Stop Selling To Everyone
Have you ever been hunting or fishing?
I’m not really in to hunting, but some of my family members are.
It amazes me the attention to detail and effort they put into this activity.
They research, they study, the buy all the right clothes, and they have all the right gear.
It is truly crazy.
Do you realize that in the same way hunters hunt deer…
We as sales people, hunt people.
Now, maybe that sounds weird to you…but it’s real life.
You have a real estate weapon, a mortgage weapon, an insurance weapon, and you’re looking for the right opportunity to to line up at the end of your scope and make that money.
So, here’s the question…
Why do we put so much effort into learning an animal…yet we think attracting people is supposed to be easy?
Do you want to continue to not sell as much as you think you should?
Keep trying to work with everyone.
When you chase two rabbits you catch…
NONE!
How many real estate deals are you going to chase when you are chasing 100 rabbits?!
Very few!
What would happen if you gave yourself permission to stop working in certain parts of your city?
What if you saved yourself the 90 minute one way drive and stayed focused?
You refer it out, collect your 25% and stay focused running in your lane.
Do you need to narrow your focus? Here’s how you do it….
#1 - Ask yourself the right questions.
Use questions to decide who you want to attract.
Who am I currently attracting?
Do I like who I’m currently attracting or do I want to attract a different type of person?
Am I willing to say no?
What price range buyer/seller do I want to attract?
There are plenty more…but start here. Just answering these questions will get your brain moving in a new direction!
#2 - Speak their language.
Sales is not a universal language.
If you want to attract Boomers, you may use a certain analogy that a millennial may not relate to.
If you want to attract million dollar buyers, you may talk about a certain subject that Middle America doesn’t relate to.
If you want to work with sellers, they are going to have different concerns that they would be drawn to that buyers would not.
With all this being said…
Why are you continuing to just talk about “buying and selling” on social media?
You are falling on deaf ears!
Get specific. Get focused. Go intentionally attract who you want.
#3 - Pick the right platform.
Isn’t it exhausting to try and be on Facebook, Instagram, Twitter, LinkedIn, YouTube, and several more?
The answer is YES! It’s hard.
Give yourself permission to not use certain platforms.
If you look it up, different platforms attract different age groups of people.
So, if you knew who you were attracting, you’d instantly know where that type of person hangs out.
Now you don’t have to feel bad when an “expert” shows up to your office and shames you for not being on a certain platform.
You can look them in the face and tell them to shut up. Ha.
Know your audience….then pick your platform. You’ll be doing better than you are now in no time!
#4 - Create momentum.
We all move in and out of momentum. It’s like a roller coaster.
You can only create momentum in two ways…
Look back at what used to work and get back to it.
Start something new.
Pick your momentum creator.
What have you been unwilling to try in your business?
Try it!
What have you said is not for you?
Try it!
What do you think is for young people?
Try it!
What creates insecurity in you?
Try it!
This will create momentum and momentum is attractive to other people!
When you do this, your business will change forever.
If I can do anything to help, please don’t hesitate to reach out.