The Ultimate Top Agent Success Formula

If you want to achieve success, all you need to do is find a way to model those who have already succeeded. That is, find out what actions they took, specifically how they used their brain and body to produce the results you desire to duplicate. If you want to be a better friend, a richer person, a better parent, a better athlete, a more successful businessman, all you need to do is find models of excellence.” – Tony Robbins

There is no need to reinvent the wheel. If you build your real estate business around the model of success that Top Agents use, and execute on that model, then you can achieve the success you desire. All Top Agents use some form of the following formula:

1. Define Your Vision – Why did you get into real estate? What are your expectations? How do you see living your life as a result of being a top agent? What will it mean to the other areas of your life if you are a top agent? How much time are you willing to dedicate to being a top agent.?
• Example – I became a real estate agent because I enjoy working for myself and wish to earn a six figure income that allows me to provide the lifestyle and security for my family that would come as a result of being a Top Agent.

1. Specific Goals– Goals are nothing more than a dream with a date. Specific Goals are expectations that allow you to make plans that have sequential actions steps that can be scheduled and executed.
   • Net Income
   • Sold Volume
   • Closed Transactions
   • Listings Closed
     • Listing Contracts
     • Listing Appointments
     • Listing Contacts
     • Listing Leads
   • Buyers Closed
     • Buyers Agency Agreements
     • Buyers Appointments
     • Buyer Contacts
     • Buyer Leads
2. Marketing Plans – Based on the specific goals you set, you can now set up the marketing plan that you must enact in order to generate the leads you need to set the appointments to get the contract to earn the commission that allows you to earn the net income you desire in the time you wish to commit.
   • Define Target Prospects – FSBOs , Expireds, First Time HomeBuyers, etc?
   • Budget – How much can you afford to spend on marketing and/or prospecting?
   • Activities to Employ – Direct mail, advertising, bought leads, networking, door-knocking, referral calls, blogging, social media networking, etc…
   • Time Blocking – Once you determine how much time your marketing and prospecting activities require, you need to block off time daily to take action…
   • Systems – Define the systems, strategies, and technologies that will allow you take action in a effective and efficient manner…
   • Tracking – Track what works and what doesn’t work. If it is not working, is it the market or your skills? Change what needs to change…
3. Continuously Improve your Sales Skills – Once you generate leads, you must convert them to appointments. At those appointments, you must be able to reach agreement for services. To do this requires sales skills…
   • Understanding the Five Dominant Buying Motives (DBMs)- In order to convert leads to appointments – you must understand the wants and needs of your target market. Write out how your services can satisfy the prospect’s needs based on their dominant buying motives.
     • Pride
     • Profit
     • Love
     • Need
     • Fear
   • Follow Up – Do you have action plans in place to follow up with each type of lead generated automatically?  Do these action plans contain these essential elements:
     • Personalization
     • Obligation
     • Urgency
     • Solution to their DBM
   • Dialogue Scripts – Do you have written scripts that you have memorized and personalized that lead the prospect to choose your services over that of another agent. Are they professional? Do they ask the right questions? Do they have a call to action?
   • Presentation – Do have professional listing and buyer presentations that are up to date that present your Unique Selling Proposition (USP)?
   • Objection Handling – Do you have a list of the most common objections and answers memorized? Do you have testimonials and statistics to help you overcome these objections?
   • Closing- Do you close for the appointment? Do you close for an agreement of services?
4. Student of Success -Top Agents are always increasing their knowledge base. They know they they must not always learn just to keep their license up to date, but to keep their business thriving. Top Agents study:
   • Current market trends
   • Consumer behavior methods
   • Current financing options and mortgage products
   • New technologies
   • Business books, magazines, blogs,etc…
   • Self-Improvement books, magazines, blogs, etc…
   • Anything that can help them grow as a person and as an agent…
5. Increase Your Ability to Execute– All plans are meaningless if you are unable to execute consistently on them. Brilliant execution requires tremendous courage, commitment, and conviction. You must have the Personal Power to achieve the results you desire over time.
   • Who you are? Do you have the energy, mission, and attitude necessary to execute?
   • What You Do? Do you set goals to turn your dreams into targets, make plans to support your goals, prioritize what you focus on and where you need to spend your time?
   • How You Do It? Do you synergize with others, organize your activities, optimize your time andtake action to make things happen?
   • (If you want to measure your ability to achieve based on these 10 elements, please click here to take a free assessment.)