In this Episode We’ll Cover: Work In The Real World!
a. You Don’t Have To Know It All!
b. You Are Trying To Solve The Hero’s Problem!
c. Seek To Identify The Problem Especially Those That Reoccur!
d. Memorialize Your Solution & Make It Patent Ready!
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YOU DON'T HAVE TO KNOW IT ALL
We have too much advice from too many gurus online, it seems. Every one of them has advice that we feel like we MUST adhere to, rather than simply trusting ourselves. The problem with all this information is that there's simply a lot of it. Who's right? Who's wrong? Who's an authority? It gets confusing. Trust yourself for the basics and absorb this simple fact: You don't have to know it all to start!
I had no idea what the real estate industry was when I was starting out, but I was confident in my life skillset. I had learned how to help people, how to study, how to deal in business and so forth. Accept the fact that you can learn as you go along in this business -- you don't have to "know it all." There are things that you will need to know, such as the framework for taking a seller or buyer through the process. Concern yourself with learning, rather than worrying because you don't know everything. And for top producers: Always be learning!
YOU ARE TRYING TO SOLVE THE HERO'S PROBLEM
Realtors are not the "hero" of the real estate transaction story. You are the guide. This is a service business and you are guiding people. That's what you get paid to do: Guide people. The hero of the story is the buyer or seller who doesn't have a clue as to what to do. If you remember that, you will get started in the real estate business in a relaxed position. From there, you need to figure out the buyer/seller hero's problem.
SEEK TO IDENTIFY THE PROBLEM - ESPECIALLY THOSE THAT REOCCUR!
I came up with seven steps to helping a seller (generally) and six steps to helping a buyer. I chunked up and simplified the reoccurring problems that would simplify what I was seeking for the individual seller. This allows me to support the hero every time in a very simple fashion: Here are the steps to the process and here is where you are in that process. When you have a foundational process that you stick to, instead of flying by the seat of your pants each time, you can serve multiple heroes at once.
MEMORIALIZE YOUR SOLUTION & MAKE IT PATENT-READY
Once you've done the process a few times and had a chance to study it, take note of where the process went well, and where people consistently freak out. Memorialize and solve those freakouts. Write it down on a checklist. If you don't write things down, eventually your brain will stop doing some of those important little things. Write it down!
In this episode, we'll cover: How To Simplify Your Business
a. What Are The Simplest Common Factors In A Sale?
b. Conversations About Real Estate!
c. Follow Up Regarding Property Information!
d. Showing Properties Whether For A Seller Or To A Buyer!
e. Closing With Care To Create Your Community!
WHAT ARE THE SIMPLEST COMMON FACTORS IN A SALE?
Part of simplifying your business requires you to use your imagination and do it in your head first. It worked for Albert Einstein! Imagine yourself meeting a person -- probably through marketing -- and going through the entire relationship from first contact until they point where they are a past client. Let's break this down into the simplest components.
1. CONVERSATIONS ABOUT REAL ESTATE
You must have these conversations. Low-tech, simple conversations about real estate happen all the time. It's pretty easy to hear people talking about where they live -- their neighborhood. That has to do with real estate. Whether they rent or own, most people are doing something with real estate. This is an easy conversation to fall into. Don't forget: No one wants to be over-pursued in the beginning of this process. Also remember that face-to-face conversations about real estate are the best.
2. FOLLOW UP REGARDING PROPERTY INFORMATION
People need professional guidance through the complex real estate process. That's you! When you find someone who is looking to buy or sell within the next 6 to 12 months, offer them access directly through MLS where they can get properties for sale and properties that sold. Sold properties tell a fantastic story. You're now set up to follow up with them without being a pest, because you've given them something that's micro important to them.
3. SHOWING PROPERTIES WHETHER FOR A SELLER OR TO A BUYER
Whether the prospect is a buyer or a seller, you want to get into properties with them. Show them pointers and give them guidance. After they have access to MLS, get offline so they can see what these things actually look like. Let them know that when they see properties with your guidance, it will make their online search much easier.
4. CLOSING WITH CARE TO CREATE YOUR COMMUNITY
This process outlined above leads to getting the listings, showing properties, writing offers that get accepted and finally, closing with care. Happy past clients can and will lead to future business for you, if you've been a good guide throughout the process and closed the deal with care. They become a part of your real estate community, so you want them to be your biggest fans who will sing your praises once the process is done. Why? Because they may decide to move again one day, and because they will know other people looking to move.
To recap, here's how you simplify your business. Ask yourself: Am I having conversations about real estate? Are those conversations leading to follow-ups regarding property information? Am I showing buyers and sellers properties? And am I closing with care?