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How to Earn the 3 Rewards of Business

When it comes to asking for more responsibility or for more business, I often believe that we get what we want in life by simply asking for it. And not enough people are actually asking for the business.

There are 3 rewards that I should get from every one transformational experience in my life and in my business.

#1 is I should get some kind of review. We all know social proof and social consensus is vital in today’s business. I would actually ask for some kind of review. A video testimonial. Or sometimes I’ll even write it for them. I don’t want a fluff testimonial. I want specifics on how I helped you get to a better place in your life. That’s the first reward I get from every one transformational experience that I go out there and help people with.

#2 is I get referrals. I should get 1-3 referrals for every one transaction. That’s the mindset that I’m in for every single client that I help. “How can I replace you with somebody else by the end of this?” And I’ll actually tell people that on the front end. I want to do such a remarkable job in this process that I actually transform your thought or your energy from going to old bad habits or behaviors to new habits or behaviors. Or I helped you change your life to a better place. How can you transform to where they feel obligated to give you some kind of referral because they want to replace themselves with someone just like themselves for you and your business?

#3 is I should get repeat business. At some point in the future, I should get repeat business from that person. And that’s the highest form of flattery. That’s the highest reward because it means that they trust me, they respect me, and they like me. They’re coming back and they believe I can help them do that same exact thing: deliver on the same promise I did before.

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© BruceLund

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How to Start Multiplying Clients

When I was 25 years old, I wrote a book called Nextpert.

And there was one very foundational premise when I wrote that book:

Every day in your current role is an interview for your next role.

As a millennial myself, I got so tired of hearing all of these negative stereotypes about millennials.

So, I decided to go in the opposite direction of the negative pole when it came to that concept.

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© BruceLund

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Nobody Told Me About This Part!

As I continue to speak and travel the country spreading our 90-Day Sales Manager message, I’ve found myself practicing one of Covey’s “5 Emotional Cancers.”

Comparing myself to others.

As a small business owner, this is healthy competition and then there’s unhealthy. When you compare yourself to others who have been doing it much longer than you then you’re never going to be satisfied with YOUR OWN growth. Let’s stop doing this.

One of my favorite country music songs is “Showman’s Life” and the lyrics “Nobody told me about this part.” The solopreneur life is amazing. But it can be incredibly humbling and even frustrating at times.

Stay focused on building, maintain, and protecting both your confidence and your WHY of becoming an entrepreneur. I have the pleasure of interviewing a lot of serial entrepreneurs and have been amazed at a common response to entrepreneurship.

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© BruceLund

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How to Avoid the Sales Roller Coaster

One of the biggest challenges and frustrations I see salespeople have is keeping enough qualified people in their pipeline. 

To help navigate the sales process we’ve created some funnels to help avoid the sales rollercoaster.

We believe in having 10 new “people” not just leads on our help list every week.

What’s the difference between new people and new leads? 

Think of new people as targets you’ve identified that you believe your services can benefit. This is especially important for newer salespeople who have not established a brand reputation or database strong enough to create consistent incoming demand.

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Stop Living in the Frustration Gap

The post Stop Living in the Frustration Gap appeared first on 90-Day Sales™.

Original author: Bruce Lund
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Stay Ready, So You Ain’t Gotta Get Ready

Are you chopping wood and carrying water every day, or creating anxiety and paralysis by worrying about the things you can’t control?

If I told you that you have to find a deal in less than 24 hours or someone you loved would be taken from you, I bet you’d spend all your time taking action rather than worrying.

Now imagine waking up with that same sense of urgency and energy every day and hitting reset…

You’d agree good things will happen at some point.

I believe in a long obedience in the same direction and confidently advancing in the direction of your dreams every day.

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© BruceLund

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How Attractive is Your Brand?

We all want success, and we wanted it yesterday. The reality is growing a brand, especially when new, takes time, consistency, and discipline.

Did you know motivated buyers use the first person they talk to 67 percent of the time? This is marketing 101. The number one challenge for all entrepreneurs is overcoming obscurity. It’s not that you aren’t good at what you do. It’s that not enough people know it yet.

It’s easy to become frustrated when we see people around us having major success, while we are just struggling to get momentum. Don’t make the mistake of comparing yourself to those who have several years more experience. Instead, remember this: You are competing against your own potential every day.

When I moved to Denver not knowing a single person to launch my business, I struggled for my first 6 months. I became frustrated as I compared myself to coaching programs who had 20+ years of experience on me.

