Attitude:
• Remember who you work for – yourself.
• The best thing you can do is work. Ask yourself, “When does my business open?” and
“When does my business close?” Make sure you show up early and stay late.
• Work “on” your business in the morning and “in” your business in the afternoon. Develop
your marketing strategy, systems and dialogues in the morning. Spend your afternoons
on the telephone, at interviews and prospecting.
• Wait one hour before opening your e-mail. This gives you time to work “on” your business.
• Create your own happiness. Stay upbeat. The most important thing you say is what you
say to yourself about yourself.
• Create a tracking sheet and write down what you’re doing every day to stay positive.
Track your intentions, actions and the tasks you’ve completed every day. Focus
on your successes.
Skill set:
• Find a mentor. Study what top producers are doing and then do it.
• Improve your skill set daily. Read. Take classes. Open your mind, learn and implement new ideas.
• Get the CDPE designation. Create a marketing plan around it. If you help people in
times of trouble, they’ll be your clients for life.
• Train your team members for this market.
• Review and update your scripts and dialogues.

Take action:
• Work your database.
• Refine your systems.
• Work every lead until they tell you to stop.
• Spend 60 percent of your time prospecting and 40 percent of your time marketing.
• Write personal notes.
• Create a hot list of people who are ready to buy or sell. Contact these people today.
• Stop listing properties and start listing property owners. There are no bad properties,
just bad sellers. Ask your sellers qualifying questions. If they aren’t ready to sell, refer
them to someone who lists overpriced properties that won’t sell.
• Attend public events. Get out in the community.
• Focus on daily, weekly and monthly customer calls. Set a goal and stick to it.
• Your best source of referrals are active customers.
• Get into the social media business. Write a blog.
• Staging a home is less expensive than a price reduction.
• Make everything more personal. Meet clients face to face.
• Keep people informed about the market. Put out statistic reports. People will peg
you as an expert.
• Send out quality-service surveys to your clients to learn how you’re doing.
• Figure out your sellers’ carrying costs if they don’t sell their home quickly. That’s a powerful
tool in this market

You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.