Your real estate business starts when you start contacting people.

To be successful quickly, the most important activity you need to accomplish every day – at least several hours a day – is to communicate with people with the goal of getting a lead.  This activity of lead generation starts the business cycle… business cycle = contact, lead, appointment, listing contract, sale contract, closing $.  The more often you communicate with people, the greater your chances are of continuing the business cycle (the greater your chances are of working with someone to help them purchase or sell a property).  Your business plan should ensure that you spend enough time working in this sales cycle to reach your sales and commission expectations.  Remember, the biggest reason agents fail is they don’t contact enough people.

If you’re considering getting into the real estate business as a professional agent, now is a great time. South Carolina Corporation has spaces available in the SCHC Mentoring Program. Mentoring Program goals include selling a home your first month and $2,000,000 in annual gross sales. If you are a new or struggling agent, we invite you to find out more about the SCHC Mentoring Program. Contact Aaron Cole, SCHC Broker-in-Charge, at (864) 322-1220.

The best way to change your attitude from negative to positive is to make a sale.

Attitudes can change in seconds.  Each day, hour, and minute, you evaluate your feelings about the business.  Your experiences as you perform the activities in your plan fuel this evaluation.  You conclusions are based on your personal belief system.  It’s not the activities that cause you to have a certain attitude about the business, but the conclusions you draw from your experiences while you complete your activities.  Let’s say you contacted 25 prospects without getting a lead.  What do you conclude about that?  Agents who fail conlude that prospecting does not work.  Agents who succeed imagine themselves one step closer to a lead with every rejection.  Successful agents realize they must experience many rejections to get success.  You must have a “never give up” attitude about your business.

Agents expect a sale in the first month; not getting a sale can create a very negative attitude.  Remember, your protection against a negative attitude is to contact and talk to lots of people quickly.

For real estate success, action is more important than training.

An agent, especially a new agent, does not need a lot of training and good ideas on how to do the real estate business.  An agent needs a simple business plan so that the agent stays focused on the priorities of the business. Very few agents ever develop or implement a business plan, because they are too busy learning ideas about how to do the business (examples include multiple ways to contact FSBO’s and ideas on social media and marketing campaigns).

New agents need a clear, prioritized, directive plan telling them what to do every day, week and month to be successful.  They need direction from their first day in the business.  (Many experienced agents who have learned bad habits need this, too.)  They don’t need to do long-term goal-setting.  They need to know what to do on Monday, for example, and why to do it.

Many agents receive some bad advice from experienced agents on what they should be doing.  After all, most experienced agents don’t close very many sales.  Most agents, if asked, will give you their version of a business plan… a business plan that often results in a slow  start and/or low production.  New agents want (and need) a fast start.  So, a new agent simply can’t follow a “slow-start, low production business plan” from an experienced agent who does not do much business.

Remember, a business plan gets you motivated and moving toward success by telling what to do and when to do it.

An agent succeeds not because the agent has a plan; an agent succeeds because the agent is accountable to the plan. 

If action brings about success, then why don’t agents get in to action?  Because it is human nature not to.  What is the missing ingredient an agent needs?  An agent obviously needs a great plan and action-oriented training to have the skills needed to implement the plan.  But, what is critical to the agent’s success is someone to whom the agent is accountable.  Study after study shows that we attain our goals when we are accountable on a regular, short-term basis to someone who shares our desire for success.  That’s because we tend to work on time frames and schedules.  Those studies prove we work best with deadlines.  We work best when we have a heavy workload.  We work best when we have high expectations of ourselves, and we have someone – our coach or mentor – who shares those high expectations.

SCHC offers an agent Mentoring Program that includes a daily action plan, one-on-one training, guidance and accountability.  Specific goals of the Mentoring Program include selling a home your first month and $2,000,000+ in gross annual sales.  If you would like more information on the SCHC Mentoring Program, contact Aaron Cole, SCHC Broker-in-Charge, at (864) 322-1220 or email info@SCHomeCorp.com.

SCHC has established an Agent Mentoring Program specifically designed to help an agent acheive success in today’s real estate market.  The Mentoring Program helps the agent acheive the following specific goals: 1) Sell a Home in the First Month and 2) make $2,000,000+ in Gross Annual Sales.  The program includes Daily Action Plans, One-on-One Training, Accountability, Lead Generation, Systems, Forms, etc…  Mark Dutch, President of SCHC, states, “The real estate industry needs more programs like this.  Many companies offer training and ideas about how an agent is to be successful.   But agents need specific action plans that tell them what to do and when.  The SCHC Mentor Program does just that.”

If you have interest in finding  out more about the SCHC Mentoring Program, contact SCHC at (864) 322-1220 or email careers@SCHomeCorp.com.

 

 

Thanks to all who attended our February Wine on the Water REALTOR® Event! We had a great turn out and a lot of fun, food and drinks. Special thanks to our sponsors, Heaven’s Best Carpet Cleaning, Prime Lending,  and  Don Bosse at Old Republic.

Our next Wine on the Water event is scheduled for May when we can fully take advantage of the warm weather and back deck overlooking the water. Make sure to receive updates and more info by signing up to receive our email communications.