Are you bringing your whole life with you into real estate? Most of us don’t. As new real estate agents, we think we don’t know a thing. (And even very seasoned agents don’t take advantage of the strategy I’m sharing with you here). After you read this blog, you’ll see that’s not true that you are really ‘new’–or that you can’t use your skills, qualities and talents as a seasoned agent.
I just did a series of complimentary coaching calls for those people in the Up and Running in 30 Days coaching program. First, let me congratulate one of the agents in the program, Carlena, for attaining 108 lead generating contacts in a week! I wanted to have a little fun and competition in the call, so I set up a friendly contest: Which caller on the line made the most lead generating contacts in a week? Callers could pick any week of their Up and Running program.
Note: Look on this blog for interviews with Carlena and Emily, both doing a great job in generating many, many leads with the start-up plan as their guide.
You Need Confidence to Succeed in Sales
To help the agents on the call get much more confidence, I did an exercise with them I call Bringing your Skills and Talents to Real Estate Clients. Why is this important? When we’re new agents, we think we know nothing. We’re constantly humiliated with our lack of knowledge, and inability to handle objections. We get so tired of ‘nos’ that sometimes we forget that we are capable, honest, caring, responsible humans. We actually come into real estate with a whole adult experience of widely developed skills, qualities, and natural talents. These are much more useful to us than we give ourselves credit for.
How is Music Helpful to Real Estate?
Let me give you an example. As many of you know, I was (and am) a musician since age four. But, when I went into real estate, I felt like I knew nothing! And, it is true I didn’t know anything about selling real estate. But, I carried with me many great skills into the business that in turn carried me to success fast. Can you guess what some of those skills were—and are?
Had to practice piano 2-4 hours Tenacity
Put off mastery for years Persistence
Followed direction of a coach Coach ability
How could I show one of these, tenacity? I actually presented an offer and got 10 counteroffers! I just never gave up, because I felt it was in the best interest of both parties to buy and sell from each other. I could show that marked-up purchase and sale agreement. Where could I share that quality? I could show testimonials from my clients in social medial, and in my Professional Portfolio.
Draw three columns. Name the first ‘skills and talents’. Name the second ‘benefits to clients’. Name the third ‘how/where to show clients’.
Now, list at least three skills and talents from your former business life. What about these skills/talents are benefits to clients? How would you show this? Where would you show this?
Enlist a Partner
If you’re having some ‘mind blocks’ on how and where to show these benefits to clients, enlist a partner to brain storm the possibilities with you. Once you start crafting these, you’ll get much more excited about your ability to help people—along with that confidence to expand your leads and help more people.
What skills and qualities did you ‘attach’ as benefits to clients? How did that raise your confidence?