Real Estate Sales

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Making It Big: The Three Skills You Need

September 11th, 2020

Going into real estate because you love houses? You want to be independent? You can name your own hours? Probably the three worst reasons to become a real state salesperson!

Making it big: The three skills you need.

Perhaps you went into real estate because you wanted to be independent. You wanted to be your own boss–name your own hours–work at your own speed. You had heard real estate agents make lots of money. Maybe you thought this was a business were you just looked at pretty houses. Not so fast! Even though real estate is considered to be a career where ‘you’re in business for yourself”, taking that thought too far can result in failure.

Whether you’re new or in business for decades, read on. You may be deluding yourself about your path to success.

Selling Real Estate: Skills Needed

There are many skills required in this business that people new to it just don’t have. Too often, agents believe all they have to do is to start in this business and go to training. They will be successful. Then, when they start failing, they can’t figure out why. In this blog I’ll name 3 qualities and skills you need to develop fast. My question to you is: How are you going to develop or refine them?

Skill # 1: Time management

Most people go into real estate from a field that required them to show up on time, do specific work, and work for at least eight hours. If they didn’t fulfill the minimum requirements of the job, they were fired. Understandably, many people don’t like to work under those strictures. So, they go into real estate where they can name their own hours, work at their own speed, etc. etc. The problem is they don’t understand that working at their own speed many be working at a failure speed.

My question: How are you developing your time management skills? Did you bring them from your former business? (Most agents don’t). If you don’t have dynamic time management skills, how will you develop them?

Skill # 2; Being accountable to a plan

When I was regional director for a very large international franchise company, I screened people for leadership positions. I was stunned to find most potential owners and managers had never had anyone hold them accountable. In fact, there was a negative feeling about being held accountable. When you have a ‘boss’, you are accountable to that work plan and to your boss. In real estate, we’re so careful not to step over the boundaries of the independent contractor concept, we rarely hold anyone accountable to anything. The result: Most people never know what the job really is, and whether they are on track to attain their goals.

My question to you is: Who is helping you be accountable for your own success? Who is your coach? (And don’t tell me it is YOU…..) If you don’t have someone coaching you, how do you know you’re on the right track?

Skill #3: Implement a plan of action.

It is just amazing to me the kablooey plans of action out there. Most of the time, in fact, an agent isn’t provided a plan of action. He/she is just told suggestions or 50 ways to do something. The result: The agent has no idea how to prioritize activities and proceed. He has no idea whether what he is doing every day actually is leading him toward a goal. That’s like my musician friend who says every piece of music is the same: It all uses the same 88 keys–just in different arrangements. But, if you were to try to play a piece of music without knowing the sequencing of the melody, you couldn’t play it. It’s the same as picking out the best methods from those ” 50 ways to do something”.

My question to you is: Do you have a proven, prioritized plan of action and are you executing it? How do you know it is a plan that will get you exceptional results? (all plans aren’t the same!)

I’ve given you 3 skills agents need to succeed. What do you think? Is real estate an ‘independent’ or dependent business? I believe it needs to be a ‘dependent’ business at the beginning. That is, I coach the new agent as he/she starts his/her business. I am the leader. The new agent is the follower (or the struggling agent). There is the dependence. Once the agent ‘has it’, I step back, and become more of a consultant. Have you been a successful follower, so you can learn the business right? If not, why not? If you went to a piano teacher to learn to play the piano, you wouldn’t start your first lesson by telling the teacher how to play!

If you haven’t read the great book, Outliers, get it and read it now. One of the great lessons in the book is that no one succeeds alone.

Give me your feedback on the ‘independent’ or ‘dependent’ concept. What do you think?

Do you have a training plan that includes a proven plan of action? Why not get started (or re-started) right with my online program, Up and Running in Real Estate. Coaching is included!

