The 5 secrets for 2014

1. Three questions your clients will ask themselves about you.

- Do you care about me?
- Can I trust you?
- Can you help me?

If your clients can answer yes to all three of these questions, you have won their heart, and they will follow you.

2. Go back to the basics

Gary Keller states in his book “The Millionaire Real Estate Agent” that Real Estate is all about 3 things. Leads, Listings and Leverage.

Leads

Get real with yourself. Everyone of our 260 agents have the ability to handle an incoming call from a customer asking if they could sell their house, or help them buy one. But not everyone in our industry can initiate a lead.
Are you a natural (or want to be a) Lead generator? Or are you a Lead reciever. This industry needs both types to operate effectively. We need the “Hunters” and the “Skinners”. If you love to lead generate then you should be building a team. If you are a lead reciever, you should be on a team.

Listings

-Listings maximize your time and dollar per-hour compensation
- Every listing could bring 4 more pieces of business- go to this link or more information
- Listings create top of mind positioning in neighbourhoods
- It is easier to have 10 listings a month than to have 10 Buyers
- Most top teams are Listing based

Leverage

When you leverage the right listings, people, systems, technology, database CRM you can dramatically increase the number of homes you sell. The secret is to build a team that can run the system, and then you stay in your unique ability of listing homes, negotiating contracts, removing conditions, and setting the vision for your business. I would suggest you take a course called Recruit/Select, Action Traing and Leadership Motivation to get all of the tools you need. ( Selfish plug…I will be teaching this in Toronto December 12-13th.)

3. Understand the business language of Real Estate

Numbers speak. They tell you if you are on track to hit your goals.

The numbers we need to track begin with number of leads, number of appointments, numbers of contracts signed, number of units sold and number of closed units. From these numbers we can track how we are doing by benchmarking to the industry. Your local board or national body will publish results very month. How are you doing compared to those numbers?

Which of the following states are you in?

-Decline- production falling year over year
-Static- about the same year over year
-Marginal-slight increase year over year
-Growth- a 20% increase year over year
-Multiplier- 20-50% growth
-Accelerator- Doubling your production

4. Get to know your clients better

It’s about them, not you. When your client succeeds at a really high level, so do you!
What do they need right now from you? What are they thinking about? What keeps them up at night? What would be a dream come true experience for them right now? What is the one thing that you could do to “blow them away” right now?

5. Its all about your mindset.

90% of real estate is mindset. In fact, I believe that building a great real estate practice is about your own personal development. Personal development leads to Business development. What can you do internally, to get others attracted to you externally?
We are all energy. Negative energy attracts negative energy and people. Positive mindset and energy attracts great and positive people. You are who you attract. Momentum in this business is everything. When you have it you look better than you are. when you don’t have it you look worse than you are. Great momentum causes deals to “fall on your lap”, lack of momentum causues every deal you are working on to fall apart.

Great mindset + Great skills and knowledge + Great energy = Great clients and an awesome business.

Glenn McQueenie
Broker of Record/Owner/Operating Principal
Keller Williams Referred Urban Realty
Owner/Operating Principal
Keller Williams Referred Realty
Toronto,Ontario

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About Glenn McQueenie

Glenn is the Operating Principal of Keller Williams Referred Realty and Broker of Record of Keller Williams Referred Urban Realty in Toronto. His first office was launched in 2004 and has now grown to over 230 agents in 2 offices. Glenn's passion is teaching, coaching and mentoring agents to help them get more referrals from their Sphere of Influence, converting more leads and getting additional transactions from every listing you take. Glenn is also committed to helping people have careers worth having, business worth owning and lives worth living.
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