The 15-Minute Huddle - 10.31.18 - The BIG Reveal

Great day!
First, I received a ton of feedback on the last two 15-Minute Huddles we did on asking questions.  Most are saying they now better understand how to better present and move their conversations forward while building more trust, credibility, and better relationships.Work on this most important skill by practicing with your peers, family and yes… your prospects.  Your opinion is important, however, let’s get the opinions and feelings from other people first then you can make the best recommendation to better serve THEIR needs.Ok… How’s your week going?  Did you set any appointments for the week? Get any leads? Did you sell anything? Close anything? Send out any thank you notes?  Add some folks to your database? Did you spend some quality time with the family?Did you practice like madmen and madwomen? Did you know that Phantom of the Opera is the longest running show on Broadway … the same show and script day in and day out and the actors still practice every day? MMMMM ...something to think about...right??The real question is did you plan and execute on any of the above? I hope so! Because today is an important day…why?  For many years since I was about 21 … I was always intrigued by Autobiographies … the life stories of people from business to leadership.  From presidents to preachers to parents.  I wanted to learn what they did and how they did it. How they think; how they made decisions; how they acted, how they achieved and all of the things in between. To this day … I still look at what others do that makes them great at what they do and who they’ve become. Ove the years as a trainer and coach, I’ve taken upon myself to put together the attributes of some of the very best in our business.  Folks who I’ve coached who are earning in excess of $250000 a year… year in and year out in the same markets and conditions that others who are only doing average.  On today’s 15-Minute Huddle … I’m going to reveal [ a powerful word] to you what those attributes are and hopefully, you’ll steal them and use them to profit mentally and financially. [the first secret is that's all they did too!]So be prepared ... with notepad in hand for the BIG REVEAL!
Make it GREAT Today!
Mike
Click here to grab your 26 Points of Today's Call

The 15-Minute Huddle - 10.30.18 - Asking Questions Part 2

Are you having a great day?
Yesterday, we spoke about the power of using questions in selling. The very best and highest-paid salespeople in every field share certain qualities and characteristics.
They always appear to be low-keyed, easy going, relaxed, warm, friendly and very interested in the thoughts, feelings, and opinions of others. They are very likable people.
They learn that the great secret in selling, as well as in all human relationships, is to ask questions and listen carefully to the answers. The more they listen, the more they learn about how they can structure their product or service offerings to help customers achieve their own goals or satisfy their needs.
Here's a quick recap of why asking questions is so critical...
It helps you identify the customer is true needs, fears, desires, and objections…
He keeps your clients and prospects engaged in the conversation…
If you ask the proper questions, it actually leads them to self-discovery and it stimulates their thinking...
It helps build a deeper rapport…
It helps you to be a better listener…
It gives you control of the presentation…
In today’s 15-Minute Huddle, we’ll continue to you learn about “Asking Questions” …
The Art of Asking Questions is one of the most important discoveries in human relations and one of the best of all interpersonal skills in human communications. 
I hope to answer over these last couple of calls the following questions…
1.      Why is it more powerful to ask questions than to speak?
2.      What is the primary benefit of asking questions rather than talking?
3.      Why do top salespeople ask such excellent questions?
4.      What are the two essential rules for success in selling?
5.      What are the four basic types of questions you can ask?
6.      What are the key times for you to use questions in the sales conversation?
7.      How should you ask any question of a customer or prospect?
Of all the skills you must learn, I believe that this is the one that will make you stand out in the minds of your prospects and clients more than anything else! So, I’ll do my best to answer these in the time we have together and if not… well, I’ll make another recording on the most important subject.
Let me ask… will you make it great today?
Coach Mike
p.s. please comment, like [if you do], share and follow this podcast...Thank you, Mike

