their goals consistently. Finally, according to Rose, the rich have clearly defined goals and continually review them to track their progress, make changes and develop strategies for meeting those goals. This process of immediate feedback allows the wealthy to make quick changes to their plans to keep the course in a rapidly-changing world. While most of the human population gives little to no thought on their futures, the wealthy are reminded daily of where they are headed. Like a family taking a cross-country trip in their minivan, the rich have their road map spread out on the dashboard so they can navigate t
Published on Oct 20, 2015 Find out what the top listing agents do every day to achieve their goals. Develop a routine, strict schedule, and more. If you would like a free coaching consultation to determine which areas of the business you can improve upon, visit http://www.MikeFerry.com or call 800.448.0647 and sign-up today!
last week in fort lauderdale-hollywood what a great group what a great group of brokers and thank you to all the agents in July to superstar retreat we actually set an all-time company record for the number of people that joined our coaching during that retreat.
we couldn’t break the record but we certainly tried because the audience in Fort Lauderdale is half the size of that in our program
also Vegas but boy are the agents excited about what we’re doing and I’m excited that you’re excited because that keeps me wanting to help you share more with you so we’re going to look at today is a little bit shorter topic than normal and that is what exactly do all the top listing agents do every day.
it’s an interesting question what is the nearest retrain a great listing agent just a regular listing agent and then that Shia group of agents that kind of pretend like they’re working well it always comes back to first things first all the top listing agents have a defined definitive strict schedule that they follow the old it and I don’t care I’m talking to an agent and Anchorage Alaska I’m talking about cholera cardio and Milwaukee or Mike Doherty in Cape Coral or i’m talking to Neil waco in Los Angeles they all have a great schedule a follow that’s a big plus for this way if without the schedule they can produce a little bit for doucette so the question is what’s in the schedule so I broke down what’s in their schedule to poor five categories I want to think about well if you and I can take what somebody else does this producing at this level and we can duplicated with their attitude we can then duplicate a lot of the results that they get so understand that the schedule is duplicate Apple and the activities are duplicated that’s what makes a great listing agent for real estate agent so I wrote down for five things that they do during the course of the day that you should consider doing yourself obviously number one
prospecting lead generation I guess they usually generation you go into a tussle a great I can do that if I say prospect you might want to do that it’s the same thing ok it’s finding a way to get yourself in front of people who talk about listing and selling real estate now do you honestly believe that a person assisting 45 8 10 12 15 20 homes a month is not in a constant conversation about buying and selling real estate was somebody that’s what they do they’re great prospectors and I don’t care where you go in North America you meet a great listing agent you’re gonna be talking to a great prospect because you gotta find a way to get from the people all the time that’s why that hopes we keep hearing its ok you don’t have to talk to people you know just be on Facebook and just textin tweet and Twitter and blog you know it’s it’s just total complete absolute
bounces how often do you get listings coming to you on a regular basis not talking to people then so prospecting is a big part how much you gonna prospect that’s up to you probably an hour a day eight or ten contacts a day every day never miss a day the second part of the day that is so important is the role play and practice the role play and practice you’ve got it at some point except the fact that professionals practice everything they do always have always will always in a state of saying how do i improve my performance
professional singers actors dancers in practice all the time
professional athletes practice all the time that’s all they do is practice well all we’re asking of you is 30 minutes forty minutes once a day scripts in your hand and you’re reading My Love looking into a mirror with a smile on your face trying to get yourself excited about what’s going to happen when you go to use these groups because they work practice time the third thing I wrote down his preparations they’re going to spend a certain amount of time 30 minutes an hour so do you preparing for all your appointments because there is certain things that you have to do you know I
haven’t a system might i dont have to do is wait a minute you have an assist you have to do and why because certain things have to be done by you to get to the point that you can go on the active listing presentation the poor thing I rode down with presentation time I think about this you open up your schedule in the morning and it looks like this blank nothing on the schedule or your banner here we go to class schedule you got Monday Tuesday Wednesday Thursday Friday Saturday formerly the morning to late in the afternoon and let’s say three times Monday Wednesday Friday at four o’clock
you write the word presentation time words presentation time and then you work all week to fill in the names of people to fill those slots but a doctor does US attorney does your line has the schedule try to fill the seats while you’re trying to feel the presentation times now let’s be honest if you really did spend most of your time trying to get one person on a presentation could you do it the answer is yes what does not happen you’re not spending the time trying to get somebody to present why because you don’t have a target each day
to import without a target what do you hit air when you hit the wall to see this go back to what I said during the retreat or if your broker said you tomorrow you well take a listing residential in the next three days and if you don’t you lose your license for life and you go to prison for five years but you get a listing of course you’re good you would list your own home you do it every time just to give her license out of prison and it would be overpriced every time you would have it target you gotta have a target gotta have a goal and you have something in your plan that you’re aiming for his all the top agents always have a target so I want you to think about this ok how much time are you spending doing productive things everyday the lead to listings how much time you spending targeting appointments which lead to list all the great listing agents have a schedule they follow they have certain parts of schedule of the meticulously following they do it every day well for those are a 3G last week thank you for being there is always great to have a great group of people go to work with I hope you enjoyed it as much as it appeared you did and more importantly she using the ideas that we talked about it either case will continue making October great next week thanks for being with us this week
Legendary real estate trainer, Mike Ferry released a report in August of 2014 suggesting agents pick one side of the transaction.
“I believe the skill set of an agent who works with buyers is completely different than the skill set of an agent who works on listings. Yes, they both have fundamental skills that all salespeople need … the ability to manage your time, the ability to follow up on leads, the ability to prequalify, the ability to present, etc.”
