Don't Let the Next Recession Crush You

By David Brownell

From an agent who’s been in the industry for more than 25 years, mastering lead conversion is the key to setting ourselves apart from the competition and achieving remarkable success.

Do you want to know how to crush it in real estate sales during the next recession? Don’t wait until it’s too late! Today I’ll discuss the four areas you should focus on to earn consistent business in these uncertain times.

1. Actively listen. When speaking to your clients, pay attention to what they’re saying instead of preparing what you’ll say next. Our goal first and foremost is to understand the speaker’s perspective. When we listen carefully, we can tell if someone is truly motivated and qualified. That allows us to focus on what’s important to them.

“Don’t settle for moderate—go big”

2. Ask open-ended questions. Selling is all about asking great questions; our clients already have the answers inside them, so we have to help bring them out in the open. 

3. Learn to say no. In his podcast “Tribe of Mentors,” Tim Ferriss discussed how he spent a lot of time developing this skill. The more you put yourself out there, the more business you’ll expose yourself to, and soon you won’t be able to deal with it all. Some of the opportunities that present themselves to you will need to be vetted. Don’t settle for moderate—go big.

4. Turn on your energy and enthusiasm. The ability to present yourself dynamically is critical to our success. Most agents can memorize what words to say, but what separates the wheat from the chaff is the ability to convey those words with a sense of power, passion, and purpose. If you can do that, you’re ahead of the game. 

We have a six-step process to help get our agents pumped before meeting with clients to improve their level of engagement. If you’d like a copy or have any questions, give me a call or send me an email. I’d love to hear from you.