The fourth quarter is the time when professionals separate from amateurs and take the lead. It is not the time to coast through to New Year’s Eve; this is when pros show up and do the work. If you are capable of more than you realize, then do not let excuses, holidays, or anything else derail you from your goals.
When things become challenging or uncomfortable, it’s time to make one more phone call, read one more page, do one more push-up or meet with one more client. Doing this on a regular basis as well as consistently training your mind to finish strong in everything you do today will allow you to start off 2023 with a positive attitude and outlook.
In a period of flux marked by higher than usual interest rates and inconsistent buyer activity, the importance of doing business more efficiently cannot be overstated.
Here’s what the TOP AGENTS have to say:
1. “Have more conversations. Have better conversations.”
Brian Force, CEO & Realtor, Livian Dallas – Fort Worth at KW Dallas Preston Road
What this means for you…
There is a massive opportunity out there to become the real estate consultant and economic advisor of choice for our client base. By being able to articulate how buyers and sellers can win in this market, we can serve our clients with a real level of expertise.
2. “Follow the plan!”
Matthew Bex, CEO & Realtor, Livian Vermont at KW Vermont
What this means for you…
Show up daily at your office, participate in a morning huddle, and share gratitude. Script practice will help you prepare for focused lead generation. As a real estate agent, it’s critical to find time for managing an existing business as well as prospecting for new business opportunities.
3. “Our agents’ mindsets are critical right now.”
Travis Cox, CEO & Realtor, Livian Impact at Keller Williams Realty Louisville
What this means for you…
If a client does not believe that it is a good time to buy or sell, the agent may give clients either negative viewpoints about the market or biased advice. Some agents do not realize that they are costing themselves business by giving unsolicited negative viewpoints.
4. “Stop listening to the noise right now.”
Amy Cromer, CEO & Realtor, Livian Carolinas at Keller Williams Realty – Moving the Triad
What this means for you…
Know the market and don’t allow your competition to distract from your focus. We’ve always been educators — our clients move forward when they know they are with someone who’ll guide them through the process.
5. “Consistency will win.”
Karen Sheffield, CEO & Realtor, Livian Unified at KW Unified
What this means for you…
According to Karen, this means one person at a time, one day at a time, one step at a time. Never stop moving forward. If agents don’t know what to do, go back to the daily 10:4 routine: 10 contacts, 10 database updates and/or new entries, 10 handwritten notes, and preview at least four new team or brokerage listings.
In addition, Sean Hellmann, CEO & Realtor, Livian Albuquerque at KW Albuquerque mentions breaking down tasks into bite-size chunks and making sure to add one new contact each day. Two one-hour lead generation sessions in the morning — one for actual lead generation (adding one new contact daily) and one for lead follow-up — and you’ll be ahead of 97 percent of your competition.
6. “Focus daily on adding to the pipeline.”
Tom Basler, CEO & Realtor, Livian St. Louis at KW Chesterfield
What this means for you…
The root cause of all of your pipeline-related woes is a lack of action in your business. Add to the pipeline—that’s what you’re able to focus and control.
7. “Culture, direction and focus.”
Vanessa Pollock, Chief Creative Officer & Realtor, Pollock Properties Group | Livian at KW Premier Properties
What this means for you…
As leaders, we must create a culture of care, candor, purpose, and accountability. We must provide direction—‘charge the storm’ together, cast the vision, and spend time together—and focus on building community.
The bottom line is…
Consistency is key to success. It’s what separates the good agents from the great ones. The better your consistency, the more successful you’ll be as an agent.
Did we mention that we are now accepting Founding FairLead Members?
This is a time of turbulence in the market but we can help you find your way home with a 100% commission model and the tech-forward support you need to operate a business your way. The best part is… As a Founding FairLead member, your rates will be “grandfathered” in and will NEVER change.
We thrive when you thrive.
Finish 2022 strong by joining us at FairLead! Send us a message at FairLead Realty or check out this link: https://fairleadrealty.com/join.
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