“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” – Dale Carnegie
Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.
This is where I think that a lot of real estate professionals fail. They are so quick to talk about how awesome they are and they are so quick to “go for the close” that they literally end the relationship before it even gets started. I would contest that strangers are really just “unmet friends” and in order to build a relationship with someone we need to learn about them. Will friends do business with you? Is there a higher level of trust with a friend? Do you think that there is a good chance that a friend will refer a friend to a friend? That’s the magic. That’s the business you want.
Real Estate agents build their business in a flurry. Just reacting to what comes at them. We do. Its very true. We are happy to do business with anyone that wants to do business with us. But is that the best business model? Maybe. Maybe not. But let me ask you this – Wouldn’t you love to do business with the people that are your favorite clients? The people that are fun. The people that respect your time. The people that are happy to see you get compensated because they think that you are awesome. They usually hang out with people that are mostly like them – don’t you agree?
If someone wants to do business with just anyone – which is ok by the way. Not preferable necessarily, but totally ok. We are burdened with that while we are building the business to survive and eventually thrive. We need to get our database built up so that we can sift through and sort out our most favorite clients. At first will be less “choosy” but if you were to imagine your dream business that is far less stressful, who is your ideal client? Always keep that in mind.
Take the time to learn about people in order to learn how to serve them. Take the time to ask good questions. To figure out how to help them. People love talking about themselves. Allow them to do that. Earn their business. Earn the right to be “Their REAL ESTATE Professional”…..and how do you earn that? It all starts with earning their trust. How do you earn their trust? Learn about them and then communicate to them how you can help them get what they want. Once you get really good at that you will be on track to building your dream business that is less stressful. In addition, if you are busy handling referrals and return clients all day long you will need to spend less money on advertising yourself to strangers to get more business.
You don’t have to spend a lot of time convincing people that you are their trusted ally if they are already convinced. Am I right or am I right.
Start to identify your “A” Clients and build it from there. You may start with under 10….that’s ok. Just know who they are. This will help you in your future efforts.
It’s a short one for today. Thanks very much you guys. Take care and have a great day!
Hey! I hope you enjoyed that last episode. Here’s the reality that you may or you may not know. The top 20% of real estate agents take home 80% of the money out there. While the bottom 80% are fighting over 20% of the scraps that are left. Do you have a desire to be on the top 20%? If you’re working hard and not sustainably making 6 figures of income and beyond, the problem is not you. It’s your system. I struggled for years until one day the light bulb came on and I figured out how to simplify the real estate business. If you want to learn my secrets, that anyone can implement immediately, that I still use everyday, that pays me multiple 6 figures every year, go to 4xformula.com right now.