Smart Words: “In any group of factors contributing to a common effect, a relative few account for the bulk of the effect.”– Joseph Juran
Smart Tactics: As far as I can tell there are generally only 3 reasons a real estate agent doesn’t hit their sales goals. (I’m sure you’ll argue there are more so see the “yeah but…” section below)
Here are the 3:
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You don’t have the right lead mix.
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You don’t have the right scripting.
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You don’t have the right offers.
Let me explain
The right LEAD MIX
Every sales person and especially real estate agents have certain types of leads they like working and types they just avoid like the plague. Likewise, as people we all have certain communication styles and personality styles that lend themselves to one selling situation over another.
So if you are working the wrong types of leads for your personality, or you aren’t working the perfect types that would fit you well…you are missing out on potential deals every month.
The right SCRIPTING
What you say and write and when you do it matters more than you think. I’m not going to keep beating this drum…you’ve heard it a million times from me already. But this is always true in any market:
The wrong sales approach with the right lead = no deal.
The right sales approach with the right lead = paycheck.
The right OFFERS
What are you currently offering the leads in your database? What are you offering to your sphere of influence and your past clients? What are you offering to your farm?
Most agents have one offer…”when you’re ready to talk about buying or selling real estate PICK ME!” The problem is that at any time there is only a small percentage of your audience who are ready to start the buying and selling process. So you have to put more work into content marketing and come up with better offers that get leads and prospects to reach out earlier and interact with you before they are ready to meet with an agent or start the process.
The span of what you can offer is too broad to cover in this email, but I’m going to guess you probably don’t have enough variation of offers to make you excited to get in front of people early.
Yeah, but…I’m not hitting my goals because:
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I don’t have enough GOOD leads: you probably need to improve your OFFER, SCRIPTING, and maybe even your lead TYPE. The quality of your leads improves drastically when you improve these three categories.
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I’m just not making my calls/outreach: If you had bullet proof SCRIPTING that you felt comfortable and confident with, and a solid OFFER, you would never even doubt making outreach again.
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I’m just too busy with a million things to do more business: This is either a PRIORITY or SYSTEMS issue. If you had a great LEAD MIX, bullet proof SCRIPTING and banger OFFER…you wouldn’t WANT to do anything but get new business. And if you had that much business you could PAY someone to build you more efficient SYSTEMS.
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The market, inventory, interest rates: Yup…it’s the same for all of us. So, if it’s tougher out there…we have to get more aggressive about our LEAD MIX, tighter on our SCRIPTING, and more creative with our OFFERS.
Here’s my OFFER: if you want help figuring out which of these 3 are holding you back right now in your business, you can book a private 1:1 troubleshooting session with me. My spots are limited so first come first serve. Click here Book a private consult with Dale
Cheers!
– Dale
P.S. Don’t get distracted by AI. Everyone who wants your money wants to teach you to chase AI right now. We still need to meet with buyers and sellers, walk through houses, and get the plane to land at the settlement table. Don’t lose sight of what really matters (and pays the bills).