| In
almost every part of the country,
the Real Estate market has slowed
down. In some parts, it has really
slowed down. Houses are on the market
longer and most agents’ phones
are ringing less often. What to
do? What is a good strategy when
the market heads south?
One
of the very best strategies, during
a slow market, is to personally
connect with the people in your
Sphere of Influence. These are the
people who know you, like you and
trust you. They are the people who
are most likely to use you for their
own transactions, and refer you
to someone they know. Unfortunately,
most agents choose not to stay personally
connected. Instead they keep sending
out postcards and mailings to people
they don’t know, rather than
staying personally connected with
the people they do know. Why don’t
agents call their Sphere? Here are
some common reasons:
1. |
FEAR
– many agents have fear
about calling people they know.
In fact, they have less fear
about calling strangers. Fear
of failure, Fear of success,
Fear of Rejection, Fear of having
nothing important to say, or
Fear of offending someone. It
is the number 1 reason more
agents don’t call their
past clients, and why they don’t
get more business and referrals. |
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|
2. |
DISORGANIZED
– agents who are disorganized
don’t know who is in their
Sphere or where to locate their
phone numbers. They often have
little yellow stickies all over
their desk and computer monitor. |
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|
3. |
TIME
MANAGEMENT –
one of the most common responses
as to why agents have not called
their Sphere is – “I
didn’t have time.”
The real answer is that they
didn’t make time. They
made calling their Sphere a
low priority and sending mail
(or doing anything else) a high
priority. |
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4. |
DOES
NOT KNOW WHAT TO SAY
– another common reason
agents don’t stay connected
to their Sphere is that they
simply do not know what to say.
Hint: the GYSIG Workbook contains
the answer (see below). |
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5. |
PROJECTION
– if we do not want to
be called by people, then we
project (and incorrectly assume)
that others do not want to get
a phone call from us. This reasoning
keeps many agents stuck and
prevents them from ever calling
their Sphere of Influence. |
So,
how much is it costing you to not
have your Sphere in Gear? If you are
ready and committed to Get Your Sphere
in Gear, call me (206-725-1584) and
we can talk. Copyright
© Metamorphosis Coaching, 2007,
All Rights Reserved
|
Market Down, Sphere Up