Month: October 2010

By Cheri Alguire

Production planning is as much about problem solving and perspective as it is about the numbers. Why? Because you know you will not always hit your numbers. (If you do, you probably were not challenging yourself enough during the visioning process.) And not hitting the numbers obviously means you have a problem. You may be overspending the budget and/or under producing the income. Not hitting the numbers for an entire quarter might not just mean a problem, but a genuine crisis.
So it is important when production planning to focus not just on target numbers, but on the potential problems related to production so that you can plan proactively to stay in business with a smile. Let’s look at some Givens.
#1 You are in control of more than you think. If you chart the numbers for first quarter and fall short, what do you do? (First of all, you always review the numbers.) If first quarter is lean, be prepared for you and others to blame outside influences. Oh, the market. Oh, those fickle buyers. Oh, those unrealistic, so-and-so sellers. Oh, those banks. Slap yourself and your teammates awake! The market is what the market is. Buyers and Sellers are simply responding to it. YOU are the expert. YOU need to take control. Take control of their expectations. Take control of your own emotions. Adjust your numbers if necessary for the rest of the year, but take control of your sales. If you were successful before this market, there is absolutely no reason you can’t be successful now. You have the experience and the skills. If you are new to this market, you have no excuse to be anything but successful because you don’t know the difference! If you were three sales short in the first quarter, plan now what it takes to make up those three in quarter two.
#2 There are some things you cannot control. Let go! A teammate’s sudden divorce is going to affect your business. No doubt about it. Can you influence that event? No. (Even if you offer the unhappy couple an all-paid expenses weekend at the Poconos in a heart-shaped tub, their relationship will not change because of your generosity and desperate attempt at keeping your top buyer agent happy and productive.) Curse fate all you like, but know that the teammate will have court dates, down days, and need extra time off to be with the kids. Let go off the idea that life is unfair and provide as best you can for the loss in production through your own efforts or added staff. Know that these things happen. Deal.
#3 Not to overuse and abuse the often quoted, Attitude is Everything, but it is. The mindset you get up with every day determines the success of your production plan. Is the market everything you read about in the papers or hear about on the TODAY SHOW? Is the sky really falling? If you believe it, your numbers certainly will reflect that view.  On the other hand, if you wake up each day seeing opportunity and, yes, fun in the current real estate market, your numbers will bloom and grow with every positive step. It’s not a Pollyanna world, but neither is it Oscar the Grouches. Your perspective determines outcome.
Plan for the numbers.  Plan for the problems.  Plan for success

Do you break-out in a cold sweat when it’s time to prospect by phone? You are not alone. For many the fear of objection gets in the way when dialing the phone. Fear of rejection, fear of hostility, fear of stumbling over your words can cause anxiety that may stop you from picking up the phone. Here are a few steps that you can take to prepare yourself for the task at hand.
Be aware of your mindset. Connecting with people over the phone takes energy, positive energy. Creating positive energy is a simple mathematic equation; create a surrounding that has more positive influences than negatives ones. Make your calls first thing in the morning when you are fresh and alert. Avoid watching television or listening to news that can be disheartening, instead start your day with inspiring music helping you to be creative, positive, and happy.
Change your focus. Fears are a result of insecurity. Instead of focusing on yourself, shift your focus to the needs of the seller. What is the seller trying to accomplish? Why are they moving? How can you help them? These questions will shift your focus from your fears to their needs. The results of this focus shift will not only remove your fears, but it will help you connect with the seller. When you show a genuine interest in their needs sellers will feel your sincerity and will be more willing to accept the help you are offering. Remember sellers are not interested in you, but they are interested in what you can do for them.
What’s in it for them? We already know that FSBO and Expired listings want to sell their home. The unknown is their motivation for selling. Are they preparing for a job transfer, or a change in their family status? Ask clarifying questions to gain an understanding of what this move is providing for them. The more information you obtain from the seller the more you will be able to empathize with the challenges they are facing. Understanding their challenges increases your ability to create solutions.
Create your own scripts. Making calls is not as fearful when you have prepared scripts to keep you focused. Scripts give you confidence to stay in control of the conversation. If you are using scripts written by someone else, take time to modify them, making the language style match your natural speaking style. Remember you have 20 seconds to make your impression on the phone, however to make a real connection with the seller takes 60 to 90 seconds. Do not rush! Make sure your asking fact-finding questions.
In conclusion, the fear of using the phone for prospecting is real and sometimes hard to overcome. Creating positive energy and changing your focus are effective tools to overcome your fears. Remember that change happens with time and the old adage of “practice makes perfect.” Implementing these steps over and over will help boost your confidence and dissolve the fears that you may have.