The 15- Minute Huddle - Question Based Selling Part 1

WOW!  The 29th of the month…
Don’t you just love when a month ends and a new one begins?  There is so much opportunity to speak with folks who have not yet sold their properties? 
Isn’t it a perfect time to pick up the ball that someone else dropped?  Especially, this time of the year when if you really dig… you’ll find the truly motivated individuals who must sell. 
Over the next few days on our 15 Minute Huddles … we’ll going to enter zone that few folks are willing to enter … I’m not sure why… although I have a few good ideas and if they did… they can do an 12-24 or more deals a year and gross an average of $60,000 to $120,000 or more in income…
Question…could you use that XTRA Income?  Could it change some things for you? Pay some debts? Expand your team? Change a zip code where you live? Add more money to your financial freedom and God forbid “anything happens” accounts?  Could you give more to your favorite charity… outside of a family member?
I imagine you’ll come up with many uses of the money…right? 
So, where we will go for just the next couple of days to better prepare you for the influx of expired listings…we’ll talk about some of the best practices to get in the doors and get them happily working with you.
However, let’s be clear… THESE IDEAS ARE NOT AT ALL LIMITED TO THE EXPIRED…THEY WILL REACH ACROSS ALL OF THE BOARDERS OF YOUR BUSINESS!
For example, today… we’ll start with a very important and one of the most overlooked parts of the sales process [one we’ve only touched on] and that’s the Power of Question Based Selling!
Have you ever been in a conversation or presentation and you noticed that there is very little, if any, responses from the prospect?  They seem to smile and nod, but they don’t engage as they could be.
The main reason?  It’s more of like a monologue than a dialogue… you’re are doing most of the talking and not enough of the asking of great questions…
Today… I’m going to share with you some very simple, yet powerful ways to get folks engaged with YOU! 
Why you? Because they’ll recognize a real professional … someone who is interested in them rather than themselves.  Someone who will give them what they want because they SOLD themselves on wanting what you have to offer! 
How?  By simply mastering the art of asking great questions!  So, if you’re interested … This will help you; build better relationships, set more appointments, sign more contracts and get more referrals and repeat business…now that’ll be great, won’t it?

The 15-Minute Huddle - 7 Self-Coaching Questions

Great day!
How’s your week been? 
Was it productive?
Did you follow your schedule?
Did you practice with a passion to build your confidence, so you can set more appointments?
Did you generate some new leads, appointments and follow up with those on your list?
Did you communicate with your sellers, buyers, admin teams, vendors?
Did you go on the number of appointments required by your business plans?
Did you negotiate win/win/win deals?
Did you eat right and exercise?
Did you have some quality family time?
Did you start or finish the book or the audio?
Did you assess your day when you finished it and prepare for the following day?
How many thank you notes did you send?
These are most of the questions you must look to in our life and business to make sure it’s moving forward. 
How will we ever know other than a paycheck is things are working without this evaluation and contemplation?
Coaches, mentors, and trainers are a MUST to have as your collaborator to move you ahead quickly and efficiently, however, there are times when you can’t wait for an answer…so…
Today…on our call I’m going to give you 7 Breakthrough – Self Coaching Questions to help through the points above when nobody is around to support you or need to look for a faster solution than waiting… ask these questions to get you closer to the breakthrough you need FAST!
Make it Great Today!
Mike

The 15-Minute Huddle Power Start Your Day

Attachment coming soon!
Great day!
"Hi Mike, thanks for your daily calls!  They are to the point and I like that!  I want to really get my business up and going pretty fast and I’m open to getting real aggressive because like you said I need a breakthrough and right now, I’ll do anything to make it happen.  What do the top people do day in and day out?  Tell me Mike and I’ll do it!  Keep it up!!"
A common question and common desire of most.  My common answer?  Even though you’re willing to do it, will you stick it out?
Today is an aggressive yet doable plan for anyone wanting to take their business to the next level or for those wanting and NEEDING to restart the business.  Even doing half of it will put you into the top 10%! It’s powerful! 
Are you ready to take it on?  I KNOW YOU CAN HANDLE IT!!!
Listen in today and you be the judge…if what I say makes sense and you feel comfortable and confident that this can help you blow out your business… great… if not that’s ok too! 
Either way….I'm here to answer a great question for all of you!
Great day now!

The 10 Fundamentals of Powerful Persuasion

Do you want to get more contracts signed?
What are the secrets of the great presenters?
How do we get more people, more often listening to what we have to say?
In the following recording, I'm going to share with you the 10 Fundamentals of Powerful Persuasion.  This a very important recording will help you to develop more confidence and get more contracts signed! 
If you have any questions, thoughts or comments, reach out to me at mike@mikehusson.com
Make it rain! Mike

How often are you Pre-Judging EVERYTHING?