Categories 5th Edition Up and Running in 30 Days, Coaching, expectations, FREE real estate coaching, lead generation, new agent business plan, new agent online training, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, time management, Training, Up and Running in 30 Days, Up and Running in Real Estate
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Giving Up is NOT an Option for You!

by Carla Cross

September 2nd, 2020

Boy, have things ever changed! Real estate sales is not for the faint of heart. You’re in it: Keep going!

Giving Up is NOT your option–I hope!

Did you think, when you went into real estate, that you’d sell a house the first month? Well, according to my survey in my eBook, What They Don’t Teach You in Pre-License School, the majority of real estate agents thought just that! However, you’ve found that’s probably not the case. So, what will you do now? Give up, or persevere?

If Giving Up is Not Your Option….

What if there’s a magic measurement of success? Would you be willing to meet that measurement? You know that the Beatles attained pop music mastery. You know Bill Gates did the same with technology. But, did you know what they have in common-and that you may have, too?

The Simple Answer

Before I tell you that, let me share something that happens to me often. I’m a pianist-and have been a musician since I was four years old. In my speaking, I often tickle the ivories-just a little, of course…..Invariably, someone comes up to me and says, “I’ve always wanted to play the piano.” I tell them, they certainly can. How? here’s the simple answer:

Practice one half hour a day for one year. You’ll be able to play well enough to play pop tunes at parties, lead those sing-alongs, and wow your friends.

You’ve heard the old chestnut, Practice Makes Perfect. I certainly know that as a musician. But, how well do we apply that principle to our business lives? Is this something that is a key to our attaining our goals? I think so. Read on.

The Commonality between the Beatles and Bill Gates

In his fascinating book, Outliers, author Malcolm Gladwell studies performers–from Mozart and the Beatles to Bill Gates. The commonality he found was that high achievers spent an average of

Ten thousand hours practicing and honing their craft to get to mastery

In other words, it isn’t just talent, it isn’t just circumstance (although Gladwell points out being at the right place at the right time is important, too)–it is just slogging it out, practicing your craft, logging in ten thousand hours.

The Beatles: Having to Work Seven Days for Eight Hours a Night Was the Best Thing that Could Happen to Them

When I read that the Beatles played in Hamburg 8 hours a night, 7 days a week-for 2 years, I instantly felt tired! I know what it’s like to play piano bar for hours! But, the Beatles said that experience was key in making them the performers they became. In an interview, John Lennon said, “We got better and got more confidence. We couldn’t help it with all the experience playing all night long…..we really had to find a new way of playing.”

Bill Gates: Practically Living at the Computer Lab

Gates describes his early years: “It was my obsession….I skipped athletics. I went up there at night. We were programming on weekends.”

Isn’t There a Shortcut?

For those of you who have never attained high performance, you don’t–and can’t realize the importance of practice. You may think that it’s just a matter of talent or luck. But, haven’t you known extremely talented people who just extinguished themselves like a flaming rocket? Haven’t you known people with all the advantages who just didn’t attain what you thought they could-or should? Of course.

Are You Willing to Put in those Ten Thousand Hours to Excel?

From the many examples in Outliers, and from my own experiences as a pianist (I have a degree in piano performance and a master’s degree in music theory), I know that practicing your craft provides the only true competence and confidence.

You don’t gain mastery by talking about it. You don’t gain mastery by someone trying to motivate you. It’s practice.

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So, get out there, and practice and perform. Rack up those ten thousand hours, and you will achieve your goals. If the Beatles and Bill Gates didn’t take shortcuts, we shouldn’t try it that way, either. Isn’t devoting enough time to your goals important enough to you to feel the joy of attainment-of mastery?

Perfect Practice Makes Perfect

Personal note to you: Be sure you’re practicing the right things the right way. You can put in 8-10 hours a day and get nowhere if you’re practicing the wrong way. To be sure you’re practicing right, use the right start-up plan. My online training/coaching program, Up and Running in Real Estate, will work for you!

Ten Traits Needed to Succeed in Real Estate Sales

by Carla Cross

August 27th, 2020

You may have heard ‘you’re a great talker’. You’ll do well in real estate. Think that’s true? Think again!

