Fhonda Hatmaker, eXp Realty Agent from Manchester, Tennessee, stops by to chat with Michelle about what it takes to be successful in selling real estate. Turns out, it isn’t rocket science! Fhonda’s methodology is both simple and personal. She begins with a personalized postcard that is predicated on how she met that person. Nothing is scripted! Then, she follows up with a phone call. Often this doesn’t lead to immediate business but rather plants the seed for a future business lead. When that lead does come, Fhonda is scrupulous to follow up, contacting the potential client immediately. Lastly, Fhonda makes sure to circle back with the person who provided the lead with her heartfelt thanks. This sustains, continues and extends this relationship.
Everything starts with a conversation. According to author and business expert, Adonis Lenzy, this enables you to get a good read on your client. Are they computer literate? What are their past experiences with selling or buying real estate? What do they know about the process? Adonis advocates starting with getting to know the person… and only then looking at the property. With this in mind, Adonis offers three ways to anticipate the needs of your clients: 1) understand their personality; 2) present them with a checklist of things they will need to do; and 3) be a good buffer between your client and any potential buyers.
Asking ourselves questions is an essential component of the self-evaluation process that helps our business evolve and achieve success. First, we must ask ourselves: What do I need to DO to succeed in my business? Put another way, we must ask: What does the work that leads to success look like on a day-to-day basis? The second question is: What is the success strategy that I will put in place to get where I want to go?
Negativity breeds negativity. And what comes out of your mouth DOES matter. Michelle Moore discusses how if you focus on your thoughts and feelings of self-criticism, worry, and victimization, it is much easier for that way of thinking (and talking) to become habitual. Studies show that if you do something for twenty-one days in a row, it can become a habit. So what kind of habits do YOU want in your life? Michelle offers four tricks to avoid negativity: 1) show gratitude; 2) be aware of yourself; 3) start a new pattern; and 4) practice giving effort.