A lot of people want to double their business, but because they don’t have a solid reason behind it, they fail. How do you go about giving more weight to your goals and aspirations? Why is mindset, discipline and habit so much harder than everything else in business? How can you set goals your subconscious will agree with? On this episode, we are joined by Andy Scherer and one of his top clients Heather Winser, to talk about planning for more business going into 2018.
You’re either unweaving habits that are holding you captive or building up habits that propel you forward.– Andy Sherer
Three Things We Learned
Consistency builds up over time
The cumulative effect of doing small things consistently over time is important. It’s not about the big leaps, it’s about the small daily habits that contribute to success in the long term. Everything will fall into place once you start to make certain changes.
Learn where you need to start for the next year
If you’re trying to start working towards next year’s goals at the end of the year, it’s too late. It’s important to start building towards your future results before the year ends. You should start thinking about the next year around October at the latest.
You have to set goals that resonate with your subconscious
There’s a lot of goal setting that’s done based on what people think or what we think we should want, but our subconscious does not agree with it, so we fail. We set goals with our conscious mind, but our subconscious mind isn’t on the same level so it rejects it.
We’re very bad at creating affirmations that are in agreement with our subconscious. – Matt Johnson
If you do the work, business is going to come from one source or another.– Heather Winser
A lot of people track the business more than their actual life, but the business is the simple part. The things that really matter and propel us forward are mindset, discipline and habits. Implementing those things everyday is harder, and that’s why we have to follow them closely. It’s so necessary to raise the psychological necessity behind your goals so that you won’t break the promises you make to yourself. This will allow you break down your goals into strategic milestones, which will bring intention to every single day of your life.
Heather is one of Wisconsin’s most awarded Realtors. She’s twice been named the Milwaukee Journal-Sentinel’s “Realtor of the Week,” and has been named a 5-Star Best in Client Satisfaction by Milwaukee Magazine. Go to 414.659.0932 email@example.com
Andy is a coach at Pillar 9 Coaching. As leader and change agent, he has been able to successfully implement communication strategies, operations management, social program design, marketing integration, community collaborations, and engagement initiatives. Get in touch firstname.lastname@example.org , call 203.257.5279 or find him on Facebook https://www.facebook.com/ascherer83, or sign up for his new coaching program at ascensiontopeak.com
Every agent is going to come across some sort of objection about whether they are really the best person to help the prospect sell their house. How do you empower yourself to handle these objections like a pro? When it comes to leads, why is quality more important than quantity? How do you go about setting goals to make your future better and brighter? On this episode, we answer these and other questions in a live Q&A.
What it comes down to in every circumstance, is your ability to convert because there is a large plethora of opportunities no matter which way you turn.– Greg McDaniel
Three Things We Learned
When it comes to leads, quality trumps quantity
It’s easy to feel good about having a long list of potential leads, but how solid are they and how likely are they to actually become real business? It is far better to have one solid lead a day than 10-15 lukewarm ones. Always go after the highest quality leads you can get, not the highest number.
You Aren’t Immune to Objections, So Be Prepared
It’s not uncommon to come across a prospect who ask questions about whether or not you’re qualified to sell their house and provide the best service. You can’t shy away from those moments. You have to arm yourself with good objection handlers, and resources like a solid listing package to show that you’re worth your salt as an agent.
Videotape Yourself in the Mirror as You Practice Scripts
Newer agents often have a hard time with the tonality of scripts and body language. By watching yourself, you can start to improve these things and communicate in a much better way. For example, pointing at someone can come across as an aggressive gesture. Instead, extend your hand with your palm facing up. It relaxes people and makes you more inviting to be around.
Your actions are going to give you your results, your results are going to reinforce your belief and your potential.– Greg McDaniel
What are you going to do on a consistent basis to build habits?– Greg McDaniel
You can not push a seller out of a house but you can draw them out. You do however, have to work with someone who has a want, need and desire to make a move or buy a piece of property. If a lead is lukewarm, it’s so much better to find someone who is ready to make a move. Rather than stock up on a whole lot of lukewarm leads, find the people that are most likely to become actual business. You have to have the ability to identify the right people and zoom in on the ones that need your service right now.
When most agents are asked what makes them different from other agents, they struggle to answer because they aren’t actually doing anything differently. How do you script your answer and handle this objection? How do you use marketing to obliterate this objection before it even comes up? How do you pre-dispose people to working with you? On this Q&A episode, we tackle these and many other questions.
Your marketing gets people to show up to that phone call or appointment pre-interested, pre-motivated and predisposed to working with you.– Matt Johnson
Three Things We Learned
Your voice and tonality should always reflect confidence not doubt and fear
When many people ask a prospect a question or try to go for the business, they do so with an upswing in their voice. This immediately makes you sound unsure of yourself, and that makes it hard for any prospect to take you seriously, and think you’re capable. Speak with definition and confidence to avoid this.