Here are the ten traits I believe are needed to succeed in real estate sales. If you’re thinking about entering the wide, wonderful world of real estate, you’ll benefit from reading my list.

In my three+ decades managing and owning real estate offices, I’ve interviewed hundreds of potential real estate agents. I’ve watched many thrive–coming into the business quickly and making money fast. And, some I’ve watched fail. From these observations, I know the qualities that assure success.

Here’s the list that I came up with for my eBook, What They Don’t Teach You in Pre-License School. Some of you reading this list will already have been selling real estate. So, read this list and ask yourself: “Which of these qualities is very strong in my character? Which needs ‘shoring up’?” To succeed fast, or move to the next level in your business, you must exhibit these qualities in your sales and sales management behavior.

1. High Personal Initiative

Your success depends on your being able to create business and implement it on your own, with relatively little monitoring. If the interviewer tells you he/she’ll give you leads, I’d suggest a polite ‘thank you’ with a quick exit. Why? Because no one makes much money waiting for leads from anyone (and someone will be taking part of the commission for the lead, too). Another word for this is “self-starter”. No one is going to call you to force you out of bed!

2. Tenacity

Only those who “stick with it” will win. Plan on dedicating one year to establishing your business. Plan on spending at least three to five years building the kind of business you want to have as a ‘mature’ business. If you’re getting into real estate just to see if it’s for you–don’t bother. Chances are you won’t have the tenacity to do the tough work, and take the rejection needed to build a career.

3. Mental Toughness

A positive mental attitude is essential. Others who give up easily will try to influence the tenacious, mentally tough individual to also give up. It takes courage to keep going in this long-term business. You’ll get much more rejection than you ever expected. Those who keep going in spite of that rejection succeed.

4. Belief in Oneself

We each have to know, inside ourselves, that we are capable, that we have the talent and the tenacity to succeed, and that we can depend on ourselves. How are you motivating yourself today to reach higher levels in your business? Do you have a deep belief in yourself?

5. Willing to Take Direction and Be Accountable to Your Goals

Real estate is a constantly-changing field. Those who win and keep building stronger businesses learn new skills and apply them constantly. They also hold themselves accountable to their goals, and let others hold them accountable, too. They gain a coach early in their career, take skills classes, and keep getting better–not just to make money, but to take pride in how they do business.

6. Enthusiastic

A joy in doing, and a desire to accomplish shows itself in an enthusiastic attitude. Does your enthusiasm show to your clients? To your fellow agents? No one enjoys working with a ‘downer’. No one will help someone who constantly tells the helper, “I tried that once. It didn’t work for me.” Guess what: You won’t get any more help!

7. Creative

In today’s marketing-oriented world, an agent must be truly creative to design marketing where he stands out as valuable and different. How have you demonstrated your creativity?

8. Able to Communicative

Writing skills are a necessity today. Our sophisticated target markets are well-educated. Effective verbal communication is also paramount to success. Do you need to polish your communication skills?

9. Team Player

The preservation of our office spirit and cooperation is very important. We are all more successful together. What are you giving back to your team mates? Are you ready to reciprocate help? Are you ready to grow by contributing? You’ll get much further by contributing, because others will be compelled to help you.

10. Technology-savvy Enough

Notice I said ‘enough’. You don’t have to be a tech genius (in fact, too many of those types stay buried and married to their computers!). You do need to be able to use the basic technology available to fill out forms, market, use social medial, and communicate with your clients.

I’ll bet you can add to this list. Write a comment here and tell me what you think is an important quality in a successful real estate agent.

Don’t try to go it alone. Developing your traits and skills is so much easier when you’re in a proven program. Get the skills, coaching, accountability, and business plan you need to succeed. Check out Up and Running in Real Estate.

Categories accountability, attitude, Business Plan, Coaching, communication, expectations, goals, income, lead generation, new agent business plan, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, Real Estate Success, team, Training, Up and Running in Real Estate
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What Your Manager Should Expect from You

by Carla Cross

August 20th, 2020

What should your real estate manager expect from you?

