Winterizing Your Real-estate Business #2. Ask for help, by Rick Guthrie
Thanks for coming back to my series on, “Winterizing your real estate Business”. As you remember from our last blog, I blogged about doubling your database entries. Included in that, I blogged about shifting your mindset and doubling your efforts.
Today I’m going to show you how to simply ask for help.
Toward the end of my first calendar year in Real estate, I was up for an award that 1st year agents rarely got. I was standing out in the parking lot talking with the owner of the company explaining how frustrated I was, in the month of October, being so close to qualifying for this award. I continued on with my rant because I had only been licensed for six months and I thought it would be quite an accomplishment. I went on and on about how I would have really liked to have won that award. I told him how frustrated I was because I had gotten so close. Did you notice how I was referring to the award in the past tense? I still had almost three months to qualify. Anyway I continued on with my idle chatter. The owner listened and I when I got through blabbering, he looked up at me and said, “Why are you telling me this?” I looked back at him and said, “I thought you’d want to hear about it”. This is what he said AND I WAS FLOORED!
“The people who you really need to hear about your goal is your past clients. Because if they knew that you are working so hard to accomplish this goal before the end of the year, they may be willing to help you. They may know somebody that needs to buy or sell before the end of the year. You need to tell them not me because in the end I really don’t matter.”
Then it hit me, maybe people would be willing to help me for a specific reason or cause if they saw my passion. So I immediately sent out a mailer and more importantly I got on the phone. One couple, Mr. and Mrs. Rose referred me to 2 buyers. The short story is, that by December, I had the five more transactions I needed to achieve my award. My past clients came through for me.
The reason I’m telling you this story is that one of the easiest ways to get more business is to simply ask for help. If you have a goal to help five or more families buy or sell a home before the end of the year, you need to tell your sphere that. If 100 people in your database knew your mission and felt your passion they would love to help you achieve your goal. Remember, we need to come from an attitude of contribution so always offer to help too.
This week make a list of your core advocates, allied resources, and past clients and make sure that they are aware of your year-end goals. Do this before the end of the week. Actually, you shouldn’t have to make a list, your database should be set up already following the MREA model. You’d be surprised at how many of your contacts are willing to help you and you would also be surprised at how many of your contacts know people that are needing to buy or sell before the end of the year. So this week make a GPS action plan and contact the people you know and simply ask for help. If you are not familiar with the GPS tool from Gary Keller’s book, “The One Thing” Click here and download that tool. Remember, people are not mind readers. They can’t help you if you don’t ask for help. The winter months can be prosperous if you are willing to do what others are not. Also, your contacts are needing a holiday call from you anyway.
Thanks again for following my blog. As always, you have a great month today!