Seven closings equaling over $3,000,000 in total sales closed in one week. Has a nice ring to it doesn’t it? YES. Well, that is what I closed out last week. Definitely one of the best weeks I have had in my 15 year career. Have I had better weeks? No. I had two other weeks just like it. I need to have a $4,000,000 month next time, right?
Real Estate success is not all glamor. I can tell you that right now. I lose just about as many deals as I close. That is the reality of it. Losing deals is a big part of this game. You have to learn to have so many deals going on at all times knowing that half of them will not close. However, you have so many going on that the half that do close is a BIG number.
It is all about your mindset and real estate training. Your mindset must be focused around Dual Purpose activities, hard work and progressively learning every step of the way. Your real estate training should be focused on creating and maintain lifelong relationships with property owners in your area (not how to get a buyer or seller to sign a contract). Although, at some point you must get signatures on a contract to make any money, so it is a huge part of the game. But, I am talking mindset here. Making the client feel comfortable is the name of the game at the end of the day. I do deals all the time with people who I met 5-10 years ago who were not ready to do a deal quite yet. But, because I did not pressure them, they come back to me when they were ready. I made them feel comfortable and showed them how much I actually care about them as a person, not just another client or transaction.
Knowing how to talk to people for maximum conformability is so key. Most agents overlook this as a skill. They think that if they just have the words down, then that will be good enough to become a top producer. Well, maybe. But, its always about not what you say, but how you say it, right? Right. However, if you know how to say it AND you have the best words to say, now you are running on all cylinders. Now, your skills could be deadly.
What do I mean by knowing HOW to say it?
Tone. Body language. Speed of voice. Reading the person you are talking to. Not talking too much. Asking questions. Listening. All of these are skills that start to come natural once you have talked to enough people. You start to develop a second nature to communicating on a fashion that allows others to feel very comfortable with you.
It is hard to find people whom you feel comfortable with in this world. And, once you find one, you somewhat cling to them as they don’t come along very often. Same in real estate. When I prospect finds an agent whom they feel comfortable with, they cling to them. When they know that this agent will not pressure them, work hard for them, is dependable, knowledgeable and professional, its hard for them to go anywhere else. Befriending prospects without expecting anything in return will close more deals for you than anything else.
I have lived and worked a life of helping others with a system in place to stay in touch forever. This is where all the success is. Once you find your method of creating and maintaining relationships with the right people (property owners), you will be golden too. The right real estate coach can help you find the right system that best fits you.
Let me know if you have any questions and watch episode 22 of Ricky Carruth’s The Daily Grind Show here