Do you feel that your new agents are more tenuous than they need to be? Are they holding back from making lead generating contacts because they’re not confident enough? Here’s how to help them.
Most new real estate agents,A�thinkA�they dona��t know a thing.A� (And even very seasoned agents don’t take advantage of the strategy I’m sharing with you here). After you read this blog, youa��ll see thata��s not true thatA�agents are really ‘new’–or thatA�agents can’t use your skills, qualities and talents as a seasoned agent.
A�I just did a series of complimentary coaching calls for those people in the Up and Running in 30 Days coaching program. First, let me congratulate one of the agents in the program, Carlena, for attaining 108 lead generating contacts in a week! I wanted to have a little fun and competition in the call, so I set up a friendly contest: Which caller on the line made the most lead generating contacts in a week? Callers could pick any week of their Up and Running program.A�
Note: Look on this blog for interviews with Carlena and Emily, both doing a great job in generating many, many leads with the start-up plan as their guide.A�
AgentsA�Need Confidence to Succeed in Sales
To help the agents on the call get much more confidence, I did an exercise with them I call Bringing your Skills and Talents to Real Estate Clients. I’m sharing this with you so you can use it in your office with both new and seasoned agents.
Why is this important? When wea��re new agents, we think we know nothing. Wea��re constantly humiliated with our lack of knowledge, and inability to handle objections. We get so tired of a�?nosa�� that sometimes we forget that we are capable, honest, caring, responsible humans. We actually come into real estate with a whole adult experience of widely developed skills, qualities, and natural talents. These are much more useful to us than we give ourselves credit for.
A�How is Music Helpful to Real Estate?A�
Let me give you an example. As many of you know, I was (and am) a musician since age four. But, when I went into real estate, I felt like I knew nothing! And, it is true I didna��t know anything about selling real estate. But, I carried with me many great skills into the business that in turn carried me to success fast. Can you guess what some of those skills werea��and are?A�
Had to practice piano 2-4 hours A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Tenacity
Put off mastery for yearsA�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Persistence
Followed direction of a coachA�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A�A� Coach ability
A�Application
How could I show one of these, tenacity? I actually presented an offer and got 10 counteroffers! I just never gave up, because I felt it was in the best interest of both parties to buy and sell from each other. I could show that marked-up purchase and sale agreement. Where could I share that quality? I could show testimonials from my clients in social medial, and in my Professional Portfolio.A�A�A�
Bringing your Skills and Talents to Real Estate Clients ExerciseA�
Have your agents draw three columns. Name the first a�?skills and talentsa��. Name the second a�?benefits to clientsa��. Name the third a�?how/where to show clientsa��.A�
Now, list at least three skills and talents from your former business life. What about these skills/talents are benefits to clients? How would you show this? Where would you show this?A�
Enlist a Partner
If your agents areA�having some a�?mind blocksa�� on how and where to show these benefits to clients, have them enlist a partner to brain storm
the possibilities with each agent. OnceA�agentsstart crafting these, theya��ll get much more excited aboutA�their ability to help peoplea��along with that confidence to expand their leads and help more people.
Managers: Use this exercise to relate to potential recruits. What skills and qualities did you ‘attach’ as benefits to recruits? How did that raise your confidence?
