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March 01, 2013 at 12:02 PM
Agents ask me all the time for my secret to success. The answer is one of the most poorly disguised “secrets” in our industry. My secret is: ACTIVITY! I usually run 30 to 50 appointments per week.
Even agents who are poor presenters can achieve success if they have enough appointments. But many charming, well-spoken and attractive agents fail because they don’t see enough people.
Many agents tell me that they sell almost everyone they have an appointment with. Then, I ask them how many appointments they have per week. Sadly, the answer is usually only three to five. If they could double or even triple their appointments, they could achieve the success they dream about.
Why don’t they see more people? They have many answers and many excuses, including no strategy for obtaining referrals, anxiety and even laziness. Also, some agents fail to deliver a compelling reason for prospects to meet with them.
Most agents do not do the work necessary to be successful because they do not clearly understand their role. The secret for happiness is not what we get, it is what we give. This is a service industry. You do not serve your clients by shuffling papers in your office.
Be referable
Referrals are not achieved by asking for them. They are given to agents who are referable. That refer-ability comes from serving and providing compelling information that our prospects and clients want to share with their family and friends.
