What separates those who are still making sales from those who are not? What is the key to succeeding in this market, or any market for that matter?
The answer is simple. Agents who are setting and going on appointments are producing, period. Even if listing stock is down, there are still sales occurring. The truth is, the more agents who believe it’s slow during winter, the better it is for you.
Even if there are less listings, you have less competition. Again, it is a mental market. Ultimately, it’s how you choose to look at it that makes it a ‘good’ or a ‘bad’ market.
So I dare you. No I double dare you! The next 3 months is all about setting an appointment challenge for each 30 day period. Have specific ideas and techniques that will lead to a breakthrough in the amount of appointments you set.
The intention is that you go on one or more hot appointment every single work day. Remember, when making phone calls ask yourself; what is my intention? The intention is super important as that leads to the result and outcome you seek for.
WHY a 30-day appointment challenge? The market is adjusting and your prospects need an expert like YOU!
As the market adjusts in low levels of stock, your customers will always ask questions and have concerns. If you reach out to your customers and answer their concerns, we know what is going to happen, you will find someone who will want to sell, buy or refer you to another person.
Look at how many expired’s are beginning to appear in different markets, as days on market expands in some states. Be the agent with a ‘growth’ mindset vs. the average agent who has a ‘fixed mindset’.
Stay sharp and focused with your listing presentation, bring your A game – especially as listings are low, every agent will be fighting for each listing. Stay ahead of the competition by being the true professional from start to finish and don’t assume anything!
Stick to the basics and you will crush your competition. The first step to change is awareness. Monitor your calls and appointments daily and look at your daily score card. Now is the time to have solid prospecting plan and you will WIN!!
Claudio Encina is a highly regarded Australian real estate coach, speaker, mentor and trainer. With more than 20 years industry experience, including almost a decade as a leading agent in Sydney, Claudio is driven by his passion for helping clients implement proven sales techniques, systems, strategies and skills to increase their productivity and profitability in all market conditions.
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