When you interviewed, I’m sure you had a list of what you wanted in a real estate manager. And, I bet you asked your manager what that manager and company were going to do for you. You were probably asked how much money you wanted to make, and had a discussion about that.

At the same time: Did you find out what the expectations were from you to the company? I’ll bet not. So, in these next two blogs, I’ll tell you what I think the agent should do for the company. Why? To get the best from your manager, you must give your best. It starts with expectation sharing, and sets the stage for a successful agent-manager relationship.

Bottom line: Matching expectations mean you’ll make more money because you’ll have the support you need to succeed at the level you desire.

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Good Managers: Always Working on Getting Better

Managers study how to attract and keep agents. They learn how to do recruiting presentations that they hope are mesmerizing to their candidates–so mesmerizing that they’ll say yes when offered a position in the company. They don’t rest on their laurels; they hone their skills so they’re better managers, trainers, and coaches. In other words, good managers are always working on how to be better resources, coaches, and trainers for their agents.

Here’s my job description of a real estate manager.

How does it compare to what you observe your manager doing? In my opinion, this is what the best real estate manager does to nurture the development of his team and make a profit.

What’s the Company Getting from You?

My eighth grade teacher, Mrs. Taylor, was truly memorable (in all ways….). She had wonderful sayings that she would drop on us at opportune times. These either kept us attentive or scared the you-know-what out of us! They included, “Time passes. Will you?” and “To each his own, as she kissed the cow.” (Well, some were better than others).

The saying I’m remembering now, though, was, “Turnabout’s fair play”. In other words, if you mess with Mrs. Taylor, you will get the appropriate treatment! And, if you cooperate and get your work done, you’ll get appropriate treatment, too. So, let’s apply that idea to the relationship and expectations of agents and managers.

Did You Exchange Mutual Expectations in the Interview?

The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A pivoting market means we’ll have to do things differently. Managers should have a list of what the manager and company will do for the agent–and what is expected from an agent. This is the Mutual Expectations agreement. As a new agent, you should have gone over that agreement in the interview. (There is an example mutual expectations agreement in Up and Running in 30 Days, the new agent’s business start-up plan).

Consequences of the Mutual Expectations Agreement

Managers are constantly concerned about retention. Providing a mutual expectations dialogue and agreement is one of the best retention tools in the world–hiring agents who promise to go to work! Experienced agents love the fact that the manager is not hiring deadwood to just get in their way and pull down the reputation of the company.

What’s In It for the New Agent?

For my eBook What They Don’t Teach You in Pre-License School, I surveyed hundreds of agents in the business less than three months. I asked them, “What number of transactions do you have to complete in your first year to avoid being terminated?” 71% did not know! Now, would you take any job where you didn’t know the expectations? Yet, most managers avoid telling those expectations–if they have them. And, agents avoid asking because they don’t want to know.

However, if you don’t know what’s expected of you, how will you know if you’re achieving? How will you know if the start-up plan your manager is using with you (your manager is using a start-up plan, I hope….) will get you to your goals?

Lack of Expectations Is a Bad Thing…

If your manager didn’t discuss expectations with you, what does that mean? Probably that anything you do will be okay. That is, you can fail. You can fail to achieve your goals. You can avoid doing the work that needs to be done–and there are no consequences. You know that’s not a good thing. So, if you don’t know those expectations, go to your manager right now and get them. That’s a good thing!

Are you getting the guidance, support, and start-up plan you need to succeed? It takes much more than training and advice to be successful in real estate. Check out the program that’s proven to get results, because it’s a real business plan, supported with training: ***Up and Running in Real Estate.***

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, creative training methods, expectations, new agent business plan, new agent online training, New Real Estate Agents, Real Estate Sales, Real Estate Success, Up and Running in 30 Days, Up and Running in Real Estate, What They Don't Teach You in PreLicense School
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How to Make More Money in Real Estate in Less Time

by Carla Cross

August 12th, 2020

Here’s how to make more money in real estate in less time. When would-be agents investigate real estate as a career, they ask questions like:

Is a career in real estate worth it?

