Sage Words from Industry Expert Floyd Wickman
By Julie Escobar
I watched a video yesterday from Floyd where he shared some of his timeless truths about succeeding in real estate. What’s amazing is that, even in our swiftly evolving industry — the same message would have been on point twenty years ago and will no doubt be just as timely twenty years from now.
That message? Activity equals results.
Want to achieve more? Make more? Rise to the top of your field? Your company? Your market? Increase your ACTIVITY. Or as Floyd likes to say, “It’s What You Do When You Don’t Have to That Will Determine What You’ll Be When You Can No Longer Help It.”
Isn’t that the truth? Sometimes as salespeople – well and as people – we make things way more difficult than they need to be. A really simple formula for success in real estate is to map out your time and commit to the activity that generates appointments. SEND. CALL. SEE. Get a list together. Build your database of sphere of influence members. Family. Friends. Colleagues. Acquaintances. People you do business with. Neighbors. Start there and stay in touch. Send them something month after month after month. Next get a geographic list of everyone in the market area you want to brand yourself in and do the same thing for them.
And here’s where the magic happens – don’t just SEND stuff. Call them. Connect. Reach out. Ask the question, “Do you have any questions?” Be the resource they need and want in a time where consumers have LOTS of questions regarding the value of their property, their buying power, investment opportunities, and what’s happening in their market. You’re not bothering people – you’re providing a SERVICE. “HOLD THAT THOUGHT,” Floyd would say.
What can you SEND?
- Handwritten notes
- Something fun
- An email
- A message on social media
- An offer for an item of value
- A card
What can you SAY when you CALL?
- Hi! Just checking in on you! We’ve got a lot of activity in our market, and I thought you might have some questions—do you?
- Is there anything I can do to help you?
- I’m expanding my business and I could use your help…
- Have you thought about selling your house now or in the near future?
- Have you been receiving my information? Any questions
What do you do when you SEE them?
- Create opportunities for appointments
- Take someone to lunch
- Attend a neighborhood block party
- Organize a charity drive in the community
- Sponsor a free workshop and invite everyone to attend
- Get out there and be visible in the community you’re servicing
- Walk your farm and start making friends
Where can you get a geographic list?
We’ve got you covered there! Call our office at 866.405.3638 and we can walk you through how to order one specific to your needs.
When should you start?
Again, as Floyd would say, “Well, when do you want to start getting results? Does today work?”
Watch Floyd’s video that sparked the conversation and have a fantastic (and ACTIVITY-DRIVEN) day!
Need help automating that activity and firing up your production? Call our team at 866.405.3638 or visit us at www.postcardsplus.com today. Want to learn more mad skills and training techniques from Floyd? Visit his site at: https://floydwickman.com/ and tell them Julie sent you! Have a great one!