Sales helps you deal with objections in the moment, marketing gets rid of them in advance
There are two ways to handle objections, sales and marketing. Use sales to handle the objection in the moment, using a script or asking them questions to find out what they value. Marketing helps you lay the groundwork to take care of objections way before the appointment so that you are the prospect’s most logical choice. This is where things like content marketing come into play.
Use curiosity to learn how to better serve your prospects
Objections and questions from your prospects provide an opportunity for you to actually learn more about them and their needs. Ask them what their past experiences with agents were like, and what matters most to them in the service they are seeking. This information empowers you to give them the service they want based on what they prioritize.
Stay in a state of curiosity and consistently ask questions.– Greg McDaniel
A lot of objections don’t come up if your marketing is on point.– Matt Johnson
Your clients are looking for someone who is confident and assured to walk them through the process of buying or selling. They want someone who can actually support them when it comes to going forward into the negotiation phase. That’s why it’s so crucial to reflect confidence and experience in your communication. Use marketing to build your credibility and provide the social proof that immediately gets rid of their doubts. Use sales to ask for the business and show that you’ve got what it takes to help them reach their goals.
Whenever your problem is “I don’t have enough clients” it’s a sales and marketing problem. How do you solve this problem and build and nurture your database? How do you make your goals easier to follow through on? How do you position yourself as an expert in your industry? On this episode, we are joined by Scott Sillari who shares on building your database the right way.
Demonstrating your expertise is such a crucial component of not only what the client needs to feel confident about working with you, it’s also a crucial component of what the agent needs to feel confident in reaching out and building their database. – Matt Johnson
Three Things We Learned
Whenever you set a goal, pin a number to it
For a goal to really mean something to you, you have to actually tie it to numbers. It doesn’t even have to be a big number, even just the number of minutes you spend on lead nurture. Whenever you set a goal, pin a number to it and commit to meeting those numbers.
If you’re having a lead problem, you have to start focusing on the relationships you’re building
Most people who are struggling to generate leads face this specific challenge because they aren’t building enough relationships through sales and marketing. The more outbound conversations you are able to have, the higher your chances of getting leads are.
People run away from building systems because it is more work on the front end
Most people don’t want to take the time to build a system upfront because there’s a fear of it working and then having to build a system that will bring more leads than they can handle. Any agent will be interested in a tactic that will get them one more find, but there’s a much smaller pool of people who are interested in a system that will flood them with clients because they don’t want that.
You have to think about what you’re doing to your business five years from now by not doing the things you need to be doing now. – Scott Sillari
If you’re having a lead problem, you have to start focusing on the relationships you’re building.– Scott Sillari
All marketing and sales is is conversations that lead to relationships. If you are honest, transparent, genuine and authentic, you will get through the clutter and people will connect with you. Demonstrating your expertise shows your credibility and also boosts your confidence in building a database. You have to have enough outbound conversations with new people to build those relationships by providing value. It’s also important to tie your goals to numbers so you can commit to them.
Agents are making the fatal mistake of putting lead generation on the back burner in favor of client service. What mindset and attitude causes this mistake? What is the dirty secret successful entrepreneurs don’t share? Why is it so necessary to have clarity and intention when it comes to setting your goals? On this episode, we are joined by Gene Volpe and Andy Scherer for a high value smackdown.
The reason people fail to make their swim for the English channel isn’t because the swim is too difficult, it’s because they can’t see through the fog.– Andy Scherer
Three Things We Learned
Lead generation should always be your first priority, before client service
When people don’t prioritize lead generation and designate it to time slots that are never avaiable, it’s because the burning desire for clients isn’t causing enough pain for them to take action, and there isn’t enough pain or pleasure in doing something to push forward. To overcome this, you have to increase the psychological necessity behind it by making it non-negotiable.
The dirty little secret in entrepreneurship is that a lot of ultra-successful people have gone through bankruptcy
It’s not talked about enough in the entrepreneurship conversation, but behind every mega-successful person is a story of overcoming struggles like bankruptcy, failure and intense hardship. All the people we look up to had to power through all of that to get to where they are.
If you don’t know how to set a goal for a project always bring it down to a number
You can’t successfully break down and work towards any goal unless it has a number attached to it. For some projects, it can be hard to really pin down that number, so instead, boil it down to a time that you set and strictly set to work on something.
Your story, your legacy is going to be about the obstacles that you overcome, and the speed bumps that you blew over.– Andy Sherer
Back in the day if you didn’t have a Facebook account it was smart, now if you don’t have a Facebook page people wonder what you’re hiding.– Gene Volpe
Everyone wants the end goal of success, but they don’t understand the difficulties they have to go through to get there. When you’re in a difficult situation, you have to tap into your greater self, and your mind will find its way out of it. When life is fighting you, it creates a sense of urgency, but we should be able to have this urgency, even when you’re not being challenged. Learn to anticipate obstacles and visualize through the fog that you will experience.