Advice to real estate agents: DON’T BE AFRAID TO INVEST TIME
Real estate is all about wasting time. The more time you waste, the more money you make.
If you are a person who thinks about conserving your time, then you are not right for the real estate business, or you need to change your thinking. When I first started in the real estate business, I felt I was wasting a lot of my time – whether it was making phone calls to find listings or working with clients that I wasn’t able to close. After some time, I went to my trainer and said, “I feel that I am wasting a lot of my time.”
And he said, “Real estate is all about wasting time. The more time you waste, the more money you make.” So instead of giving up, I keep at it, and things started to click. Eventually phone calls turned into listings, and appointments with clients turned into closings. The more and more I did it, the better results I got.
Cutting back – saying, “I won’t meet as many clients today,” or “I won’t make as many phone calls today” – doesn’t work in the real estate business. You must never view any time you spend working as a waste of time in order to become very successful in the real estate.
The more people you put yourself in front of, the more phone calls you make, or the more doors you knock on, the more money you make. It’s that simple. So whenever one of my salespersons come to me and says, “I wasted so much time with that client and I didn’t close”, or something to that effect, I remind him or her that the closings will come with time and experience and she simply can’t gain experience without wasting his or her time! And don’t forget to send thank-you card, even to those clients you didn’t close. Now that’s the right thinking!