Are your thoughts getting in the way of your success? Here are a few ways to know if you need to get out of your own way.
What Will People Think?
You know that you should be making phone calls to your sphere of influence and maybe even dropping by to see how they are doing, but you aren’t doing it. You think these people know and like you but you’re afraid of what they will think of you if you call. You’re afraid of what they will think of you if you ask them for business. What if they think you are desperate? What if they think you are begging for business? What if they think you weren’t cut out to be a real estate agent? You get so caught up with what you think people will think of you that you can’t even pick up the phone. And what happens when you don’t pick up the phone, you don’t get any business. Instead of wondering what other people will think if you call them, think about what happens to your life if you don’t make any money. My guess is that is a much scarier thought.
What If They Ask Me Something I Don’t Know?
Having someone ask a question about real estate that they don’t know is every new agents’ nightmare, but guess what? There will always be questions where you don’t or won’t know the answer. That’s just a part of life. No one alive has the answer to everything, so why should you be any different. Don’t let the fear of not knowing hold you back from trying to get new business. So many agents hide behind “learning more”, taking classes and basically getting ready to get ready. Those very same agents usually have a short real estate career because they run out of money before they know enough to do the job.
That Won’t Work for My People
There are a group of real estate agents who understand they have a lot of work to do, but aren’t sure exactly what to do or how to do it. When a suggestion is given as to how they should approach a prospective client they will tell you a reason why what you are suggesting won’t work for “their people”. “Their people” are usually “too smart”, “too busy”, “too conservative”, “too educated”, “too sophisticated” for any of the average real estate agent prospecting methods. Instead of always talking about what won’t work, try thinking about what you think will work, because one thing is for certain…what you are currently doing, isn’t working.
I’m a Private Person
When it comes to social media, this is the excuse of choice. “I’m too private for social media and I don’t want to put myself out there like that”. Really? Do you really think you’re that private? Have you Googled yourself lately? If you have, you know that there is already quite a bit of information out there about you. Social media is an excellent way to reconnect with friends and see what former clients are doing. Have they had a baby? Maybe it’s time for them to buy a new house. The thing about social media is that it is as personal as you make it. You control what you post. If you don’t want to post what you’re having for dinner, then don’t. If you don’t want to be “Friends” with someone, than don’t accept their invitation. Plus, there are lots of social media sites to choose from…pick one and see what happens.
Stop Making Excuses
You have to stop the excuses, get out your own way, get out of your own head and start asking for business. You don’t have to be obnoxious about it, just wait until the opportunity presents itself and ask. And trust me, the opportunity will present itself. Have you ever noticed that virtually everyone you meet thinks they are a real estate expert based on what they have read or heard in the news? So when they hear you are a Realtor you could be in for a long conversation. Of course you could wait for a good call to come in when you are on floor duty or get a client at an open house, but that’s just a little to random. You need to try and make something happen everyday.
Enjoy less stress by having smoother transactions by implementing these simple strategies today!
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Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success.
In 2016, Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in the United States.
She is a firm believer in managing expectations.
Her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience.
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As an active Realtor licensed in three jurisdictions, I approach real estate training from a different perspective. With over 18 years in the real estate business, I teach agents what it’s really like to be a real estate agent.