How To Navigate Your Way To
A Six-Figure Income…Your 1st Year
In Real Estate
By Michael Fuller
Michael’s passion for real estate sales began in the Winter of 1977. Since then he has successfully negotiated hundreds of millions in real estate sales.
Michael didn’t quite hit $100,000 GCI in 1978, his first full year in the business. He did come close…($98,500.) but in fact he floundered mightily in his first couple of months until he learned, what he now calls, “The Language Art of Selling”.
Implement the 12 strategies below and you will be well on your way to hitting 6 figures GCI in the next 12 months
1. Start with your list.
Enter the names, addresses, relationship and contact information for EVERYONE you know into a database system. Do this immediately until you’ve got at least 100 contacts on your list. Continue to add folks on a daily basis and scrub out the bad ones. This will be your first of many more segmented lists to come as you grow your business.
2. Craft your powerful introduction letter.
Here’s where you’ll not only announce your new career but you’ll test your first piece of off-line direct response marketing. And you’ll begin the process of persistent and consistent follow-up, the key to building an explosive business.
3. Learn What To Say AND How To Say What To Say.
Magic begins to happen when you study and learn the psychology of words and body language. Combine that knowledge with proven dialogues and conversations and you’re results will change dramatically for the better.
It’s a proven fact that people do business with people they like and trust. If they don’t, they won’t! The idea behind learning this language art is to equip you with sharpened communication tools designed to build rapport and trust starting from the moment you begin communicating with a stranger.
4. Make prospecting and attracting business a daily habit.
I once learned that taking imperfect action is way better than taking no action at all. Now that you’ve studied it’s time to learn through practicing your craft.
So just do it!
Network, get involved in a cause, sponsor community events, systematically communicate with your chosen niche in order to gain believers, fans, followers and clients.
There are dozens of effective on-line and off-line strategies we use that position our herd of students as the “go to” real estate expert in their market.
None of them are cheesy sales tactics either. 🙂
5. Create and Live Your Perfect Average Day.
This one takes work. But when you’ve finished you’ll have several pages that describe what your perfect average day would look like.
(WARNING: Before you begin this exercise imagine that there are no limitations in your day. No financial, physical or emotional restraints)
You must be extremely specific.
From the moment you wake until the moment you fall asleep at night, every minute, every hour, every person you’d spend time with, what you’d eat, what you’d wear, where you’d live, what you’d drive, what you’d talk about and with whom…in other words…be as detailed as your imagination will allow and then fine tune it some more! Begin implementation immediately.
6. Map Out Your Standard Work Week.
Open your planner/calendar to show 7 days. Now write any regularly scheduled meetings, business building activities that you’ll commit to while working, time slots that you’ll schedule listing and showing appointments in and block out 2 hours per day to prospect.
Specifically what you’ll do every Monday hour by hour, then Tuesday hour by hour, then Wednesday and so forth.
The area I see that trips up many real estate agents is their inability to be their own boss. Being in business for yourself is a whole different perspective than working for someone else.
You must discipline yourself to follow a set schedule and the only things that will derail you are money-making appointments, pre- planned family commitments and pressing emergencies!
7. Write Out and Learn Your Listing Presentation…Word-For-Word.
This is critical.
All of the most successful agents do this.
They practice-drill-rehearse their presentations until they become a part of them and are a reflex.
This takes time and work.
The rewards are worth it in spades!
There’s nothing more powerful in real estate then having the knowledge to scientifically formulate a presentation that is so thorough and compelling that your seller prospects will ask you to be their trusted real estate adviser before you ask for their business!
And they’ll hire you to list/sell their at the right price and they’ll refer everyone they can to you.
Oh and you’ll have “Walk-Away” power too. A strategy to turn down business and get referrals at the same time.
8. Do Not Get The Dreaded “Shiney Object” Syndrome.
This day and age it’s easier then ever to get this syndrome. Seems like there are more real estate coaches then agents these days! 🙂 Not only that there’s things like: Facebook, linkedIn, twitter, Instagram, periscope, webinar invites, email solicitations, bill boards, magazines, and the list grows daily. I swear I’ve developed A.D.D. since I started using the computer every single day!
Don’t let this happen to you!
Instead focus for short 90 minute spurts, take a break, focus again for 90 minutes, take a break, and so on. When you find your mind wandering it’s time to break away and do something else. I learned and lived by these powerful 12 words:
I must do the most productive thing possible at every given moment.
Hung it on the wall, on my computer, and on my dashboard! Try it and see how it motivates you.
Just because this stuff is simple doesn’t mean it’s not doggone powerful!
9. Seek Out Business Leaders In Your Community…Take them out to lunch!
Yes this is one of the most productive things you can do. Look around your community. Where do you do business? Have you gotten to know any of the business owners/managers? If not then meet them.
Ask them about their business. Ask them about their experiences in the community.
Sooner or later they’ll likely ask you about you and that’s when you better be ready to tell them without sounding like a commercial!
This strategy is worth several closings per year and you’ll go a long way towards getting more involved in your local business community.
10. Start an Early Morning Tips Club.
This idea is another tremendous opportunity for you to get involved supporting your local and fellow business people.
Seek out people that you feel would be a dynamic contributor to your group in terms of referring prospects.
Maybe a local insurance salesperson/owner, local moving company reps., real estate attorney, luxury car salesperson, etc.
There are dozens of choices. Choose a central restaurant location where you can sit a group away from the rest of the restaurant (I use a local pancake restaurant).
The goal of the first meeting is to introduce, chat about business, get to know each other’s brief history of being in business in the community
and brainstorm ways you can generate leads for each other.
The goal being for everyone to show up at the next meeting with some prospects for someone else in the group.
Hold these meetings monthly at the same location and at the same time/day…say 7:30 to 8:30 a.m. the first Thursday of every month.
Encourage folks to invite others they feel would fit in well and strengthen the group. For 1 hour per week you can generate a ton of business and goodwill!
11. Build or Have Built some On-Line Sales Funnels.
OMG this sounds complicated!
If you’re anything like me you break out in hives at the thought of trying to put together a sales funnel that actually works!
For example, you need a domain name(s), sales pages, landing pages, opt-in pages, irresistible offers, follow-up sequences, auto responder, thank you pages, maybe short videos, downloadable PDF’s, and the list goes on!
Truth is…you need to have an on-line strategy for generating business and maintaining a loyal customer base…period!
So option 1, either do it yourself which you can do if you have some skills and the patience of a saint or sub most/all of it out.
Or option 2, hire someone to help you build it and deploy it…this takes a larger investment on your part but it’s great on the patience thing 🙂
Or option 3, you can actually go all-in and have everything built and deployed and managed for you which, of course is the largest investment yet can be the most profitable.
The idea here is to drive traffic, paid and free, to an opt-in page where the reader can get your FREE REPORT that relates to selling a home in your area or whatever. Yes you must invest in some ads but you can start for like $10-$50 and expect to get some leads…if done properly!
Then you simply follow-up like gang-busters!
12. Finally…Go back to #1! Deploy!
Then deploy the rest.
Be consistent and persistent.
Never give up!
You Will Win!
Want to dive deeper?
Call me and we’ll do just that.
My private line, 503-913-8218.
P.S. For you shy ones…you can text me or email me.
P.S.S. If you want my 27-part series of sales tips, scripts & dialogues for FREE then go here:
Yes Mike!……. I’m in!
Time To ‘Strategize’ and
Give me your best email…
and I’ll start sending the tips your way, 1 per week or so.