How much money can I make in real estate?

To answer those questions–and to sell books–you’ll find dozens of books titled ‘how to make a million in real estate’ or ‘how to be a real estate superstar your first year in the business’. You’re lead to believe anyone who goes into real estate is bound to make gazillions–fast. (Have you seen the myriad of TV shows where those beautifully dressed agents show $10,000,000 homes to adoring clients? It looks so glamorous and easy!)

Caveat: There’s one book for the seasoned real estate agent that really does lay out a concrete path to making, and then profiting a million dollars in real estate. By Gary Keller, The Millionaire Real Estate Agent is based on studies of successful agents and systems proven to produce those results. If you read it, you will discover that this means setting long-term goals and working like you owned a business (you do) for years!

The sad truth: Few agents make a million dollars. The really sad secret: Over 50% of new agents fail to make it through their first year in the business. There are a myriad of reasons. From interviewing and hiring hundreds of new agents, and seeing so many start-up plans, I believe the main reason new agents fail–and seasoned agents flounder–is that they are following an activity plan that just won’t work to make them money.

How Most New Agents Launch Their Careers

Most ‘activity plans’ new agents are given are activity plans for failure. (Agents who are floundering are also following these ‘failure-insured’ plans). The proof: According to the last National Association of Realtors’ survey of members, (2019), 54% of agents under two years in the business grossed less than $10,000 (that’s before expenses!). You don’t want to be one of those people.

What One of Those Failure Activity Plans Looks Like

The situation: You’re relatively new at sales. Your sales manager has suggested several activities for you to do:

Inspect listings
Organize your desk, files, books, etc.
Review forms
Attend orientation
Get your multiple keys; go to Realtor orientation; attend your multiple listing service orientation
Attend your office training

Following directions, you dive into all these activities, excited to start your sales career. You’re enjoying looking at pretty homes, and you don’t mind doing the rest of the activities. In fact, you find these activities rather easy to do, and you’re looking forward to the money just pouring in. If this is a successful real estate career, bring it on!

The Problem: Those Aren’t The Activities that Make You Money

But, the money doesn’t pour in. Look back at that list. Do any of these activities have to do with meeting and working with clients? (the only way you’ll ever make money!). Unfortunately, no. It’s all get ready. Now, there’s nothing wrong with organizing and educating yourself–if you only do it for a short period of time! The big mistake new salespeople make is that they keep doing those ‘first week activities’ as a priority for the remainder of their careers. Don’t do that! (Up and Running in Real Estate , my business start-up plan for future successful real estate agents, categories these activities as business support activities).

Why Would Your Manager Give You a Wimpy Activity List?

New agents have shared with me their ‘interview’ questions. They are not really interviews. They’re just sales jobs. The manager’s goal is to say whatever needs to be said to get that license on the wall. Then, the agent receives that wimpy activity list to underscore the thought that real estate is easy, everyone can do it, and you’ll do great without much effort (not all managers, of course, but, failure rates prove this is all too common.)

That List is Pre-Sale Stuff

In real estate, we call new homes that are sold prior to their being finished ‘pre-sales’. I want you to think of that list of six activities as ‘pre-sale’. You aren’t going to start making money until you get, as Up and Running in Real Estate states

on the sales path.

Here’s what that sales path looks like:

*In my Up and Running programs, these activities are called “business producing” activities.

When to Get on That Sales Path

Give yourself one week of ‘pre-sale’ activity. Then, start your Up and Running business start-up plan, so you’ll get a sale in 30 days. That doesn’t mean you will quit doing those six preparation activities. It just means they will take a lower priority to your actually working with and selling clients.

