How to have more expired listings… and business in general

Sharron, a newer agent sent me this:

“You have been just the encouraging kick in the a*s I have needed. Thanks! I still need to work on my daily “to do”. Help??

~ Sharron

success in real estateDoing stuff matters. Doing the RIGHT STUFF is important – and we’ll get to that in a moment. But first….

There is to it than the doing part to reach your goal. Yes, prospecting, contacting expireds, calling, door knocking – all that is all well and good. But the important secret is in FOCUS. What you focus on expands. What you focus on you attract into your life.

1. Focus on WHY you are in real estate. What do you like about the business the most? Keep reminding yourself why you do what you do every single day.

2. Focus on FUN and JOY. What do you enjoy doing most? Do more of that and MORE of it will show up. I know I’m going a bit Tony Robbins on you here, but feeling good is so important. Feeling good is contagious. If you feel good, people around you feel good. That includes your prospects and your clients.

3. Focus on PEOPLE. What type of people do you enjoy working with most? Be specific. My list includes “fun, interesting, agreeable, pleasant and ready, willing and able to pay for my services” people. Make a list and keep looking for those and they WILL show up.

4. Focus on your SUCCESS. What are the things you are most proud of right now? Keep reminding yourself and more will show up.

Now back to the DOING – the action part. Here is your plan daily plan to get you up and running quickly:

  • real estate toolsBefore you do anything else, review your FOCUS list every single day, first thing in the morning for 2-3 minutes.
  • Practice by yourself or with a partner: 15 minutes – prospecting scripts and role playing, 15 minutes – listing presentation
  • Call one person on your SOI list and chat with them
  • Call or visit in person one expired listing and/or one FSBO
  • If weather permits, knock on 10 doors around your listing (or your company listing) and chat with the neighbors
  • Call two leads on your follow up
  • Preview two listed properties near your listing
  • Preview (drive by) two recent sales
  • And finally, absolutely take at least one full day off per week. No work, no cell phone, no email, nothing that has to do with real estate. Just fun, family, friends.

What do YOU think? Share Your Thoughts!