In the last few years we had an onslaught of new agents come into real estate just in time for the collapsing real estate bubble. Many today are just hanging on to hope, because they never understood the fundamentals of real estate. Instead, easy times showed them that soft selling was the way to go. They falsely believed that people will beat a path to their door and they could beat them off with a fly swatter there would be so many. They were wrong, and if they still believe that they are delusional.
A lot of success in real estate comes from rejection. We must let it sink into our minds we will not close every buyer or get every listing. So what! Real estate survival is built on building a thick skin. The mantra should be “Next!” We should not allow ourselves to fall into the trap of regretting, and resenting. Over the years I’ve found that success is also built upon failures, and not repeating mistakes. Success occurs when you can duplicate those sales, and multiply the results. This is where the reality of real estate starts to vary from the real estate 101 classes. This is a quite different concept then wearing our your “Sphere of influence” to the point you become a nuisance.
Success in real estate comes from planning. Success is a planned event that does not align itself with luck. Luck has nothing to do with success in real estate. The secret of real estate is to make it rain with more leads than you can possibly handle. All too often in real estate we set our sights too low. We must learn that it’s not just the deal at hand that is closing next week that we concern ourselves with, but rather the sales for next month and the coming year that should be the major concern to us.
Selling from Weakness – Top Soft Selling Mistakes:
- Not remaining objective and developing a good sense for business.
- Not being able to say "No!"
- Cannot make a decision to reject any client.
- Cannot make business decisions.
- Believe your next deal is going to walk through the front door.
- Holding onto the false belief your broker will give your next lead.
- Not being able to determine a good lead from time wasters.
- Believe real estate is easy.
- Believe that your friends, neighbors, acquaintances, and family will always use you.
- Trusting persons you are working with because they go to your church or were referred by a friend.
- Believe that pressing the flesh, and working a crowd is 'old fashioned!'
- Believe you can buy your leads.
- Failing to plan for a career in real estate.
- Giving out too much free information thinking you will win over the customer.
- Buying web position, Pay Per Clicks.
- Social Media, Bogging and Twitter alone will provide you a good living in real estate.
- Cave-in to every buyer or seller demands because you have no self esteem.
- That you can survive in real estate without the pain of rejection.
- Falsely believing that converting leads and being skillful in the art of persuasion is not important.
- Addresses, maps on listings on your website will bring you buyers
- Not demanding buyers qualify or sign buyer agency before showing them homes.
- Not qualifying buyers or sellers for their level of motivation.
- Falsely believing you do not need signed agency agreements.
- Conceding your commission for inspection items.
- Discounting your commission because you cannot demonstrate your abilities.
- Rebating your commission because you cannot demonstrate your abilities
- Not charging a commission in the hopes you can sell them their next home.
- Falsely believe that buyers and sellers are not working with other agents.
- Believe that you are helping buyers and sellers – while the fact of the matter is you are being used.
- Not being the master of your own destiny.
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