I don’t think Jeff Brown’s (BawldGuy) head is much larger than Jay Thompson’s head or my head. But you wouldn’t know it if you looked here. The three of us will be on a panel together on Tuesday, August 24th in Scottsdale. Each of the three of us has a different approach to our business and yet I can’t remember a time I disagreed fundamentally with something significant that Jeff or Jay had to say about how to get and keep customers.
That last part of that last sentence is THE most important skill in business success: HOW TO GET AND KEEP CUSTOMERS. If you are good at that one you could be bad at most of the other skills and still be a success. I am not recommending being bad at the other important skills – just pointing how how important that one is. If you are not good at that one it won’t make much difference how good you are at the other skills – if you are in business for yourself – you will still fail. How we get and keep customers is what we will be covering – from three different perspectives.
In Gary Keller’s wonderful book, “The Millionaire Real Estate Agent” the idea of Leads, Listings, Leverage was a key concept. If you are working on or solving a problem in your real estate business you were always solving or working on one of those three issues. How to get more leads, how to get more listings from those leads or setting up or improving your systems. Those three things: Leads, Listings & Leverage were THE things. Just those three. No matter how it might seem that our industry is changing or the economy is now “different” (it usually is) those three things really are what needs work. Getting leads, converting leads into listings and being able to handle more and more and still give great service.
The “economy”, various market conditions, etc. does not determine your stats or your income. Your ability to adapt to the current market and lead generate in that market with an offer that seems desirable to consumers in the current market and then lead convert establishes your income. That is all in the skill category and that is something you can do something about. Always.