Success in real estate sales, especially in the luxury market, is tied to your mindset. Unfortunately, most of us have what one author called a "gremlin" that constantly tells you that you can't do the job or something is about to go wrong. Four of the most dangerous myths that your gremlin likes to use are the four listed below:
Myth #1: "I have to be available 24/7 in order to be successful."
This is one of the most pervasive and dangerous mythis in the real estate business. The reason is that it is fear based. In other words, you fear that your connection with your customer/client isn't strong enough to withstand you not being available the moment they want you.
To change this pattern, take the initiative of being in regular contact with your clients so they don't have to contact you. Use email or text messaging to update them on showings, the latest listings, or what is going on in their transaction. The biggest complaint about real estate agents is that they don't stay in touch regularly with their clients--not that they weren't available the moment the client called.
Myth #2: "No one can do the job as well as I can do it!"
Are you doing minimum wage work such as taking brochures to brochure boxes, picking up keys, picking up your cleaning, etc. Consider hiring someone to do these routine tasks. For example, if your office has a transaction coordinator, try using the service on at least one transaction. Also, consider going paperless using a system such as Cartavi that does a fantastic job of tracking your transactions and keeping everyone in the loop as well. It also sends a very clear message that you are tech savvy--luxury clients expect this. The result is that making these shifts free you up to have time off as well as creating more opportunities to spend your time with Buyers and Sellers.
Myth #3: "I can't afford to take time off."
If you are stressed out and running on adrenaline, your business and your life can start to fall apart. You may get a ticket for speeding, yell at a client, come down with a cold, etc. Since we "attract who we are," when we're in chaos, so are our transactions and our clients. To break this cycle, take a minimum of one day a week off and at least one weekend a month. If you're worried about being available for emergencies, pair up with someone in your office you trust. You cover for them on their days off and they cover for you.
Myth #4: "My business will decrease if I take time off."
This may surprise you, but the exact opposite is true. Have you ever noticed that the moment you plan a vacation (i.e. create lots of space in your schedule), your business immediately increases? The strategy here is to "create more space" in your life. "Creating space" can be clearing your schedule for a vacation, cleaning your closet, catching up on your filing, etc.
If you would like to learn more about what you can do to make your business more effective, visit the following post on our RealEstateCoach.com blog that addresses specific steps that you can take to attract better quality clients into your real estate business.
Posted by Bernice Ross, CEO, RealEstateCoach.com
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