Great day!
Question...
How often do you pre-judge people, circumstances, goals, and objectives?
Isn't in fact that because you are pre-judging every single thing...that it's keeping you from moving forward in your business and even your life?
Begin today to stop prejudging and start asking questions and learning more about the people and circumstances.
Stop the Madness and Start Today Living to YOUR Fullest Potential!
Enjoy! Mike

The 15-Minute Huddle - The 8 Phases of Life and Business Growth

Great Day!
“Mike, with all of this training, coaching, and work I’m doing, how long will it take for me to begin to see results?  I need it yesterday.  I want it to happen now!  No hype Mike, please!”
Great question that’ll I’ll answer today because I know its on the minds of the many who aspire to greatness in your business and to those who want peace of mind…or BOTH!
Are you impatient and want this to work YESTERDAY? 
Do you want to know how long it will REALLY take to have the business working and producing results?
Do you need money now and you’re not sure when the flow will begin or start again? [2 points here]
When can I expect to see the breakthroughs?
Will I ever master this stuff? This is [as I like to say] RADICALLY IMPORTANT TO GET…both logically and emotionally!
On today's 15-Minute Huddle we'll discuss the 8 Phases of Life and Business Mastery
Make it GREAT today!
Mike
 

The 15-Minute Huddle - 10 Habits of Highly Successful Salespeople

the following or the 10 Habits of Highly Successful salespeople...
Keep in mind winners develop a habit of doing the things losers do not like to do!
1. Review and rewrite your goals daily
2. Plan your days in advance
3. Ask 2 questions: What did I do right? What could I do differently?
4. Use the Doctor of Selling Philosophy...Ask questions to find the pain and then relieve it
5. Successful daily living: physical, nutrition and healthy relationships
6. Become a Rejection and Frustration Specialist
7. Be a Value Builder...
8. Fly with the eagles
9. They are Masters at Building Relationships
10. They are committed to lifelong Personal and Professional Growth
Exercise... write these down, review them every morning and night and rate yourself on a scale of 1 to 10 in each of these areas... Do this for the next 90 days and watch radical changes occur in your life!
Go out and make it great today!
Mike

The 15-Minute Huddle - Manage the Priorities

The 15-Minute Huddle - Personality Styles - Part 5 The Wrap

Great day!
Versatility:  The ability to adapt to a number of different people in a number of different situations.
The quality of our life is in direct proportion to the quality of our relationships and being versatile is the main ingredient of building the quality relations we all want and need!
So, have you figured out your style yet? 
How versatile are you?
How will you apply it going forward?
Are you:
Low on emotion and slow to decide? Who? The Analytical
Low on emotion and quick to decide? The Driver
High on emotion and slow to decide? The Amiable
High on emotion and quick to decide? The Expressive
Figure it out for yourself and you’ve figured out how to better serve your customers, new prospects, get more referrals, more contracts signed and close more deals! Equally important you’ll be more confident in all of your interactions both personally and professionally!
On today's recording, we’ll wrap up our thoughts on this very important topic…Versatility and Selling
Great day now! Mike
Great resource:
Versatile Selling: Book by Wilson Learning, Larry Wilson [only available in paperback]
 

The 15-Minute Huddle - Personality Styles - Part 4 The Amiable

Great day!
Is it possible that some of your toughest prospects are the quietest and most reserved?
They tend to be very friendly, agreeable, and supportive of everything… and after you’ve delivered your presentation they say…
"Thank you so very much, Mike… you’ve done such a wonderful job and I like everything you said … you’re definitely at the top of the list and we’ll get back to you…I promise!” 
You arrange to call them back to “get the agreement signed” and they say…
“Oh Mike, I so appreciate your time and all of the work you did… however, I spoke to my family and friends and I decided to go with Mary Johnson at ABC Realty.  She is just a sweetheart.  I told her about you and she said she would love to speak to about bringing your buyers over.  Again, thank you so very much… I really, really, really appreciate your time.  Have a beautiful day.”
What happened here? They were so sweet and agreeable and then BANG!! They sign with someone else!
Today… let’s bring it home with this quiet and reserved force; “The Amiable Personality”
I cannot emphasize enough that these folks will leave you breathless as you hold the UN-SIGNED CONTRACT!   Well, no more… that all stops today. 
We’ll peel back the onion of this powerful style.   Enjoy today's recording!
Mike
p.s. What's your style? If you better understand yourself and your personality style... while understanding others you will build great relationships and get more contracts signed! My mission is to help you get to the next level...if that's what you want as well...reach out and let's talk... call me directly to 954-210-5565.  We'll create a simple and lucrative plan to get you where you want to go!  Call Now... Thanks, Mike

