Podcast : Mark Loeffler in Do You Show Up For Work Everyday?
Do you show up for work everyday? This is a question only a few of us ask? I can’t even remember the last time I asked this question. Some real estate agents, especially those who do freelance, believe that they only need to show up for work when there’s an inquiry regarding one of their listings, or if there is a need to follow up on some documents necessary for the transaction, or if there is a need to prepare for a presentation. What if you don’t have to do any of these? Would you show up for work?
According to one of the most fascinating people I have interviewed, one of the main reasons why people do not succeed is because they do not show up for work on a daily basis. Now, don’t take this literally. I know a lot of people who have been going to work every single day and until now. They’re still working in the same old office in front of the same old desk. Only their computers got upgrades. What Mark Loeffler meant was when you show up for work, do you bring your 100% focus with you? It is one thing to show up physically and another to show up with a goal to achieve. Some people are contented living from paycheck to paycheck, but if you’re one of the few success-driven individuals, I am a hundred percent certain that you do not want to live from paycheck to paycheck. So how do we do away with this? We show up to work and we become productive.
First thing’s first. When you wake up each day, have a goal in mind. What do you want to accomplish today? Do I sell? Do I mine my leads? Do I update my listings? Do I check on my potential buyers? Or, do I do all of the above? Remember, the more you accomplish on a daily basis says something about your personality. You are not lazy. People tend to find excuses not to do things but for those select few, they find reasons TO DO things. Set a goal and make a checklist. Second, when you go to the office, bring that positive energy with you. They say being negative is contagious, but hey, so is being positive. When you see someone frowning or if you see someone having a bad day, do something to cheer them up. Remember, in an office, you guys are a team. When you’re positive and you’re surrounded by people who exude positivity, you’re more than ready to deal with your customers. Before you talk to them though, read the third task. Know your numbers. Customers are impressed with people who know a lot but they will always have confidence in a person who knows his stuff, his game, his numbers. Nobody wants the “I’ll-get-back-to-you-on-that” statement. As a customer, when I ask a question, I expect an answer the soonest possible time. If you won’t make me wait, you will be tagged as “Amazing” in my book. Now it’s time for you to move on to the fourth task, which is “Listen to your customers.” It’s remarkable how much information customers give out if you just let them talk. If you listen closely to them, the next thing you know, you’ll be able to find them the perfect house they have always wanted without them having to explain everything to you. The fifth task is relatively simple. If you have gained the customer’s trust and confidence by “showing up for work”, negotiating you commission wouldn’t be that hard. In most cases, if people had a choice to either walk or take cab, you’ll find out that majority will pay for comfort and convenience. All of them will probably even willingly tip the driver if the ride was extraordinary. That’s where you come in. If you made the transaction extraordinary for the customer, if you made them feel at ease and if you made everything seamless and effortless on their part, you probably won’t even have to negotiate. But if you do, it will be a whole lot easier.
Then again, if you don’t have a customer, you can always find ways to upgrade your lead’s quality or check on your listings or even make your online marketing be more effective. You can also plan for your next open house and identify things that will make you more referable. Talk with your previous buyers and ask about their stay in their new abode. If you show up for work each day, there are a lot of things that you can do to be productive.
Look at Mark Loeffler now. Mark has been a real estate investor for more than 14 years, buying his first investment property at 19 years of age. His portfolio now comprises more than 50 properties, and he has been featured in Canadian Real Estate Magazine and has appeared on numerous TV and radio programs. He is author of a bestseller – Investing in Rent-to-Own Property - A Complete Guide for Canadian Real Estate Investors, and has helped educate hundreds of investors in his own series of seminars. All because he showed up for work each day and decided to be productive.
I haven’t asked this question in quite a while. In fact, I forgot the last time I ask this question. So I’m asking it now. Do you show up for work everyday?
If you want to listen to the full interview, PLEASE CLICK HERE.
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