Staying On Track Isn’t Easy without a Great Coach

Assure your success by asking someone (either your manager or a professional coach) to coach you to your plan and hold you accountable. Why? Because it’s human nature for us to slip back into those easy-to-do, low-risk pre-sale or business-supporting activities, because they’re easy and risk-free. Armed with a proven business start-up plan and a coach, you have the right priorities, the right attitude, and the support you need to succeed.

Note to managers: Look at the activities you have the new agent doing in his/her first month. Do these activities include lead generating activities, or are they just keeping the agent busy? Be sure your activity list is a success list, focusing on finding, working with, and selling clients, not a busy-work list.

30 Things to Do While You’re in Pre-License School to Hit the Ground Running

If you’re in a pre-license school now, you know you are getting information to pass the test–not to succeed in real estate. You need an activity plan right now so you can do many of the things that will otherwise slow you down once you’re licensed. Grab my 30 things activity plan here.

What Do You Wish You’d Been Told in your First Year in Real Estate Sales?

by Carla Cross

July 14th, 2020

How would you answer this question as a new real estate agent? If only I had known…..

What do you wish you’d been told in your first year in real estate sales? What income did you expect your first year in the business? How would that advice or strategy affected or changed your success?

Why am I asking? I’m the author of the best-selling start-up plan/book for new real estate agents, Up and Running in 30 Days. It’s now in its 5th printing. Through the years, I’ve been updating regularly, so it stays relevant. I want to know, from you, what would have made a positive difference in your career.

Advice Not Taken….

What advice were you given–that you didn’t take–and wish you had? From interviewing thousands of would-be agents,

I know many reject the truism that we must go out and proactively find business. They are looking for ‘a better way’. (They don’t really want to talk to people…..). Too many times, they are left on their own to grasp, believe, and ‘work’ a business plan they create–on their own–that guarantees failure.

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If you had to do it over again, what would you have done differently to get you better results?

Pivot Quickly Enough?

With the advent of the pandemic, our industry has had to pivot quickly. How have you pivoted? How do you need to pivot now? See my advice in my recent webinar, Throw Out Your Business Plan.

Helping Others Succeed

From my surveys of agents under three months in the business, and my many interviews, I know that new agents have much higher income expectations than the reality of the National Association of Realtors’ members’ survey shows. In fact the income for a Realtor under two years in the business was less than $10,000 in 54% of the respondents. (The latest report didn’t break it down further). What were your goals? What was your reality?

Please give me your experience and expertise as I update both my Up and Running in 30 Days program and my online version, Up and Running in Real Estate.

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, classroom to online training, creative training methods, expectations, free webinar, new agent business plan, new agent online training, New Real Estate Agents, online training, Pivot business plan, Real estate as a career, Real Estate Sales, Training, Up and Running in 30 Days, What They Don't Teach You in PreLicense School
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The Five Big Reasons New Agents Fail

by Carla Cross

July 8th, 2020

new agents don’t know how to start the business! (Who would?) So, they fill the time with what comes easily.

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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, new agents 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.

What Comes Easily to the New Agent?

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!

Question: When you started your career, in what month did you start lead generating in earnest?

2. Copy other losers–go preview pretty properties, drink coffee, gossip, etc.

Question: How much time did/do you spend in wasting time?

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’)

Question: Were you waiting for someone to provide you leads or did you reject lead generating methods 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?

Up and Running in Real State Starts You Right to an Exceptional Career

If you’ve been in the business less than 2 years and you’re not getting the success you deserve, you need to give yourself the gift of this program. All the training, coaching, and supporting documents are online, so you can go at your own speed and go back as many times as you want.

How this program is different: It is foundationed with a business start-up plan, so you learn how to self-manage a successful business, not just do non-prioritized activities. And, there’s nothing else to buy–no extra cards that stay in your trunk! (And, there’s a coaching component for your manager so support you every step of the way!).

Check it out and see how you can reach your potential–and beyond!

