CREATING A MEMORABLE MEMORY

You've all heard the saying you only get one chance to make a first impression.

Each of you creates an impression when you meet with your clients for the first time.

You work hard, or should be, on creating a favorable first impression.

However, just as each of you creates an impression when you initially meet with your clients, you also leave a MEMORY with your clients once you complete the real estate transaction.

Are you working as hard on creating a favorable memory?


Have you ever had a waiter or waitress that provided outstanding service? One whose attitude and personality made the dinner much more
enjoyable? One whose attention to your needs both augmented and enhanced the overall experience?
Do you have a fond memory of that meal?

And then have you been to a restaurant where the server did what they were supposed to do; brought your food, filled your drink, asked if you needed anything, but did it in a way you would describe as simply doing their job?
How many of those meals have you had with really no memory of them at all?

Professional real estate agents strive to provide memorable level service, have memorable level communication, give memorable level issue resolution, and offer memorable level problem prevention.

If your former clients speak of you to other potential buyers and sellers, will it be a recommendation...or will it be a warning?

In other words, how memorable is the memory you are leaving behind?

$100 K in 2010?

Do you want to make $100,000 in 2010? Here is the secret:.............WORK !!!

Get up every morning and go to work like it's a JOB!

As Zan Monroe said, "You're not going to make $100,000 a year in real estate on FACEBOOK !"

You are a real estate professional,and you get paid for very specific things. You get paid to show, list, sell, and CLOSE properties.
You don't get paid for FACEBOOK, you don't get paid to sit in your office, you don't get paid for 2 hour lunches, you don't get paid to hang around the office talking about how bad the market is with another agent that doesn't have anything going on either.

Again, you get paid to show, list, sell and CLOSE properties.

As 2009 comes to an end and you consider what actions and priorities to include in your 2010 business plan, don't forget to add "WORK".

(And by the way, showing up for work means being in the marketplace, NOT JUST being in the office.)

Pareto and You

You may have heard of Pareto’s principle, also known as the 80 / 20 rule. Essentially, it states that 20 % of something is always responsible for 80 % of the results.


For example, 20 % of the agents will do 80 % of the sales.

20 % of your activities will generate 80 % of your income.

20 % of your relatives at a reunion will eat 80 % of the food, or you’ll spend 80 % of your time in 20 % of your house… you get the idea.

Let’s focus on the one that says 20 % of your business activities will generate 80 % of your income. It is essential for you to be aware of the activities and tasks that are responsible for the large portion of your productivity, and to concentrate on those activities not only EVERYDAY…but FIRST THING EVERYDAY!

Only after these are completed should you move to those that make less of a contribution to your life or your business.

There are many agents that are busy, busy, busy, doing nothing, nothing, nothing, and making no money, money, money!!!

Want to improve in 2010? You need to ask yourself the question: “Am I conducting BUSINESS or am I conducting “BUSY” NESS?

4 WAYS TO DOUBLE YOUR SALES NEXT YEAR

I am always amazed at how complex people seem to want to make the real estate business when, in fact, it isn't complicated at all. Do you want to double your business next year? It is very very simple. (not to be confused with "easy") Here are 4 ways you can make that happen:


1. If everytime you talked to 10 people you wrote one contract and you talked to 100 people this year, then you should have made 10 sales. You have a ratio of appoinments to contracts. If you want to double your sales in 2010, then double your appointments. You talked to 100 prospects this year and made 10 sales...talk to 200 prospects next year and make 20 sales. This is the first way.


2. The second way: Increase your skills, increase your knowledge, increase your professionalism, increase your level of service so your conversion factor is higher. Now, when you talk to 10 people instead of getting 1 contract you are able to get 2 contracts...you just doubled your conversion factor. You continue to talk to 100 prospects but you are able to convert twice as many (or 20 in this case) to contracts. THAT will double your business as well.


3. Another way to double your business is to continue talking to the same number of people that you did this year (100 to get 10 contracts in our example) and also go back and ask for a referral from each of the 10 sales you made this year. Talk to 100 prospects in 2010 and get 10 sales PLUS each of your 10 clients from 2009 gives you ONE referral that leads to a contract. 10 + 10 = 20 sales in 2010.

*note: to get a referral from your past client THEY will need to believe that you provided value and gave outstanding service during the transaction !!


4. Lastly: some combination of the previous three ways.


THAT is all there is to it ! Now go make it happen !