I Made An Error... Here's the Correction

Okay... it wasn't a major error but enough to say that I have to admit when I'm wrong. So I'm here to clear the air on what I said on today's 15-Minute Huddle...
Thank you, Mike
 

The 15-Minute Huddle - Personality Styles - Part 3 The Analytical

Great Day!How’s your week? Are you making progress toward your year-end objectives?Are you working on the 10 steps we discussed over the last 2 weeks? You do know that you don’t have to do them all at once … right? If you took one (1) item a week … you’d be done and making great strides at the end of 10 weeks! Listen … it took some of you from 20-60 years … more or less to develop the habits and discipline we now have…10 weeks is nothing compared to 1000-3000 weeks you’ve already lived through… so, don’t overthink … “OMG Mike… this will take me forever… I’ve got so much going on!”Here’s an idea …spend less time thinking and more time planning and working the plan and the 10 weeks may only end up being 3 or 5!  Another thing to think about…right?If you want to change…then change!! If you’re happy with the status quo of complacency, frustration, and lack of the abundance you deserve… then … don’t change…If you’re serious about time and money freedom … then … Get it done! If you want to talk about it… and share the details …call me and let’s talk!  Write 5-10 questions and we’ll look to solve the specific dilemma you may be having…ok?  Call me…954-210-5565. Ok… today on the 15-Minute Huddle:The above scenario…sound familiar with making decisions and acting on them? (although VERY Real!) is about our next personality style …“The Analytical” … need I say more right now? Nope…so … The bottom line is? (what style is that?) Don’t overthink it … and listen to today's recording...
Make it GREAT Today!
Mike

The 15-Minute Huddle 10.16.18 - Personality Styles Part 2 - The Driver

Great day!
Yesterday… we talked about versatility…
Your ability to adapt quickly to a wide variety of people in a wide variety of ways.
There are many personality tests and concepts around this philosophy… from …
The DISC Profile to Wilson Learning (Larry Wilson) on Versatile Selling (my choice)
They all have a similar purpose… the better understand how we will act and make decisions in life…thus allowing us to quickly adapt to most situations in life…and build better relationships with others.
As a reminder… The big questions are:
Why are some salespeople able to build rapport quicker than others?
Do you have a goal to get more people saying yes and getting a signature more often?
Is your goal Top Earner Status?
Is your goal to negotiate more win/win transactions?
Is your goal to be The Agent Everyone Hires?
Yesterday of the 4 Styles… we talked about the Expressive ...
Today… In today’s 15-Minute Huddle we’ll discuss:
“The Driver” … the famous pains in the a** we all love to hate and wish we … from time to time we were like them… 
Great day Now!
Mike

The 15-Minute Huddle 10.15.2018 - Personality Styles Part 1 - Overview and The Expressive

Great day!
What’s the definition of versatility?
How well do you adapt quickly to a wide variety of people in a wide variety of ways?
Why are some salespeople able to build rapport quicker than others?
Do you have a goal to get more people saying yes and getting a signature more often?
Is your goal Top Earner Status?
Is your goal to negotiate more win/win transactions?
Is your goal to be The Agent Everyone Hires?
If you answered YES to the questions above...then listen to this and this week's recordings
You can join me "LIVE" at 7:45 am EST - M-F for these calls by dialing 267-930-4000 - Pin#530-136-868
In today’s 15-Minute Huddle we discussed why some salespeople … top salespeople … do more business than most, and we’ll answer why they have the ability to adapt to a wide variety of people quickly.
Think about this scenario…
You make the perfect listing presentation…
You have followed the process to a tee. You qualified, asking every question and the seller is highly motivated…
You deliver a professional listing package... You call and confirm… the seller says come on over...
You show up on time…firing on all pistons … excited mentally and emotionally…
You go through the presentation flawlessly…
You and the seller agree on a price… everything is perfect…
But you leave without the listing… they want to think it over… but you feel really good about it and you secretly tell yourself… "I got this…it went great - they love me" and then they sign with someone else!!!
Has ever had this happen to you?
What went wrong?
MMMMMMMMMM something to think about… isn’t it? 
We all know that success in sales is directly related to making the client comfortable. 
Then somewhere along the way you fell short… WHY? 
Well today, we’ll get that answered!
So, listen, take notes and deploy these ideas in your life and business!
Make it great today and this week!
Mike
p.s. Remember to invite people to the Daily Huddles and pay these and others recordings forward your peers and other business people. Share the link www.realprofitbuilders.com for this and the latest and greatest calls that educate, inspire and motivate.  Thanks, Mike

The 15 Minute Huddle - Let go of the Old and bring in the New

The 15-Minute Huddle - It doesn't have to be boring!

