Last week I closed 1 deal, put 2 properties under contract, got 1 price reduction and took 3 new listings.  In addition I got 3 contracts in that we are negotiating right now and set two listing appointments for this week.  That’s a pretty good week in real estate by all accounts.  I’m telling you this because I want you to know that there is work to be had out there and that you can get your unfair share of it if you want to.

Here’s The Good News

There was nothing special or specific to me about the business.  I didn’t have promise to buy back a house if it doesn’t sell.  I didn’t have to reduce my commission to get a deal to work out. I didn’t list my Mom’s house. And I didn’t get a bunch of foreclosure listings from a bank.  It was straight up residential real estate practices that got me the work.  And you too can get the same or even better results.

Real Estate 101

Here’s what I did to have a great week.

• I actually cared about the people we are trying to help. I feel that it came across in my conversations on with potential customers so they were more trusting of me and willing to do business our team.  Think about it – in your life, are you willing to work harder, or maybe do a little extra, to get a good result when you really care about what you are trying to do?  Sure you are. And potential clients can tell if you really care about them and what they are trying to do.

What if you actually cared about your clients and their needs rather than the commission you will be paid – do you think you will get more and better business?  Yep, me too.

• I practiced my scripts so I knew what to say when I got through to someone. The scripts made sure I asked the right questions to determine how I could best serve the potential customer and gave them confidence that I knew what I was doing.  Think about it – what if your kid was sick so you took him to the doctor and the doctor without asking any questions scheduled him for surgery.  Would you feel real confident in that doctor and the outcome for your child?  Of course not.  He didn’t even ask what was wrong, where it hurt, is your kid allergic to anything … or a ton of other questions that would tell him why your kid is not feeling well and what the best course of action will be to get him feeling better.  

If you follow the scripts and ask questions so you learn what the right outcome is for your client and how to get it will you do more and better business?  Say yes, because you certainly will.

• I did the work.  In the morning I came in and ran through the scripts, prepped for the day, settled in and did my lead generation, followed up on the leads I generated, went on the appointments I set and generally participated in real estate 101.

Can you show up ready to work every day and do real estate 101?  Of course you can.

Here’s the secret

The things you need and to do are free but the cost to you is enormous if you don’t do them.   So do them.

You Can Do It.  Start Today. Go Be Great Today.

We would love to hear how you Fight Average in your world.  Simply go to www.fightaverage.com and write in the comment section of one of the posts.  Also, if you know anyone else that could benefit from this message simply pass it along.

Let’s help as many people as we can sell as much real estate as they can.