What’s Most Important for True Business Success

What’s Most Important for True Business Success

By Guest Blogger and TFYC Coach Carl Rizzuto

As an agent for over 28 years I often think about what is most important in our profession. We all know, professionalism, hard work, diligence and always taking action are vital parts of our business however I narrowed down the basics of our business into two of the most important actions…and I am going to share those with you today.

What’s interesting is that these two aspects you most likely already know…as I believe every agent really knows the two most important aspects of operating as a successful manager, team leader or agent…but what’s interesting is that most agents…do not focus in these areas.

So you ask…what are the two most important aspects of running a successful real estate business Carl? Well…the answer is…

[Drum role please]

· Getting Contracts Signed…AND…

· Finding people to sign them.

Every agents loves the feeling when a listing is sold or a sale is made yet it is vital that we understand that getting to that point is even more exciting…it should not be frightening. I am talking about lead generation…or as Tom Ferry says…the “P” word!

Diligent and planned Prospecting, Profit Seeking, Dialing for Dollars or Lead Generation is vital for almost every real estate practice. A Team Leader or Manager should be directing his or her efforts toward recruiting (finding agents to sign contracts) while also working with his or her team to make them more effective. As agents…our most important job is the same…lead generation…but for buyers and sellers (finding buyers and sellers to sign contracts).

There are two types of prospecting…passive and active. Both are important and both are vital to a successful business.

Active profit seeking includes reaching out to people you know and people you do not know on a daily basis. Calling your past clients and Center of Influence leads while also being active and aggressive with Expired Leads and FSBO Leads. Yes…the Expireds and FSBO sellers may be difficult (and maybe not) but the payoff is Huge! The higher the risk…the more the return. The only thing is…there really is… no risk…just take action…today!

Passive Lead Generation works too. This may include door knocking within a neighborhood, doing mailings, holding Open Houses, advertising and Internet advertising. These are all excellent resources; however…as an agent…you cannot control when the lead develops. With passive marketing…you take an action…but have to wait for the potential prospect to CALL YOU.

With Active Lead Generation…you are the one taking the progressive action and calling them (the lead resource). Again…the higher the risk (if any risk) the higher the return. If you don’t like my higher the risk statement…how about this one. No pain…no gain! But Carl…I don’t like calling the expireds…they are hard to get a contact number for…or they are not very open minded or friendly. I say…great. If they were nice or easy to reach…everyone would call them. Think of it this way…the lead is being reserved for you…if you act quickly. Think about it…your result and your action…all depends on your mindset and the forward thinking actions you take.

Honestly…as an agent myself, I am pleased that it is hard to get contact numbers for property owners. Why? The answer is because I know that many agents are lazy, and although they have nothing better to do…they will not drive to someone’s home and attempt to secure a listing and obtain a $10,000.00 commission! I drive to these homes every day. My actions allow me to drive a great car, live in a wonderful home, have a terrific vacation home, loads of investments, have plenty of cash and live without any stress. I went for the pain…and I did get the gain! Others have done the same and continue to do so…are you?

I am glad that people can legally sell their home without a Realtor. Some agents have told me that they wish it was illegal to be a For Sale By Owner Seller. I love when people try to sell privately…because…they are advertising to me…that they want to sell. I look at the FSBO ad as a gift. Perhaps a $10,000.00 gift!

Again…the two most important aspects of our job is to get contracts signed and find people to sign them.

Now is the time to take action. Take action with your mind set! Start to fall in love with Profit Seeking…and become profitable.

Now is the time to take action. Develop a great daily schedule…and use it daily!!!

Now is the time to take action. Develop your skills…conduct a great lead generation session every working day…and have a blast while doing it!

Now is the time to take action. Role-Play daily with different people. I role played 4 to 5 days a week; 7:30 AM…every week for over 10 years. That is what you do if you want to become exceptional!

Now is the time to take action. Build your skills…conduct the best listing presentation ever! Make the sellers excited and walk out not only with the listing…but with the seller saying to him or herself…”He or she is a good one! Glad they called us”.

Get inspired and stay inspired. Inspire others. Look at Tom Ferry. Tom runs his life with 500% passion…no correct that… 5000% passion. He is inspired and inspires others. This is a guy that believes in making a difference in the lives of others. We need to do the same…and when we work hard…we do make a difference. We inspire others to act…and in doing so…we are helping them with their dreams. We find homes for their family and their future, and sell homes so they can move forward with their plans. We just need to be clear that we need to take this action…every day…not now and then. Work hard and live like a champion every day of your life!

SO…the decision is ours.

Do we focus on the files and the office gossip and everything else that keeps us from starting a productive day on time?

Or do we…

Focus on finding people to sign contracts (powerful lead generation) AND Get Contracts signed?

The choice is for each of us to make…and that decision determines our bottom line.

Let’s run our business like a business…lets not run it like it is a hobby or like the government!

Theodore Roosevelt said…In any moment of decision, the BEST THING you can do is the RIGHT THING; the next best thing is the WRONG THING; and the worst think you can do is NOTHING!

Success is ours…let’s get it…TODAY!

Carl