What Comes Down Must Go Up! – Masterminds, April 2009
I am on the airplane flying back from Austin, TX after another great two days at masterminds. It is always energizing to hear from the other top offices and leaders as Shaun and I are always striving to up our level of service and value to our agents.
There is no denying that we have been faced with some very difficult financial times, especially in our profession. What really came out of the last two days was outstanding mindset conquers all and purposeful focus on activity that leads to motivated prospects who need to buy or sell.
We talked a lot about social networking, specifically Facebook. I would like to make sure we are focusing on lead conversion with this tool. All the “friends” in the world do not mean anything unless you use the FAST method with them. (Funnel, assign, source and track.) Once you enter in to a dialogue with someone or reconnect, do you launch them on some touch program? At what point do you talk about Real Estate? Are you just posting listings or making powerful statements like “I just had three offers on this fantastic home in ___.” It is so important to focus on lead conversion.
One of the most outstanding segments of the two days was listening to Eva and Les Aigner, Holocaust Survivors. Both Eva and Les survived three years of unimaginable circumstances including disease, abuse, malnourishment along with witnessing violent events after both being separated from there families and brought to concentration camps. Through overcoming such great adversity and discrimination they were able to speak to us about how mindset and perspective can be the most powerful and inspirational driving factor of survival. It really made our current circumstances feel quite small and reminded me that we will get through this. When we do get through it, many of us will be in a better place than before the shift. I am choosing to be one of them and hope you are too. Eva mentioned that so many people that suffered with her during the Holocaust gave up. They could not take it anymore and some would throw themselves in to the electric wires as they believed death was a better option. She shared with us that no one survived that didn’t believe they could and you had to want to more than anything. Her mother threw herself off a train after being separated from her two children to escape and rescued Eva and her sister just minutes before they were to be shot and thrown in the river by bribing the guard with her wedding ring. These stories of unbelievable courage should inspire us to persevere.
I’ll leave you with this little “Pearl” for lead generation: Are you holding open houses that are either a government owned property or bank owned? Have a sign as the prospects enter that says “Warning, you are entering a bank owned (or government owned) property, you must sign in.” Top agents are doing this and getting almost 100% sign in!
