6 Steps to 7 Figures by Pat Hiban

Author:Pat Hiban [Hiban, Pat]
Language: eng
Format: epub
ISBN: 978-1-60832-203-9
Publisher: Greenleaf Book Group
Published: 2011-03-14T16:00:00+00:00

We have copies of this form in the office for when buyers call in. Once a week the buyers’ agents bring us their lead sheets from the prior week and we discuss them. Some agents will then enter leads into a follow-up database. Others simply have a file for every month, and if they need to follow up with the prospect in an upcoming month-say, February-they will drop the form into the February folder and pull it out on February 1.

In addition to being persistent and efficient with their time, successful businesspeople don’t get complacent. It’s great if you’re getting business just by word of mouth and referrals from past clients, but you also need to proactively continue to market your business.

That marketing doesn’t necessarily need to be sophisticated advertising—especially if you’re satisfied with the level and volume of business you’re doing and the profit you’re earning. But you should continue to put yourself out there and make others aware that you’re always interested in new business. If you don’t, your business could dry up faster than an indoor plant you forget to water.

Marketing yourself can often be as simple as asking someone for his or her business. For example, I ran into one of my neighbors at the gym—let’s call him Bob—and while we were running next to each other on the treadmills, Bob told me he had listed his house with one of my competitors because that competitor had told him I had just laid off six people, so he thought my business was in trouble. I realize that just because someone lives in my neighborhood doesn’t mean they’ll hire me when they decide to sell their house, but this particular story bothered me. Bob thought we weren’t doing well and therefore weren’t up to the job. He said he felt bad about hiring someone else instead of me, but still, that’s what he’d done.

I went back to the office that day and I shared this story with some of my team, but I kept thinking about it even after talking to them. Clearly, it was bugging me. So a couple of days later, when I saw Bob at the gym again, I went up to him and said, “Hey, Bob, I’ve been thinking about what you said the other day, about how you felt bad about hiring another agent instead of me. I know your parents are going to sell their house. Can I sell it for them?” I didn’t say anything else; I just waited for him to respond. Sure enough, he said, “Yeah, I guess I owe that to you. I’ll let you sell their house when the time comes.”

So I got a verbal commitment from him. I knew his parents weren’t going to put their house on the market until after he sold his, because he was planning to move to Virginia Beach, and his parents were going to move into a retirement home near his new house. But I left that thought in his mind: He had made me a promise that he would hire me to sell his parents’ house.

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