Categories 5th Edition Up and Running in 30 Days, action plan, attitude, Buyers, Coaching, expectations, goals, income, Internet leads, lead generation, new agent business plan, new agent online training, New Real Estate Agents, Real estate as a career, Real Estate Sales, Real Estate Success, Up and Running in 30 Days, Up and Running in Real Estate
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Connections, not Sales Now

by Carla Cross

April 28th, 2020

That business plan you created for 2020 just isn’t working. Here’s how to communicate with clients right now.

You’re after connections now, not traditional sales goals.

Our dialogues and our marketing materials in our business plan are designed to bring us leads. All business plans also have a ‘results’ component: That’s listings taken, listings sold, and sales. That’s not what you’re after now. You’re after making connections. What does that mean? That means our communication needs to be

Supportive

Positive

Helpful

Meaningful

Relationship-based

That means we’re not looking for that big, money-making result. We’re really in a

“pre-lead” phase.

Why Connections?

Remember Maslow’s Hierarchy of Needs? It states that we must meet the lowest unmet need before we can meet higher needs. What are our needs now?

Comfort

Shelter

Enough food and supplies (toilet paper!)

Fear of sickness

Fear of losing one’s job—or of making payments

Where are we on Maslow’s Hierarchy? We are close to the bottom—that drive to meet very basic needs. Maslow calls those Safety or Security needs. That’s why your messages have to be reassuring. You have to establish trust. You have to provide a safe harbor for your clients and potential clients.

Re-Designing that Business Plan

Instead of thinking ‘how am I going to get leads’? Think ‘how am I going to connect’? Re-design your messages to your best target markets with connection as your goal. That means, too, that you must identify those markets and make your messages meaningful to those markets.

On April 30, I’m doing a webinar for real estate professionals called “Build Your Business Right Now to Position for Success Later.” We’ll explore in detail how you re-build your business plan to pick the right connection messages to the right markets for you.

Outcomes of your Re-Designed Plan

The irony of this re-design is that you’re going to create listing and sales opportunities because your client base is looking for that connection now. When they find it, they will walk one step closer to a transaction with you—even when you didn’t ask. The danger in ‘laying out’ (as we say in the music performance business) is that you’ll be way behind the curve when the market comes back. Those people you considered clients found you were a ‘secret agent’ when they needed connections and information. They have turned to a new source of connections because you didn’t communicate. Don’t let that happen.

Start Today

From working with hundreds of real estate professionals during this time, I know clients are so grateful for these connections. You have something to offer. Don’t keep it a secret. Share your information, your compassion, and your unique value to your potential and present clients. They will appreciate you, and you will feel that you have been contributive in a difficult time.

Join me April 30 at 10 am PDT for a complimentary, fast-paced webinar on how to create a successful 60-Day Pivot Plan.

Click here to register for Build Your Business Now to Position for Success Later.

Categories action plan, Business Plan, client referrals, customer loyalty, New Real Estate Agents, online training, Pivot business plan, Real estate as a career, Real Estate Sales, retention, Training, webinar
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One Huge Change You Need to Make to your Business Plan Right Now

by Carla Cross

April 15th, 2020

Your client wonders what happened to you……are you waiting for the market to bounce back, or are you driving your own career now?

There’s one huge change you need to make to your business plan right now.

In sales courses, we teach that you are to go find a potential client, and take them through the steps to buy or sell a home. But, right now, that’s probably not going to happen. So, what are you going to do? Change our business plan for awhile.

Generally, agents are reacting to the market change in two ways:

Sit and waiting until the market fires up again or

2. Create a plan to drive their success (instead of the market driving success)

Whic type are you?

If you’ve read my book, Up and Running in 30 Days, or have taken my online training course, Up and Running in Real Estate, you know there are two types of lead generation: Proactive and reactive.

a. proactive (you go out and find the lead)

b. reactive (You wait for the lead)

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

The Change You Need to Make Now in your Business Plan

We don’t want to wait until the market sweeps us along. Instead, we need to keep communicating–but communicate differently. Right now, we need to be in a “pre-lead” state of mind. Our communications to our database, our target markets, and our clients need to be different from our regular modes of contact.

