Today I’m going to give you three ways to eliminate 90% of your competition:
1. Show up and work. Work 40+ hours a week; after all, that’s a normal job. Most Realtors go to work around 9 a.m. or 9:30 a.m. and come home at 3:30 p.m. or 4 p.m. They don’t work weekends, and they don’t work evenings. You can’t do that. We work in retail, and that means we have to work when our clients don’t. If you work weekends and evenings, you’ll eliminate half of your competition.
2. Follow up. The No. 1 complaint from clients is that their agent doesn’t answer the phone. If you just pick up and follow up, you’ll eliminate another third of your competition.
“Your phone is an ATM; you just have to use it.”
3. Prospect. How much do you need to prospect? Our team expects that you spend 12 to 14 hours a week prospecting. Other agents are twiddling their thumbs and waiting for the phone to ring. You’re supposed to make calls out with that phone.
I want you to grab a three-by-five recipe card and write “ATM” on it. Tape that card right on your desk, and put your phone there in-between calls. The reality is that your phone is an ATM; you just have to use it.
If you have any questions or if there’s anything I can help you with, feel free to call or email me. I look forward to hearing from you.
