Realtor Coaching and Training | Are YOU Making These Deadly Career Ending Mistakes, Part 2

Based on the feedback after last week’s Superstar Interview…Julie and I will be providing Part 2 of…

Are YOU Making These Deadly Career Ending Mistakes?

(Missed last week’s event…no worries! Listen Now to the free replay of last week’s event)

Here is the information you need to attend this weeks event:

Are YOU Making These Deadly Career Ending Mistakes? Part 2 <—–Click this link now for the event info you need to attend this FREE Event.

Every week HREU provides free coaching calls for agents. These coaching sessions are available to enrolled Harris Real Estate University students and future students alike. Having provided literally 1000’s of free coaching calls we have created a list of the 25 biggest mistakes agents are making now.

Here is the information you need now to attend this FREE event:

Are YOU Making These Deadly Career Ending Mistakes? Part 2 <—–Click this link now for the event info you need to attend this FREE Event.

Here is the outline for this HREU Superstar Interview:

Are YOU Making These Deadly, Career-Ending Mistakes?

1   Building a Team instead of building a business.

-Forget about the ‘old ways’ to build a successful real estate practice.  The goal isn’t to have ‘staff’; it’s to have ‘income’. The goal is to have the least debt and the largest savings account.

2   Leading with Expense vs. Leading with Revenue.

-Stop spending before you earn.

-It’s NOT OK to add expense to your business without being certain that it will add to revenue.  Hold the expense accountable for producing the promised results.

3   Not being your OWN ‘guru’.

-Stop looking for your know it all real estate guru and become your own.

-Don’t give your power away. Empower yourself.

-Knowledge = confidence, Ignorance = fear.

4  Thinking that THIS market is the ‘abnormal market’; not realizing that the Bubble Market was the abnormal market.

-Low or no appreciation is ‘normal’.

-People buying homes for their rapid appreciation and seeing  them as the winning lotto ticket is ‘abnormal’.

-In a normal market or a correcting market, people buy homes to have a place to LIVE, to raise their families, to build memories.

5  Lack of follow through and follow up with Past Clients  and Centers of Influence.

-Any top producer will tell you that their #1 source of business is repeat and referral from Past Clients and Centers of Influence.

-If you don’t call them, they’ll assume you don’t care about them.

6  Still trying to sell homes as if they’re “great investments”.

-Stop saying and erase from your memory ‘it’s a great time to buy’.  Replace with: ‘It’s a great time to buy if you’re looking to live in your next home for a long period of time.’

-ASK why your prospects are considering a move.  Expect to hear answers like: ‘better schools’, ‘nicer neighborhood’, ‘more for the money’, ‘closer to work’, ‘no steps’, ‘more space’, etc.

7   Not being PRESENT.

-Not making money with the market of the moment.  Always focusing on what used to be or what might be coming.  Be present in the here and now.

-Focusing too much on what might be someday vs. what IS today. So-called ‘distressed sellers’ are the most stress free way for you to help others and make money now.

8  Spending too much time on social networking blogs, and status updates.

-This not directly dollar productive.

-”Working on your SEO” is important but, will never replace being in action working with clients.

Are YOU Making These Deadly Career Ending Mistakes? Part 2 <—–Click this link now for the event info you need to attend this week’s event

9   Being a seminar and info junkie and a taking action flunkie.

You must do BOTH to succeed!

-It’s not enough to just read about, study about, and learn about what to do in this market.  You must DO what you  learn.

-What matters is TAKING ACTION.

-Get out of analysis paralysis and get to work.

-“When you pray, move your feet!”

10 Not knowing your market stats.

-What’s selling and what’s not.

-Days on the Market.

-List to Sell Price Ratio.

-Short Sale and REO stats.

-Number of NODs filed in your area in last 60 days.

-Pricing trends in your area.

-New construction activity.

11 Not understanding URGENCY.

-Thinking an email is following up.

-Taking too long on price reductions.

-Taking too long to call leads and prospects back.

-Lack of communication with existing clients.

-Slow or no implementation of dollar productive activities.

12 Being a One Spoke Wonder.

-Putting all your hopes in one source of business vs. being a well-rounded lead generation machine.

13 Too much of a Realtor, not enough of a Business Owner.

-Being debt-free IS ‘free’.

-Getting behind on taxes is not OK.

-Not knowing your business and personal overhead.

-Not having a business plan.

-Not knowing how many deals you need to achieve your goals.

14  Not following a schedule.

-80% of your time should always be on new-business  generation.

-20% of your time should be taking care of existing business.

15  Not using scripts.

-If what you’re saying isn’t working, you need scripts.

-Making what you say all about you vs. all about the client or prospect.

16 Not prequalifying.

-Usually due to lack of leads.

-Know the difference between a have-to-sell seller vs. just a want-to-sell seller.

-Not understanding buyer pre-pre-approvals and enough about financing.

17  Not focusing on new generation daily.

-Multiple “Spokes” are the key to happiness.

-Touch your “Spokes” daily.

-Minimum standards for number of contacts you will make per day.

18 Thinking your ‘problem’ is your ‘mindset’.

-Having a ‘problem’ is a luxury.  Do you really have time to even have a ‘problem’?

-How many of your mindset issues would disappear with more money in the bank?

-When do you feel the BEST in real estate? When you are helping people, doing deals, getting paid.

19 Quitting too soon.

-Most people quit right before the success comes.

-95% isn’t enough, 100% is just getting started.

-Don’t let the pursuit of what’s novel override what already works.

20 Not knowing what being dollar productive MEANS.

This is what creates income:

-Prospecting / Lead Generation

-Relentless Lead Follow Up

-Pre-Qualifying

-Presenting (to buyers, sellers and Asset Managers)

-Negotiating (with skill)

-Closing

21 Not embracing the fact that: Repetitious Boredom Pays Off!

Thomas Edison said it takes 10,000 times to become proficient at ANYTHING.

22  Not understanding the equation for wealth is: The more people you help at a high level creates more income for you. If you’re not making what you need, it’s because you have yet to figure this out.

Are YOU Making These Deadly Career Ending Mistakes? Part 2 <—–Click this link now for the event info you need to attend this week’s event

23  Thinking this is a numbers business vs. a helping people business.

-Our truest purpose is to be of service to others.

-Focus on what you’re here to give and the income follows.

24 Being addicted to DRAMA.

-Office Drama

-Agent Drama

-Home Owner Drama

-Attorney Drama

-‘I Heard That’ Drama

-Short Sale Drama

-Internet rumor drama

-Obama drama.  (politics don’t have a place in your practice).

-Personal drama.

25  Being Phone-Phobic.

-The answer to almost all challenges in real estate is:

“pick up the phone”.

Bonus Point: Reading all of these Mistakes and not correcting the ones that are preventing you from success at a high level.