Pivoting to a Pre-Lead Generation Plan

What is a Pivot Business Plan? It’s a short-term plan that has the right kinds of communication to the right target markets at the right time. I’ll be sharing my 60-Day Pivot Business Plan in an upcoming webinar, announced next week.

Get ready.

Right now, look at the communications you’re creating with your client base. Are they appropriate for the climate now? Do they ‘ring true’ with who you are? Are they speaking to that target base in a way that is meaningful to the base?

In the next few blogs, I’ll be leading you through a process to create those messages, so you have unassailable confidence in your communications, and are building your business with purpose during this time.

Watch for my webinar, being announced next week, on building that 60-Day Pivot Business Plan so you’re controlling your income, not the market

Agents who steadily increase their income rely heavily on proactive lead generation. Agents who create a minimum business rely on reactive lead generation.

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This is a perfect time for you to launch or re-launch your career with purpose. Up and Running in Real Estate, my online coaching program for agents under 2 years in the business (or want a re-start), will position you for more success than you imagined as the market breaks open again. Why wait and put yourself back 3-6 months? Take advantage now.

Click here to see a sneak preview. It’s fun, it’s fast, and I’ll be your coach–a FREE add-on for this climate!

Categories 5th Edition Up and Running in 30 Days, action plan, Business Plan, Coaching, CRM, database, expectations, FREE real estate coaching, new agent business plan, online training, Real estate as a career, Real Estate Sales, Real Estate Success, Training, Up and Running in 30 Days, Up and Running in Real Estate
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Got your Pivot Business Plan?

by Carla Cross

April 9th, 2020

Real estate agents: What’s your plan right now? Have you re-aligned your plan with what’s going on in your market?

Got your pivot business plan? Oh, let’s get real. What percentage of real estate agents have a business plan in the first place?

Having a ‘pivot’ plan right now will mean whether you’re still in the business in three months. Why? Because most real estate agents flock into the business when it’s on fire, and then wait or get out of the business when it comes to a screeching halt. That doesn’t have to be you.

What You Need in a ‘Pivot’ Plan

In the next few blogs, I’ll be showing you my complete pivot business plan. For right now, I want you to get ready with these items:

How many people do you have in your database? If you don’t have a database, populate one RIGHT NOW!
Identify where you could increase the number of people in your database; Facebook, other social media, community groups, church, hobbies, prior work, Christmas card list, people you exchange services with (dentist, hair stylist, etc.) (What can YOU think of?)
Three methods of communication you’ve heard about that come from contribution during this challenging time (contributing to food banks, making masks, delivering food to emergency workers–you gather up at least 3 of these)
Write down how you could come from contribution and how would you communicate that to specific target markets in your database

For the next few blogs, I’ll be expanding on these 4 points, and will be helping you flesh out that business plan.

Suggestion: Talk to your manager about these four points and get his/her input.

Thought for the day: I didn’t have success, so I had to start without it. Jonathan Winters, one of the greatest comedians of all time

Online Training: And I’ll Coach You, Too

Click here to watch the video.

What are you waiting for? My 8-week, step at a time online training, Up and Running in Real Estate, for real estate agents under 2 years in the business will get you focused and ready for a business that will exceed your goals.

Especially for this market: I have made adjustments in the 8-week plan to reflect this market. I’ll be personally coaching clients weekly with special activities that will work for you in this market–and beyond. (at no extra cost to you.)

Managers–are you willing to partner with me to coach your agent to a great career? I want your support! So, I’m making the Coaches’ Corner FREE. That means your newer agent will have a dedicated team (you and me) working to help that agent create a great career–right now.

Call me at 425-392-6914 and I’ll show you the program. Let’s not let those newer agents languish now!

Categories Coaching, CRM, database, FREE real estate coaching, New Real Estate Agents, online training, Real estate as a career, Real Estate Sales, Real estate systems, Up and Running in 30 Days, Up and Running in Real Estate
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Online Training: And I’ll Coach You, Too

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