Do you know the 5 biggest reasons new agents fail? Here they are.
New agents come into the business, excited because they are ‘in business now for themselves’. They don’t have a “boss”. They can organize their time. They look forward to lots of ‘free time’. They’ve also heard one can make lots of money working 20 hours a week. What a dream world! Worse yet, they don’t know how to start the business! (Who would?) So, they fill the time with what comes easily. Most of us are afraid of rejection, and fear what will happen if we talk to human beings and ask them to buy real estate from us. So, we stay away from those activities that invite rejection. We gravitate toward ‘safe’ activities, such as:
- get organized–all day
- attend classes–all day
- preview properties–all week
- observe others–all week
- do research and follow-up
- Play computer and social media
A friend of mine observes that they seem to be “getting ready to get ready”.
The very dangerous thing about agents creating a daily plan without good business-start-up principles, is that they create habits of failure. In effect, they created their own start-up plan—one that assures low production.
Those 5 Big Reasons
1. Wait too long to lead generate–this is the biggest reason of all. They end up with very few leads–and those few leads are poor ones who won’t buy or sell!
2. Copy other losers–go preview pretty properties, drink coffee, gossip, etc.
3. Look for someone to provide them ‘leads‘ (no good producer expects leads to be given to them!)
4. Don’t lead generate at all! (They’re waiting for ‘a better way’)
5. Just hate people (these are those who say ‘I like houses; I just hate people’). These are people who shouldn’t be in sales. I surely don’t blame them. I blame whoever hired them for not screening properly. (I know we can’t be right all the time, but we should be using all the tools available to us, like behavioral profiles, to check our interview conclusions).
So, those are my 5 big reasons. What did I miss?
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5 questions in a positive manner, you NEED 