- Signing up for expensive lead generation when they are not effective in following up on the leads — There are many sources of purchased leads, and a lack of good systems for turning those leads into business means little closed business.
- “Pop-Tart” activities in handling business — This is an activity of jumping up to handle urgent business rather than finishing profitable business. A lack of time- blocking will cause an agent to put out fires rather than working on a proven plan.
- Taking stupid business — What is stupid business? Under-motivated sellers and buyers are two sources. Low producers disregard the warning signs on these two groups, because they do not have the systems to produce leads and need to prove they are busy. The problem is agents actually lose money working with transactions that probably won’t close while hoping for success.
- Buyer house calls — Low producers jump at the chance to work with a buyer. Top producers ask them buyers questions, get them pre-approved, have a meeting with them, and have them sign a buyer-brokerage agreement while making the buyer feel they are receiving the best service available.
- Not being able to walk from sellers who have no reason to participate in this market
- Working with buyers who have both minimal credit and minimal down payments
- Working short sale clients who have second mortgages that are not with the same party as the first and also where there is not enough money to pay the first
- Going into a short sale where the buyer will not pay for an appraisal and inspection, prior to approval
- Taking too long to start lead generation — Just go out and knock on some expired doors…this morning.
- Dealing with inexpensive properties — Start generating leads of more expensive listings today.
- Having REALTORS® as the major component of your sphere — It’s time to get out in the real world.
- Have an assistant that only gives assistance — My past assistants and those of my coaching clients generate leads.
- Setting up elaborate systems to stay in touch with class “B” buyers and sellers — There are enough “A’s” to keep you busy.
- Spending too much time on social media — Social media is one of the most overrated activities in real estate.
- Having a website that specializes in buyers rather than sellers
- Waiting for market changes — Forget the market and get seller leads. You make the change today.
- Keep staging in your pocket until it is asked for by a client
- Waiting for the buyer to do an inspection after they write a contract — Get the seller to do an inspection right after they list the property.
- Having so little business that they cannot walk away from a bad deal, bad situation, or an unreasonable client in a nice way
- Writing loose counter offers
- Not keeping the pipeline full
- Not handling the big problems early in the morning
- Not working enough
- Not spending enough time talking with or seeing clients
- Having a mentor who did not sell a lot of real estate.
There are many more, but let’s start considering these first. We have systems that help with these and out right replace most of these habits. We would be honored if you became involved with us by obtaining our training systems, attending our seminars in your area, or considering personal coaching.
We have systems that help with these and out right replace most of these habits. We would be honored if you became involved with us by obtaining our training systems, attending our seminars in your area, or considering personal coaching.
Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.
