The Magic Accordion File

Conversation overheard in Tullys

I was at a Tully's today sucking on the free wi-fi while working. I sat behind two guys talking over coffee. It was a Real Estate discussion between the Mentor and the Protégé based around how to be a successful Real Estate Agent. I am an incessant multi-tasker and I jotted down what I overheard and I thought I'd pass along the free advice, in case any of you are looking for a career change.

Go to Rite Aide and buy a accordion file, organize according to days of the week. Fill with contacts. Review them every day and move them from one day to the next.

Continually following up contacts them until one of 4 things happen :

1) They sell the house
2) They decide not to sell the house and keep it
4) They list the house with you
5) They list the house with someone else

Always follow up is not a hard fast rule of once a week, depends on the rapport you build with the individual. Its a tightrope not enough to be in their face but not enough for them to be let off the hook

Avoid being always at the point of planning and never at the point of doing

Great days to follow up with people are on Mondays after open house when they are frustrated

offer to do open house : money in the bank!

I am a big fan of taking away objections

The difference between myself and Mike is that Mike wants to "close the sale today and take no prisoners". I prefer to "kill them with kindness, and instead of getting 1 transaction because I beat them to death, I get 15 transactions over the next month"

I don't ever lose, I out-last. Its when you quit, you lose.

If you don't have fun, then what the &%*$# is it all about. I work so that I can play. There are people that live to work, I work to live. Most people I find that don't have work life balance don't have passions. I am passionate about fishing. I take my boat 45 miles out to sea and I catch big fish.

I don't ever want you to lie to me, If you lie to me I can't help you