SF Invest and Commercial RE

Sorry no prizes.

What is the best advice that all of you out there can give a fairly new broker on what steps, habits, etc...

to obtain to become the best we can be.

remember - your comments will help all others who read this.

Thanks for any and all information - it will really help.

I have found that the key to getting close to others is to get them to talk about themselves.

Question 1. Where are you from?  Lived there your whole life? If not how long have you lived there and where did you move from.

Question 2. What do you do for a living?  That sounds interesting....  How long have you done that ...

Also if you are following up and asking more detailed questions, use a phrase like, "I was just curious...." that way it is less strait forward and does not put pressure on he other person.

Do you guys have any other thoughts.  Can always use some fresh material for Chamber of Commerce Socials, etc.....

Tips on breaking down barriers and setting that appointment!!

1. Keep it short - if you speak for over 20-30 seconds you will loose them.

2. Get to the point - tell them what you do and who you are and why you are calling.

3. Show Value - tell them why you taking up their valuable time is worth it.

example: "I have a proven strategy that I have used to help, X people/companies to do ______"

4. Ask - ask for the appointment "Mr/Mrs. Prospect - when is a good time this week to sit down and discuss this further."

5. Smile, Smile, Smile - Yes you are on the phone but your smile will carry thru in your voice

6. Be respectful - if they do not have time - don't take it personal and ask when the best time to call would be

7. Remember - 1 out of 10 calls will probably be successful - so when you hear no - no big deal you are that much closer to setting the next appointment.

8. Objections - yes people will object - think up the most common - figure out the answers and have them ready so that when objections occur you can answer right back and keep moving toward that appointment.

Now - go out there and make some calls!!!!!!!

James C. Johnson

Legacy Real Estate

"Specializing in Quality Investment Property"

I am fairly new to the business and trying to educate myself with anything and everything so that someday soon I will be a Top Producer.

This is a list of books I have read and was wondering if other had a great book to share.

"Millionaire Real Estate Agent" by Gary Keller

"Think and Grow Rich" by Napoleon Hill

"The Greatest Salesman in the World" by Og Mandino

"Success Principles: How to get from where you are to where you want to be" by Jack Canfield

"The Secret" by Rhonda Byrne

"The Complete Guide to Buying and Selling Apartment Buildings" by Steve Berges

"How to Succeed in Commercial Real Estate" by John L. Bowman

This is just the main core of what I have read to get started and wondering if anyone had other ideas that will really teach me strategies or principles on what great habits to form to reach that next level.

Many do not realize how powerful their mind really is!

The more you bombard your conscious mind with certain thoughts, the more it creeps into your subconscious mind.  And when these thoughts permeate your subconscious, then your body starts to react and do what your subconscious mind tells it to do. 

Example: You tell yourself, I can't be a Top Producer.  I will never be able to make that many deals.

Your mind will believe you and you will not focus on top producing actions that increase your pocket book.

But if you tell your mind, I can do that.  I just have to do what Top Producers do and soon I will be competing with them for that business.  Your subconscious mind starts to move your actions to Top Producer actions, and before you know it you become a top producer!!

.............................

I have developed the habit of wearing a rubber band around my wrist and when I have a negative thought (ie. I can't do that, I will never do that) - POP! - I snap it on my wrist and reverse my way of thinking because I know I can and just need to develop habits to produce the results I want.