As the market continues to change, agents are becoming more and more fearful of their future in the industry.
Deals will be harder to come by. But there’s plenty of opportunity if you’re willing to work for it.
On a live webinar with Tom Ferry and Tim Smith, I was asked, “What are the three most important things people need to do to be wildly successful in today’s market?”
Here are my responses:
Be a Weekend Warrior
Not everyone is going to love this. But in the reality of the market we are in right now, you need to spend time making calls on the weekends.
My team receives a lot of inbound calls. We took a look at when calls come in. The days with the highest number of calls, with number one receiving the most calls, are:
We know Sunday is when the highest number of calls come in. And guess what? Sunday is also the day most agents don’t pick up the phone because they are on showings, at open houses, or spending time with family.
If people are thinking the most about real estate on the weekends and actually taking action to get information about buying or selling, why don’t we beat them to the punch? Why don’t we take action and call them?
Agents who want to do more business will adjust their schedule and make calls to their sphere of influence, past clients, and leads on the weekends.
On my team, agents take a three-hour block and make calls on the weekends. Not on a Monday at 9:00 am, when it’s the most inconvenient time for someone to take your phone call.
We’re calling it the Weekend Warrior Program, and we think of the weekends as our Super Bowl.
Study the Market
If you look at any billionaire interview, and they are asked, ‘What would you have done differently at the start of your business?’ most say something like, ‘I would have gone deeper on the information. I’m still learning—the only thing I’m after is more information.’
You should be doing the same thing in your market. Over the past two years, a lot of agents decided they didn’t need to be the knowledge broker in their market because everything was easy. But right now, more than ever, you need to know everything about your market.
On the weekends, connect with people and make calls. During the week, study the heck out of the market.
Success in today’s market—and in most markets—requires a lot of time, work, and creativity.
When Kobe Bryant decided he wanted to be the best basketball player, he got creative with his schedule. He started fitting in four training sessions a day when everyone else was getting in two. We’ve all got to get creative with what we do, whether it’s with lead follow-up or listing appointments.
But before you go and start ripping apart and changing your entire schedule, you must get permission. Have that hard conversation with your spouse, partner, or family, and get permission to go out and put in the work you need to be successful.
If you just say, “This is the mission I’m on, these are the things I want, and I’m going to go do it,” and you don’t have a conversation about the future for all of you, it’s going to create a lot of problems.
If you can get to a place where you and your family have the same vision for the future—and you are all aware of what it takes to get there—then when you have to work on the weekends or put in a long day, you all know why you are doing it.
There are always ways to be successful in real estate, no matter what is happening in the market. But we know that over the next 18 months, there will be a lot of real estate agents who leave the business.
What will you do to put yourself in the position to succeed?