Flea Food
A Short Story – By Simpleton Ken Brand
Shoulders Slumped, Blue Eyes Castdown, She Leaned In, Whispering…
“My sales couldn’t feed a flea.”
I Thought…
Ugggg. Man, this business can be brutal.
Steven Rand’s words flit by, ”You’re doing all the business you’ll ever do based on the people who are aware of you now.”, trailed by Marilyn Eiland’s, “It takes contacts to make contracts.” and “You’re raise is effective as soon as you are.”
It’s fixable.
I think in quotes an cliché’. Sigh.
I said…
“The solution is a simple as 1, 2, 3. Sorta. It’s simple, but it ain’t easy.
People list and buy real estate in your market everyday. There are only three reasons they didn’t choose you.”
Reason 1: THEY Didn’t Think Of YOU
How do your friends, past clients, friends of friends and strangers choose a real estate agent?
They ask someone they know for the name of a trusted real estate agent. Or, they contact the 1st person they think of, sometimes the first 2 people. Either way, if you’re not the 1st or 2nd person they think of, you’re screwed.
In this case, you have some sweaty Top Of Mind Awareness to work on. I pointed her to AgentGenius.com and said, “Read UP, you’ll find bushels of bright ideas. Pick a few and ACT now.” I sent her HERE too.
“There’s a 2nd Reason your fleas aren’t fed”, I said.
Reason 2: YOU Didn’t Know THEY Were Thinking of Selling or Buying
Out-and-about real estate agents collide with opportunity, some call it serendipity, I call it The Pinball Principle.
I flashed this…
Prosperous people get out of the office, strip off their jammies, push away from the computer and splash around IRL. They’re out-and-about or on the phone, engaging in On-Purpose and In-Person Conversations. They’re connecting with people about shared passions.
NO contact + NO conversation + NO connection + NO discovery + NO opportunity to serve, solve or help = ZERO business.
“How much time do you spend with people who aren’t real estate agents?”, I asked.
“Not enough. I guess.”, she murmured.
Make or take the time to surround yourself with people who like the things and activites you like. People like, hire and referral recommend people they like and trust. People like and trust people who are interested in the same things they are.
Get out more. A lot more.
There is a 3rd reason.
Reason 3: You Had A Shot, But They Choose Another
The good news, you were invited to dance. Nobody wins all their opportunities. The key going forward is to reflect on why you weren’t chosen and make adjustments and improvements. What ever you do, don’t blame them for being stupid, figure out what YOU can do to improve and do it.
The Easy Part Is…
Figuring out which of these 3 Reasons are holding you back? It could be all three.
The Hard Part Is…
Deciding to DO things differently. Better. With more flare. More consistently. On-Purpose and In-Person. You’re gonna have to get comfortable with being uncomfortable.
The Good News…
You’ve made it this far. You’re bright. You’re strong. You’re talented. You’re Attractive. You’re ON YOUR WAY. Get going.
The End Beginning.
~~~~~~~~~~~~~~~~~~~~~~
Cheers and thanks for reading.
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Consumerism, Geo-mapping columnist
Marketing columnist
Clean Simple Beautiful.
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Thanks Duke. Cheers.
RE is a contact sport, no sitting in the bleachers and hoping someone looks up and say, “I need to buy a house.”
Ken:
Good post.
When I was selling software and we were having slow times, I always used to resort to just good ‘ole customer visits.
Call existing customers, say I’m going to be in your area tomorrow and would like to stop by just to say hello or take them to lunch, etc.
Out of these, always came a LOT of discovery and if you do just a few of them, you will uncover sales. It was amazing and almost never failed.
Now days, when my RE sales are slow, I just try to enjoy it because I know soon the phone is going to be ringing and it’s going to be three clients all wanting the same weekend. LOL!
Rob
It is simple – not easy. Those are some of the toughest words to hear. We all know how to get business, it is just what we are willing to do to make it happen! Thanks for the Tuesday morning nudge!!!
3 hours a day of lead gen and you will have more business then you can handle. You got to get belly to belly and face to face and ask for the business.
Missy – Contact sport indeed, hug it out, I say. cheers
Rob – It’s amazing what people will share when you’re talking to them in person. Amazing. cheers
Tara – Thanks:-) If it was easy anybody could do it. Rock ON. cheers
Right on Ken!
#1 reason agents get out of the trade?
They have no clients.
Get at ‘em! Good post Ken!
Navy Chief, Navy Pride
Easy to remember tips. I’m going to share them with the new agents I coach. Thanks.
A much needed wake up call! You just told me everything I already knew, but needed to hear again!
Peace, love, and real estate!