Ever Wonder Why You Lose Clients or Miss Referrals?

I have witnessed agents struggle with many things throughout their careers…and I personally have struggled with some of them as well. Growing up on a farm taught me many lessons, but two have carried me through most of my struggles. My father taught me about being honest and always doing whatever you said you would do... imagine if everyone would adhere to just this one rule, think how much easier all our transactions would become.

The second thing my father taught me was that if everything has a system and you follow the system… the task will get done in a systematic fashion…nothing missed…no mistakes…with a positive outcome.

There are five major challenges I see agents facing in today’s marketplace:

1.     Inconsistency

2.     Difficulty generating high-quality leads

3.     Withstanding the emotional and financial highs and lows of real estate

4.     Lack of structure in business and personal life

5.     Knowing your value proposition

In our coaching sessions we discover how your business does not have to be a victim of these (and other) challenges… if you implement a proven system and be consistent with it, you will become focused and stay on track to reach your goals.

A system will also create predictability in your business. It will help you to nurture your current relationships and to grow new ones.  Having the right system in place will help you manage your time and commit you to completing your most important business building activities daily…and once you have dedicated yourself to sticking with it… you will find opportunities to fill your pipe-line with high-quality leads around every corner!

A system of contact and care towards your current database will make them more excited and confident to refer you to their sphere of influence. When we do business evaluations with agents I am amazed to find how many fail to stay in contact… with not only their database, but even the clients they helped over the past year. Just dropping off a closing gift no longer makes the cut…most agents (68%) are forgotten by their clients after 18 months due to lack of consistent contact and care. When asked why the contact was not performed, the agents’ most likely response was…I forgot or just got busy doing other things. A system won’t let you forget or get busy doing non-productive activities…

Don’t lose clients and miss referrals because you don’t have a system. (And “oh by the way”… a sheet of names and addresses used to print labels from is not a valid system)…

The referral you receive from your database (book-of-business) is more than likely going to be a high-quality lead you will enjoy working with as well!

Get busy today and get a system…if you don’t know where to start…call to schedule a business evaluation and together we can decide which system best fits your business and database.

Eddie Brown ©2012

http://www.icu-coaching.com/