Two real estate agents walk into a bar

Stop me if you have heard this one. Two real estate agents walk into a bar, the first one is there to enjoy a drink in celebration of another successful closing, the second one orders a drink depressed that business is so bad.

There will always be those agents who are successful selling real estate and there will be those who are not. What is the difference? Why will one agent who has access to the same tools, training and education succeed and the other fail?

One can never get enough training.

Surprisingly the one who can never get enough training is often the agent who is not successful. These are the agents who, when asked why they did not succeed, will often blame it on their company or broker for not providing enough training. If they had it their way they would always be sitting in a classroom or educational seminar daily, learning but never trying out what they have learned. They get a false sense of confidence that they are in the real estate business when in fact they never get into the business of selling real estate. To them it is always; “get ready, get set, get ready, get set”, the “GO” never comes.

One will develop a business plan; the other will execute a business plan.

Both agents take an important step to success, by developing a plan. The difference is the non-producing agent never executes the plan. They can show you how they plan on being successful but they never get around to executing the plan. Planning on its own will never result in success, success comes from doing.

One will work on their speaking skills while the other improves their listening skills.

If you can’t hear the customer you will find yourself with no one to talk to eventually. The successful sales formula includes being able to give people what they want, and to find out what they want you need to listen. The customer who meets an unsuccessful agent unfortunately spends more time listening to the agent instead of the agent taking the time to listen to their concerns, wants, needs and expectations.

If you find that you are guilty of any of the above you are going to need to make an effort to change your ways or you will continue down the same wrong path and one day out of the business. Two real estate agents walk into a bar… why you are there is up to you.