Strategic Sales Coach

I really love the movie glengarry glen ross, don't you? It is loaded with interesting and fun vignettes about the real estate business. Many of which are timeless and relevant in todays real estate environment. Prospecting for leads, is one of the basic functions of the professional real estate agent/broker and yet so many of us make up excuses a s to why we don't do it. We are great at procrastinating on this fundamental exercise, aren't we! Truth be told, in real estate sales, productivity follows activity by 30 days. That has certainly been true for me in my 35+ years of front-line selling! I had a Daily Activity Graph and a 90 day Activity Chart. And like clockwork my production levels shot up when I took Massive Action...Go Figure! One of the other tools I used was to ask myself great questions like: 1. How many people did I see for the month, how many listing prospects, how many sales prospects? 2. How many listings did I actually take and how many ...

You know what? Generating leads in the real estate business is not really all that difficult. After all, prospects are seemingly everywhere. Even in the current "shit-storm" we call a real estate market. Sure there is intense competition from 'mega-agents' and the age-old perception in the consumers mind that ALL real estate agents are the same...a bunch of low-life dirtbags...a necessary evil and such. But indeed, there are a plethora of opportunities available. Some of these so-called opportunities are gold and some are a lump of coal! You may have been sold on the concept that any lead is a good lead and there is some truth to that when you're a seasoned professional that knows exactly how to extract the gold from those lumps of coal! Let's move on. The subject at hand is how to convert the leads you do generate. This is where the rubber meets the road and it is also where 90% of the real estate agents miss the mark! Not because they aren't wantin...

The Primary Reason is Money. The GREAT listing agents in our market earn as much or more than other professionals like doctors, lawyers and CPA's - without the huge investment of time and money in a formal education!  However, they certainly put forth a tremendous amount of effort to learn their craft. I'm talking about the top 1% in our industry - multiple six-figure earners. Sadly, over 80% of the real estate agents and brokers who get their license will be out of the business before two years! Fortunately for some...it doesn't have to end that way! Another Reason Is Power. Great listing professionals control the market by controlling the inventory in their service area. Sellers gravitate to them because of their signs and activity as well as their reputation for getting properties SOLD! Buyers come to them as well because of their signs, reputations and having desirable properties to choose from. Reason Number Three? Having an inventory of homes for sale c...

Ain't it the truth? Listen if you want to 'Rock & Roll" in sales and in life you must have a plan and execute it with 'Massive' action. It is a fact that there is no elevator to the top in business. It is a step-by-step process that elevates you to the top. In order to be recognized as one of the best you must do your homework. You must know your product and the selling process better then your competition. In real estate sales it starts with knowing the inventory 'cold' in your service area. You need to pre-view property daily. You need to know all of the FSBO inventory. You need to know the 'Expired' listing inventory, the pending and sold inventory etc. Sounds like work, i know and it is at first a lot of legwork, however once you get up to speed it is much easier to stay on top of the data. What's really cool is that while you're pre-viewing you can couple it with prospecting! Let me explain. Take the pre-viewing proce...

You know... a few years ago you didn't have to bother with video on your website. You could do just fine with a simple, straight-up web site with nothing but text. If you had some solid copywriting, then you were golden. But now we're clearly in the day where video rules... for both traffic AND conversion. If you want to be taken seriously, you need to somehow jump into the video age. Which, for most of us, has been a real pain. I mean, I didn't go to film school. I didn't go to acting school. I'm betting you didn't either. And it's even worse for me... since I'm in the business of teaching people how to build their real estate businesses... because the folks in my niche are creating some amazing videos. And that darn Andy Jenkins is the worst of them - because he DID go to film school. And he DID win an Emmy for his video editing. And he's in the middle of shooting a Hollywood movie right now. ...