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September 15, 2018

Motivate Yourself to Success

I have learned in life that if I look at an idea, thought or phrase every day, there is a good chance I will internalize its essence and make it a part of me. This is no great revelation as is evidenced by the market for motivational quotes in fancy frames and found in offices across the country. 

The problem with these quotes, in my opinion, is that they are not specific enough to help you actually grow your business. They might help make you a better person, but they do not address the specific motivation required to be successful in the real estate business. My many years working with agents and brokers have allowed me to synthesize my favorite real estate specific motivational quotes to the following six. Copy them, print them, create your own posters with Word or PowerPoint and frame them and put them up where you will see them every day. They will have a positive powerful impact on your business and your success.

1. Marketing Requires Repetition
Relevance is the key to successful marketing. Think about it…you can walk into a drug store 100 times and never notice the new cold medications…until you have a cold. The average term of home ownership is about 5 to 8 years, so most people are not in the market for real estate services and as such, will probably not notice your marketing. Successful marketers put their message out there over and over again, hoping that at some point, the message will be relevant and the marketing piece will be noticed.

2. The Marketing you do today will create your business of tomorrow
Any business you did today was probably the result of marketing you did yesterday. That being the case, if you want lots of business in the future (and who doesn’t), take every opportunity to market yourself, your services, and your listings today.

3. Open Lines of Communication and keep them open
Give away your phone number and e-mail address to as many people as possible, as often as possible. Remember that your phone number and e-mail address are assets of your business. The longer you have them, the more valuable they are. Your phone number and e-mail address are the way people who want to do business with you in the future will try to reach you. 

Putting your name in front of people is what REALTORS® do…cards pads pens, calendars, magnets, fly swatters, bus benches, auto signs, billboards, and the list goes on. On those marketing components make sure you include your permanent phone number and your permanent e-mail address.
Make sure if someone wants to reach you, the line of communication (phone number and e-mail address) are still working.

4. Contacts Create Contracts
Sales is a numbers game. Since not everyone needs real estate services all the time, contacting more people (suspects) will increase the odds of reaching someone who currently needs real estate services (prospects), and if you can have or can build a relationship with them, they will become customers or clients.

5. Be Different
Real estate sales is a “Me too” business. If the services and methods you provide are the same as the those provided by all REALTORS®, then the differentiator becomes pricing. There are many ways to be different in the real estate business and in the age of the internet and technology, the number of things one can do to be different increases almost daily. To find ways to be different requires that you think of being different every day. One needs to remind one’s self to be different. A poster on the wall with these two simple words will change your entire business and help you move into the future. Remember, Be Different, or charge less…the choice is yours.

6. Be Found
In the Internet Age, everyone wants to be at the top of the search engines, SEO (search engine optimization is the buzz and you can pay dearly for high placement. Why do people want high placement? They want to be found. With the growth of social networking sites such as Facebook, Instagram and others, there is a new way to be found. If you have not created your profiles on at least the two mentioned social networking sites, why not…it is free, and it may help you to “Be Found” in ways and by those you have not thought of before.

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