Are You Getting Run Over By Your Career???

I have never claimed to be a smart person. I dont specialize in "smart". What I do specialize in is surrounding myself with a miriade of smart people. People whom I consider to be industry leaders. Revolutionaries. People focused on making the people in our industry better...Heck, the entire industry better.

We all know the names of people here on AR that work toward that goal. But, there are many more outside of ActiveRain that have the same goal in mind.

One of those people of whom Im speaking is Matthew Rathbun. He is an agent, trainer, coach, mentor, and blogger.

I first met Matt on Twitter through several mutual friends of ours over a year ago and quickly tapped him for information and knowledge. We have developed a friendship that has continued thus far...fingers crossed that it will in time as well.

Aside from his work as an agent in Virginia, Matt runs a real estate education center. He knows his stuff (for lack of a better word). You should check him out at www.TheAgentTrainer.com.

He posted the following yesterday.......

 

 

Stop Being a Squirrel

squirrelgrassMaking It To The Other Side

Have you ever seen a squirrel in the middle of the road?  He’s there all cute and furry just trying to find a snack to munch on.  He sees your car coming and starts toward the left… no, no the right… no, the left and then there’s nowhere to go but ::bump:: under your tire.  It’s sad really, but it’s just what happens.  This reminds me of a lot of agents today. 

There they are, standing all cute and furry just trying to get a client to work with them.  They are standing in the road of their career and they hear the car coming that is the end of that career.  On the one side of the road is some new marketing idea of tool and on the opposite side of the road is some other new flashy, shiny newer idea.  They need to get to the side and as they start toward marketing idea A, they are distracted back to the other side by pitch B.  They are so busy trying to reach each side of the road that they get caught in the middle and BAM! they get hit by the oncoming car and it ends their career. 

They never get to either side and learn to master any certain skill. 

Too Many Options?

Real Estate coaches and instructors are constantly coming up with new tools and ideas.  It’s what we do, but most us don’t intend for agents to do it all.  Some folks talk about success being in hand-written notes; some talk about doing great YouTube video and what we get is agents doing YouTube videos of themselves writing hand-written notes. 

There is only so much time and money that agents can dedicate to any marketing task.  An agent must take the time to evaluate all the tools out there and make a plan on how they are going to execute them.  It’s important to ensure al the market tools tie together to get the maximum results and coverage. 

Some questions to ask:

  • Is this a tool that fits into my budget?
  • Is this a tool that I’m confident I use well?
  • Will I stick with it until it produces clients?
  • Does my targeted client niche use the tools and appreciate their value?
  • Does this have a long shelf-life?
  • Does this tool compliment my other engagement efforts.

These are just a few considerations for an agent.  Hopefully you’re taking the time to develop your career deliberately and intelligently.


If you would like information about RECR, contact Clint at 800-977-7058. Or, follow Clint on Twitter. You can also fan us on Facebook!

14 comments • Clint Miller • March 24 2010 08:17AM

Shut up! And, Sell Something!

I'm hopelessly addicted to Twitter. Hopelessly. Addicted.

Aside from the obvious health risks associated with addiction as a whole, I have to admit that one of the reasons I am so addicted is I am following some of the most amazing people there.

Some of which are industry-leading mavens including Chris Brogan. (If you do not know who Chris Brogan is...I seriously suggest you repent immediately.)

Anyway, one of the many times I was glancing at Twitter yesterday, I happened to see @ChrisBrogan type something that struck a chord with me...

"#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?"

See the problem??

I sure do. 

I'm a sales person. Yet, I have never been much of a "pitch man". 

And it continually amazes the other sales people in my office how I can run numbers as high or higher than they are able to run without ever sounding like I am selling anything because I am never on the phone ranting and raving about this feature and that feature and this other feature in a half-baked attempt to impress my client enough with my all-knowing knowledge that they simply fall to the floor on their knees and beg me to take their credit card.

Nope. I have a different approach. The answer is simple -- I listen.

I listen to my clients.

I listen to my clients tell me what is wrong and I help propose a solution that will fit their needs. I let my clients tell me what it is THEY need before I start telling them how great my product is or how it will solve all of their problems.

Amazing concept, I know... (Not really)

Want to sell more??? SHUT UP!!

Shut your pie hole and listen to your clients. Ask questions that require explanation. Take notes about their answers. You will easily discover what it is your client needs. Once you have done that, THEN talk about how your product can solve THEIR problem.

You were given two ears and only one mouth at birth. Use them accordingly.

Listen twice as much as you talk. By doing so, the answers your clients need to hear are right easily found. And, once you know what THEY need to hear, THEN you will know what you need to say to get them to say the most important words of all.....YES!!

 

If you are in real estate, you should follow Clint on Twitter! You should also become of fan on our Facebook page. Or, if you have questions about Real Estate Client Referrals, please call 800-977-7058.

62 comments • Clint Miller • March 16 2010 07:41AM