The Pareto Principle states that 20% of your actions drive 80% of your results. In real estate that 20% is all about the phone calls and other connections, you make that get you face to face with the customer. Business is all about intention and in my Coaching Tip today I’ll help you understand and take action around what really makes your business move.
We’re all time stuffed so we have to focus on those activities that influence people and profit us the most. That means getting your appointments up. Phone sessions every morning will get you in front of the client for sure. A lot of agents still rely on mail campaigns, but in the new economy people are no longer at their letterbox.
Be aware that the average Australian is, in fact, spending around 12 hours a week on social media like Facebook and Instagram. Many agents are finding they can make appointments through online communities now. If you’ve been avoiding exploring online opportunities it’s time for you to have a serious look at what you could do there.
Whether you’re interacting with customers by phone or through social media, it’s in the last 10% of the exchange that you push for the appointment, ask for their approval, and request an opportunity to come out and see them face-to-face. I’ve got some great little hook dialogues I’ll give you in the video to win that last 10%, and get you out to those properties and in front of the customer.
It’s when you really refine that clear understanding that business is all about intention – it’s about what you do, and don’t do – that ultimately gets the results you need and allows your business to scale.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.