- Do you have a database of names, addresses, phone #'s and other information on your clients readily available at your desk?
- Do you have a scheduled time each week/day when you communicate with your clients/friends? ("Hour of Power") Do you do this consistently?
- Do you meet with your clients once a year for a "review" of their real estate?
- Do you have a system for generating a continuous flow of buyers and sellers?
- Are you the "Cause" of what's happening or the "effect" of what's happening?
- Do you have a Buyer Interview Sheet and "Buyer Packet" readily available?
- Do you have a Prelisting Interview Form near your phone?
- Do you have an up to date Prelisting Book and do you use it?
- Do you know how to use the MLS/County Records to do an accurate CMA?
- Do you use a bound CMA Presentation? Have you trained someone as to how you want this put together (order of pages, etc.) so it can be generated quickly and without "Brain Damage"?
- Do you have a powerful Listing Presentation that:
- Clearly shows them their odds of selling their home?
- Shows them how to "price their home to sell"?
- Differentiates you from the competition?
- Demonstrates how you add value to the seller?
- Shows at least 5 things that you or your company do for the seller that your competition doesn't do?
- Are you prepared to answer the 5 most common "objections to listing"? Are you prepared with facts, dialogs, visual aids, stories, and research?
- Do you have pricing and staging videos?
- Do you have a marketing plan/checklist for your listings?
- Do you have a "Great Opening" that enrolls the seller/buyer, makes them like you, has a bonding statement/question and a value statement?
- Do you have dialogs and visual aids to help shift a seller from a "price shopping" mindset to a "results shopping" mindset?
- Do you have a system for coaching your builder? A marketing plan?
- Do you have "routines" that keep you in balance and "rituals" that help you perform at your best?
- Do you have several Relocation Packages and Buyer Packages at your desk so they are easily accessible when you need them?
- Do you have your most common letters "standardized" or do you create an original every time you want to communicate with someone?
- Do you know your product, your market and your competition? Do you know these better than your customers?
- Is your financial house in order so you are not distracted? Do you have a set of books so you know if your business is profitable? Are your taxes paid? Do you have a "feel good" account? Do you have wealth creation on "automatic pilot"?
- Do you have Goals and a Business Plan? Do you know where your business comes from specifically? Do you have a plan to build a business based on customer satisfaction and referrals? Do you have a Career Plan? A "Goddard List"?
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