Mike Ferry went on to state:
“… The skill set of a listing agent and buyer’s agent are different from that point forward, meaning the ability to present in a fashion that causes a buyer or seller to sign a contract. … I (have thought) for years that when an agent gets their license they should have to actually declare, ‘I want to work with buyers’ or ‘I want to work with sellers.’ The majority of agents do not have the total package of skill sets to do both and, in most cases, aren’t willing to learn them because they are so vast and … if they chose one and learned it well and practiced it … they could, then, possibly in the future learn the other one.”
Real Estate coach Bernice Ross had this to say, “Sadly, the majority of agents lack the skills to do either job well. Every year hundreds of thousands of licensees fail to close a single deal. In some areas up to 80 percent of new agents fail to renew their license on their first renewal date. In fact, as early as 2001 the National Association ofRealtors was reporting that 7 percent of the agents were conducting 93 percent of the business. Even today, the best estimates indicate that 10 percent of the agents are still conducting about 90 percent of the business.” -Bernice Ross, CEO of RealEstateCoach.com, is a national speaker, author and trainer with over 1,000 published articles and two best-selling real estate books.
Contact us right now to learn about opportunities in your area.
HOW TO BECOME A GREAT LISTING AGENT Written by Dirk Zeller on Thursday, 29 July 2010 7:00 pm
Close More Deals – Qualify homebuyer leads fast and free When we analyze an agent’s business, we have to look at the break down of their listing transactions versus buyer transactions. Better than 90% of agents do far more on the buyer side of the business than the listing side. Once we understand and accept that fact, the question is why. I have met few agents who wouldn’t like to dramatically increase their inventory of listings.
Most agents really want to close more business on the listings side. When you compare the listing side versus the buyer side, a couple of questions come to mind. Which one is really tougher? Is it easier to find a listing prospect or a buyer prospect? For me the choice is obvious. It is far more challenging to find a listing prospect than a buyer prospect. Buyer prospects are relatively easy to find. That is why most agents work with more buyers than sellers. They often take the leads that are presented to them, and what are presented at a higher rate are buyers. Who makes the most money in your marketplace: a great listing agent or a great buyer’s agent? Who has more time off with their family? I know that the answer in both cases, when done well, is the listing agent. In the final analysis, it’s harder to become a great listing agent because it takes more skill.
There are, in fact, a series of skills that must be mastered or perfected to become a great listing agent.
1. Discipline: To be a great listing agent takes more discipline. Nothing of consequence is ever accomplished without first developing and mastering the skill of discipline. Too many agents view discipline in a negative mindset. Discipline is really a positive skill and attribute. Webster’s defines discipline in a number of ways, but here are a few of my favorites: “an activity, exercise, or regimen that develops or improves skill”, “behavior in accord with rules of conduct”, “to bring to a state of order and obedience by training and control”. All of these describe discipline as a behavior, act of will, or action. That is exactly what discipline is in sales.
To be successful as a listing agent, we must be more disciplined in our prospecting, lead follow-up, sales process, and sales skills. There will be many days that you won’t feel like doing what is necessary to create the listings you want. It will be easier to give yourself a pass for the day. Discipline is the mindset and skill that will not allow that to happen.
2. Mastery of Scripts and Dialogues:Being able to deliver compelling arguments and reasons for a prospect’s need to meet with you or list with you separates the marginal performers from the Champion Performers. You must know what to say exactly in all situations. You also need to have the correct delivery, pauses, inflections in your voice, and persistence.
When your skills are at the Champion level, it will increase your focus. It will increase your intensity in the moment of competition. Mastery skills will lead you to better preparation and, ultimately, a better attitude. With a stronger attitude of your expected success, you will be more prepared to weather the rejection that will come your way.
3. Control of Your Schedule: Maintaining your pre-determined schedule leads to more business. The prospecting and lead follow-up segment of your business is challenging enough for most agents. The vast majority of agents are trying to work those activities somewhere in their schedule only to find that, at the end of the day, they haven’t completed them; and now they are too tired to do them regularly.
The only way to consistently secure listings is to prospect consistently. The only way prospecting can be done consistently is through time management and effective scheduling. There is no other way, so stop trying to find it or invent it.
4. Hard Work:I will be the first to clearly state that becoming a great listing agent is harder work than going along with your buyer business. I have never been one to suggest that the easy path is the right path. Too often, we select the easy path hoping we can avoid the harder trails of success. You will know you are on the road to success when things become more difficult.
The road to success is uphill, not down hill. Beware of the men trying to sell you the road to success he has found that is down hill all the way. Too often, we don’t use that little voice inside us that says, “If it sounds too good to be true, it probably is too good to be true.” Expect to work harder to become a great listing agent than a buyer’s agent. The real question is, is it worth the effort? As an Agent who ran his business both ways, I will say there is no question that being a great listing Agent is worth all the investment of time, effort, energy, practice, and skill development. In the end, the time to change is now. What is your first step? What do you need
Join Mike Ferry as he discusses time management and the importance to sticking to your schedule.
What happens for the day depends upon what you do to start it. Do you have a solid schedule that you stick to and that is productive for your to meet or exceed your goals? Ideally, we should be treating our real estate sales job like a typical job, show up early and work a full day. It is hard, but hard work pays off.
Don’t forget to register for the Las Vegas Superstar Retreat, the early bird pricing ends in March.
For more information on real estate coaching and training go to www.MikeFerry.com or call us at 800-448-0647.