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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!