I had to remind myself that I’m competing against my own potential. So, I developed an entrepreneur evaluation to measure my progress each month based on 10 ingredients of people of influence.

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Your Breakthrough is Coming

I can almost guarantee that as an entrepreneur you’ve felt this way:

Don’t feel like you’re making progress.Always in a grind for the next sale.Frustrated with the sales rollercoaster of the seasons.

Being an entrepreneur can be a frustrating industry to get started in and stay with.

In my mind, frustration is just misguided enthusiasm.

As a sales training coach, I also have frustration. I’m trying to sell an intangible! But I’ve chosen to look at my business this way: I’m just one phone call, email, meeting, event, video, or activity away from going to the next level.

Bill Gates once said, “Most people overestimate what they can do in one year and underestimate what they can do in ten years.”

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© BruceLund

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How to use the 5/3/1/1 & 3/1 Activity Tracker

The post How to use the 5/3/1/1 & 3/1 Activity Tracker appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to use the Activity Touch Tracker

The post How to use the Activity Touch Tracker appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to use the Activity History

The post How to use the Activity History appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Move One or More Contacts to Different Categories

The post How to Move One or More Contacts to Different Categories appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Merge Duplicate Contacts

The post How to Merge Duplicate Contacts appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to use the Intelligent Suggestions

The post How to use the Intelligent Suggestions appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Update my Billing Information

The post How to Update my Billing Information appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Update my Personal Information

The post How to Update my Personal Information appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Join the Private Facebook Group

The post How to Join the Private Facebook Group appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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How to Navigate the Accountability Scoreboard

The post How to Navigate the Accountability Scoreboard appeared first on 90-Day Sales™.

Original author: Brandon Ray
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© BruceLund

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5 Components to Grow Your Status

First off, I’m hosting four free webinars over the next few weeks focused around creating your business plan and marketing plan to start 2019. If you’re interested in those, click here to signup.

Now, let’s get into today’s topic, which is the 5 components to effectively grow your status.

Over the past 18 months, I have seen thousands of people go from a nobody in their industry to someone who has really made a name for themselves in their market. In my 90-day program, I teach participants how to elevate their status in the market using 5 key components that I personally used to grow my business (90-Day Sales). Here are those components:

1. Having something to say

I believe that having something to say is just as important as having somebody to say it to. This is very important, especially when it comes to networking. The #1 question we all get asked is, “what do you do for a living?” This is where you have to begin the conversation with what you believe vs. what you do. Your goal is to attract vs. chase business. If you can catch someone’s attention in the very first conversation with something new, novel, and different, then you avoid the commodity trap. And remember, a commodity is something I can get anywhere (insurance agents, real estate agents, mortgage loan officers, financial service agents, banking agents, etc).

2. Proximity to Prosper

The idea here is to get around the action to get more attention. You want to not only be known, but also be seen. This is where you attend networking events to bump elbows with the movers and shakers that will help grow your business, as well as potential clients. Don’t forget, your first conversations during these types of events are still crucial, whether you are looking for new clients or referral partners. In my business, I try to have at least 10 new conversations with people who have never heard of me or my services in an effort to get our brand out in the market. I’m not random and sporadic with who I target though. My goal is to have “target markets” and “target segments” of people that I interact with. As you can see, I am very intentional with the process.

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Are You Fighting to Earn Business?

Today’s topic is quite possibly one of my most favorite. And it’s hard not to get fired up about it.

Here’s what I know: I have to fight to earn the business. I believe that many people don’t fight. They don’t follow-up and follow-through. They aren’t intentional, purposeful, and consistent with their follow-up, and probably don’t have a system in place that they can stick to. As a result, they are mediocre in their productivity and production.

If I’m describing you…no worries. I go over our powerful 10-touch follow-up system in my 90-day course that you can signup for. It’s been proven, not only in my business, but all of my participants’ businesses, to increase your close ratios dramatically. This is a touch-with-value every single time.

But I’ve heard so many people have a weak follow-up. Most people will follow-up with something like this:

“Just checking in with you.”“Can I answer any more questions.”“Just calling to follow-up.”“You were on my list of people to call today.”“I woke up thinking about you.” – this is just creepy!

These types of follow-ups are cheesy, lazy, and rarely work to your advantage. Why do people continue to use these types of opening lines? They’re scared. They don’t want to be a nuisance. Or, sadly, they didn’t follow through on something they said they were going to do.

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