Sure. We’ve all studied some NLP and its precursor “body language” but
the truth is that we get busy. We don’t apply what we know and we miss
opportunities to be better communicators.
We are half way through 2008 and soon we'll be concentrating on next year’s plan. Perhaps this is a good time for a memory jog!
Statistics show only 3% of us operate with a written business plan. If you are part of that elite group, you are probably reaping the rewards that come from knowing what you want, where you want to go and how you are going to get there. Van Gogh remarked, "Great things are not done by impulse, but by a series of small things brought together."
We are among the most elite real estate professionals in the world, yet at times it seems as if we are more like glorified babysitters for our staff. I have to tell you, this is one of the biggest problems I see with the top producers I work with.
Active listening is a behavior. Poor listening creates tension, while active listening builds rapport and trust with a customer. There are three skills to remember in active listening:
We all work hard to make the best possible profit. A high profit means you’re running a successful business. Your commission, minus your expenses, equals your profit. Simple, right? But wouldn’t you like to take those profits and increase them?
It seems everyone is getting on the "systemize" your business bandwagon these days. I am proud to say that, like the old Barbara Mandrel song, “I was systems, when systems wasn’t cool.” Ok, forgiven me for taking some literary liberties. I am happy to report that business owners serious about building great businesses recognize “It’s now to cool to have a systems driven business” too.
There are hundreds of ways to generate leads: advertising, referrals, cold calls, for sale by owners, expired listings, direct mail, 800 number inquiries and the internet, just to name a few. Agents become bogged down with leads from these effective outlets and resources, but end up missing a tremendous amount of revenue from them. How is that even possible when all that effort and money is put into developing new leads?