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Contacting Your Sphere Part 2 June 11, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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THINK LIKE A PROFESSIONAL

What does this mean? Think like a professional. Well first off, do you know what kind of business you are in? If you think you are in the real estate business you are wrong. You are in the lead generation business, specializing in real estate with customer service as your focus. So first, realize and accept that lead generation is the most important thing. If you do not have leads, you do not have a business.

I do not feel that Starbucks makes the best cup of coffee but that does not seem to stop them from having a lack of leads for business does it? Starbucks knows that they are not in the coffee business. They are in the customized product and service business, specializing in the sale of coffee.See, no matter how good you are at this job or any other profession, if you don’t have someone to do business with, you don’t have a business. Gary Keller says,

 

“You can have a doctorate in real estate, outfox a professional litigator in a contract negation, appraise property better than anyone in your market, and have more financing knowledge packed in your head than a mortgage guru, and it won’t do you a lick of good without clients.”

I talk in my blog article FEAR about not letting your fear control your day. Jack Canfield writes in The Success Principles(TM): How to Get from Where You Are to Where You Want to Be that FEAR is:

Fantasized
Experiences
Appearing
Real

Some real estate agents FEAR calling their sphere of influence. These agents think it is easier to email or send a letter. Of course it is! (This is the wrong kind of thinking.) The agent can’t see the rejection when they delete the email or throw away the letter. An agent makes it easy for their sphere to say no, to reject them because an agent took the easy way out. Some of the big objections I get when coaching an agent about contacting their sphere are:

 

“I don’t want to interrupt my friends.”
“It seems weird to call them.”
“They know I’m in the business.”
“If they want help, they will call me.”

Those all are all limiting beliefs and lies you told yourself or more likely a lie you heard from a “more experienced agent” in your office. The truth is your sphere doesn’t know your are in the business. At best they might know, but forgot. Even if they do know, if you don’t tell them often and ask for their business they assume that you don’t want to do business with them. A professional thinks that is their job to ask for the business and to remind people of their services.The other truth is a lot of people think they can make it on their own and asking for help from family, friends, ex-coworkers, and acquaintances might make them look weak or desperate. A professional thinks that people who like and trust them want them to succeed. A professional knows that it is their duty to serve those people to the highest level and communicate with them on a systematic, regular basis.

So as a Professional think about how you can serve, help and offer value to your sphere of influence first. Think about who knows you, trusts you, likes you and wants you to succeed. Think about how to effectively and systematically communicate with your sphere. Think about succeeding with and through others. Think about that you are in the lead generation business, specializing in real estate. Think like a Professional.
Source: The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be!, by Gary Keller
Source: Eleven Things New Agents Do Wrong, by Darin Persinger

 

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