So You Want to Sell Real-estate. A seven blog series to quick start your business Blog 7 “Roll the Dice” By Rick Guthrie So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database 3. Then establishing your farm […]
So You Want to Sell Real-estate.
A seven blog series to quick start your business
Blog 7 “Roll the Dice” By Rick Guthrie
So far we’ve covered; 1. Is a career in Real estate for you? 2. Your first step which is developing a book of business or a database 3. Then establishing your farm area. 4. Knowing your product. 5. You’ve got to talk with someone.6. “The Listing It’s as easy as A.B.C.”
Now we’re going to talk about the gamble of this business. “Finally Rick’s going to’ talk about the high possibility of failure” Yes I’m going to show you that this business is a roll the dice and yes there’s a potential for failure. So put your tray tables up, bring your seats to an upright position and make sure your seatbelt is securely fastened.
In blog 5, I explained that you have to talk with someone. Now your preferred method of lead generation and the physics in the frequency of the lead generation is the most important part of your business. Here is where the gamble comes in. So follow these steps.
Step 1. Increasing your odds through your strengths.
In John Maxwell’s success series he states “stop working on your weaknesses because you’re weak at them”. If you determine that you’re a 2 or a 3 at one of your weaknesses you may get it up to a 5. No one pays for a five. However, if you’re a 7 or an 8 at one of your strengths and you work on getting it up to a 9, people will stand in line to pay for a nine. This makes sense doesn’t it?
So if you’re fairly good or a seven at FSBO lead generation work to get to a 9. In contrast, if your poor or a three at expired listings don’t spend a lot of time trying to get that to a frustrating 5. However, if you’re diligent in learning your scripts and dialogues for cold calling right out of the phone book and you’re a good 6 get to an 8. Don’t sit around studying “search engine optimization” , if you’re a 2 to get to a miserable 5, thinking you’ll drive more traffic to your website. You have to understand and practice this.
Step 2. Increase your odds with your Top Lead Zone Sources
Write down your top 15 ways of generating leads. For example; open house, FSBO, data base, professional groups, door knocking, social activities, cold calling and so on. Then give them a 1 to 15 rating for their success of generating you a lead. (1 being the highest and 15 the lowest) Hint-Rate those on their return not on whether or not you like the activity… be honest with yourself. Circle the top three. This now is your lead zone sources and this is all you should concentrate on.
Step 3. Increase your odds by removing the gamble.
I’m a big believer in Kinetic Energy, which is basically the energy of motion. If there’s no motion something does happen….that something is nothing. You have to constantly lead generate to your lead zone sources.
Let’s have some fun. Grab 5 dice or click here and get some virtual dice to try this experiment. You get a regular six sided dice for every one of your top three lead zones and for every hour you lead generate. For every number “1” you get from a roll it’s a lead.
For example we’re going to start with one lead zone and one hour of lead generation which is 2 dice. Just one roll for one day.
Let’s roll 2 dice…. I didn’t get a “1” so I got nothing. What did you get?
Now increase your lead generation to 3 hours but with one lead zone or 4 dice.
Let’s roll… Wow I got two 1’s or two leads; what did you get?
Now let’s increase to 2 lead zone sources and 3 hours or 5 dice.
Let’s roll… Awesome two more 1’s or two more leads; what did you get?
Now let’s take any combination of two 2 lead zones and 3 hours of lead generation which is five dice. Let’s do that 5 days a week. So we’ll roll five dice five times one for every day of the week and look for a lead or a “1” in each roll.
Let’s roll….Ye ha!!!! First day or roll I got three 1’s or three leads. Second day I got one lead. Third day got 2 leads. Fourth day 2 more. Fifth day a goose egg, oh well. So what did you get?
So in this illustration I got eight 1’s or eight leads. Hey these dice aren’t loaded. You know that if you rolled along with me. If you didn’t click on the virtual dice and see for yourself.
To take this farther, I did 10 weeks with this experiment. In other words, I rolled 5 dice, five times per week, for 10 weeks in a row. Here’s the results.
The first number represents the week the second the amount of leads.
1-4, 2-7, 3-1, 4-6, 5-4, 6-7, 7-7, 8-3, 9-2 and 10-2. That’s 43 leads or 4.3per week. I’ll bet if you run this scenario over and over again you’ll get about the same results. Or just lead generate with your lead zone sources, for 3 hours, five days a week and make money.
Wayne Grestky said, “You miss one hundred percent of the shots you don’t take”
So how do you keep this new career from being a gamble? “Always Roll the Dice”!
Blog you later