If you want to succeed in this business, you need to act like Bruce.
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The true secret to success in real estate is to think and act like Bruce.
Who is Bruce, though? Let me start with a quick story.
I started in sales selling security systems door-to-door, and I would say it was more difficult than selling real estate. I had a lot of doors slammed in my face and a lot of mystery about how to actually sell that product. I was at my wit's end but found my solution from a guy named Bruce. He looked disheveled and often showed up late (or not at all), but each and every day, unlike the other salespeople, he turned in sales.
One day I humbly approached Bruce and asked him what his secret was. I was doing what I thought mattered most, but they weren't the things that actually got success. I was overthinking and not following a process. Thankfully, Bruce let me come out with him one day knocking on doors.
Your mindset is the most important aspect.
He asked one simple question with a 10-second script, then went inside and signed them up. He did it again two more times in the next couple hours. I took this method and applied it to selling home security system, and then into real estate. I learned the fundamentals of real estate and realized early on that there are only a handful of things we need to learn how to do, and do them extremely well:
- Lead generation. Primarily for listings, more specifically. You need to learn how to have deep conversations with sellers, learn how to price well, and learn how to market homes.
- How to guide buyers through the process by asking great questions about their wants and needs, and conveying how much value you can provide them as well as why they should work with you.
- Create systems around your business that remind you to do things at certain times. This includes your calendar, your CRM system, your database, and more. You want a duplicable process so that you don't constantly have to redo things.
- Work on your mindset every day. This is the most important one. Work on your self-talk and don't let what we call "the drunk monkey" into your life. Getting your mindset straight early helps you tackle the other disciplines in real estate.
If you want to learn more, there are more strategies we utilize to help agents in their careers and lives. If you'd like to learn more, just give me a call or send me an email soon. I'd love to share more with you.
