Distractions. They are everywhere. Especially in today’s world filled with technological “noise” on top of the everyday distractions of life itself. One distraction is worrying about lost prospects you can’t control. SO, how do you focus, and what do you focus on, in order to build a seven-figure real estate business? How do you know exactly what actions to take as well as how to block out all the noise enough to win over prospects?
To be honest with you, it has more to do with your DNA and how strongly you want success than it does with any secret method. Most people will try to reach for success, but if they don’t sell anything in the first few weeks, they realize this real estate thing is much harder than they thought. Then they start making excuses. We’ve all heard them before: “Every deal I try to put together falls apart.” “I can’t seem to get a break, every prospect I work with ends up going with another agent.” On and on.
What they don’t realize is this: As you become more and more successful, you will lose more and more deals. It’s part of the numbers. So you might as well get used to losing clients left and right early in your career. Look at it like this: if you aren’t losing any deals, you are not putting many deals together. Right? If a client decides to go with an agent other than you, great. That means you can start spending your valuable time on those who do want you as their agent.
Listen: there’s an unlimited amount of prospects out there. Once they meet you and realize how well your personalities connect, they’ll never use another realtor for the rest of their lives. These prospects will see how genuine, hard-working, honest, low-pressure, dependable, pleasant to deal with, knowledgeable, respectful, and professional you are. Show them that you are an all-around good person who is not looking out just for Self. These are the clients you want, the ones who see who you really are, who see that you are a great person and friend who just happens to be a real estate agent.
Again, hundreds of people out there in your market will feel this way once they meet you and get to know you a bit. The problem is that you haven’t put in the work it takes to find these people. Spread the word and convince as many people as possible how awesome you are.
Aim for Relationships, Not Transactions
Another problem is that once you do get the opportunity to show a prospect what kind of person/agent you really are and how unique you are, you blow it. Why? Because you are aiming for the transaction and not the relationship. They can spot it a mile away. They can hear it in your voice. They can see it in your body language and your movements. You are trying to get them to do the deal. Of course you are. That’s why we are there, right? I mean, shoot. We got bills to pay and mouths to feed. Gotta make money to survive. Sure!
However, if we show any selfishness or pushiness of even the slightest amount to a prospect, it could potentially scare them off to use a different agent. Be confident that you can get the job done for them and aggressive if they are on board, but never try to force the action. With so many prospects out there in the market, why worry about forcing a deal?
Don’t Look Back
Let’s return to the subject of how to handle a prospect who decides to work with a different agent after spending time with you. Just move on. Always move forward. Never look back. Work with the people who want to work with you, and do not spend a second worrying about the people who do not. It happens everyday. Clients switch realtors.
I look on MLS every week and see one or two listings that I thought I had a relationship with. Apparently I didn’t connect with them as well as another agent and there is absolutely nothing I can do about that. You cannot control which agent a prospect chooses or even if they will buy or sell. All you can control are your own actions and mindset. Do what you need to do every day to talk to new prospects about buying or selling. Keep the right, positive mindset about the reality of this business.
You’ve got it now: it’s perfectly normal for prospects to decide to use another agent. The more successful you become, the more often it will happen. So, if you are aiming to be one of the most successful agents in your area, grow accustomed to the fact that this is normal and be upbeat. Remember that the best thing to do is to keep your head down and keep plowing ahead.
Losers think about the past, average people think about the present and true winners think about the future.
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Ricky Carruth, Real Estate Agent, Author and Coach