NEW YORK — “Success leaves clues,” said Sharran Srivatsaa (president of brokerage, western region, Douglas Ellliman Real Estate) on stage at Inman Connect New York.
After interviewing 52 of the highest-performing teams, he found 10 common themes that contributed to their success, and shared them with the audience.
1. Cult of abundance
Only care about your personal best — and beating it.
Ask yourself and your team these four questions every day to ensure you have the right mindset:
- What was my personal best last year?
- What’s my goal this year?
- Who can help me get there?
- Am I obsessed with it every day?
2. Discipline versus skill
The daily discipline is what matters.
Focus on these two things every day:
- More appointments
- More contracts
3. Build a cross-functional mastermind group
Build a group of sales professionals who will help refer your business.
4. Leverage the social proof economy
Agents tend to brag rather than band. Instead, find someone else to toot your horn — it’ll sound twice as loud.
5. Rethink farming
Agents avoid farming because it usually starts with expensive mailing. Focus on geographical layering instead. Go from the cloud down rather than the street up.
6. Pitch your sphere
Your sphere probably doesn’t really know what you do. Find away to test your listing presentation and weave them in.
7. Pick a social platform
Choose one social media platform, and go all in!
8. The market update is dead
Focus instead on the one-minute blueprint. Your clients only care about their home’s value and how long it would take to sell.
9. Build your inner circle
Engineer your unfair advantage. Build a small Facebook group, and go to them first with everything — every decision.
10. The magic 9-word script
This script helped re-activate 1,000 leads in 24 hours.
“Are you still interested in buying a home in (insert area)?”
Send this to all of your dead leads.