Great day!
Do you ever get bored with doing the same things over and over and over again?
Do you find yourself losing excitement and enthusiasm because you keep repeating the same things over and over and over again?
Do you ever find yourself looking for easier ways to do things because what you're currently doing is not happening fast enough?
What is the one great attribute of the Top Earners in our business they only a few even know about?
On today’s 15-Minute Huddle… I’m going to share with you this unseen force as being one of the biggest reasons why most people never get the breakthroughs they’re looking for and some thoughts and actions you can take today to finally win more often.

The 15-Minute Huddle - 10.9.2018 - Handling Objections

Click here for Basics of Objection Handling or copy and paste the link into your browser: https://s3.amazonaws.com/mhpcoachdocs/15Min+Huddle+Docs/MHP+-+Objection+Handling+-+Some+Basics.pdf
 
Great day!
A confidence booster or killer?  The Prospects Objections!!!  The maker of the infamous creative avoidance behaviors…
Have you ever been in a presentation or you’re looking to set an appointment and as you’re going for the ‘close’ the prospect throws out an objection and you freeze?
Do you ever feel that when you hesitate… your prospects see the blood in the water and say… “I want to think about it.”
Have you ever hesitated to make calls or going on appointments because you’re NOT certain that you’ll be able to answer a question?
Do you know what the most common objections are and how to answer them? 
“Ok… Mike, so what the heck is an objection? Why do they even come up?  Can’t they just set the appointment or sign the contract for crying out loud?”
You want answers?  Can you handle the truth about what you must do to win more contracts and appointments? If you answered yes… Good! 
Then all we need to do now… listen to this all-important "15-Minute Huddle from today.
Don't let objections get in your way to 6Plus Figures.  Keep it simple, learn the 3-5 most common objections, write them down, practice them into your memory ... and you'll be prepared! 
That’s it!  We’ll get you answers to the above to build that confidence, so you can … get more appointments and contracts signed! 
 
 

The 15-Minute Huddle - Practice, Drill, Rehearse

Ok… you’ve made the decision to be the best in your field….
You want to take more listing and make more sales (I would think you do anyway) …
You have some fears about talking to people and presenting your services…
You want the confidence of the Top Earners (and their money too!)
You know what you have to do … yet you stop in your tracks before you even begin…
Are you as good as you think you are?  You’re doing 25, 50, 75, or 100 deals or more …
Is there room for improvement?
Are there more we can add to this list?  Probably… but for now, this is about a fundamental … one that most … if they don’t get it and apply this one principle… will continue to be average in this great business. I know you’ve heard it before… you know, that one action that when done over and over and over again can radically change your levels of confidence, beliefs, and even your zip code… the one action that most never take to serious because they’re too proud or think they don’t need it… the one action that’s the foundation of success for most in ANY industry…
It's Practicing, Drilling and Rehearsing your craft!
 

Get More Listing with The For Sale By Owner... Live Group Call with Scott Z. and Mike

*****UPDATED*****
"Get More Listing with The For Sale By Owner"...Live Group Call with Scott Z. and Mike
The Recording is READY to Listen to... 
More powerful documentation Coming Soon!  
Thank you, Mike

The 15-Minute Huddle 10.5.2018 - Becoming A Premiere Listing Agent Part 1

STOP!
Before You Make Another Prospecting Call…
Let me ask you... as an agent... Do you want more control of your time and income? Do you want to be the boss or the employee? What if you could employ thousands of other agents without ever recruiting or opening up your own brokerage? You do want to maximize your potential as an agent... Right?
You've heard it all before... If you want to become a great agent then become a great listing agent! Then we are told by the gurus... That all you need to do is prospect and follow up for 2 to 3 hours a day, present, handle objections and close for the signatures and you will make a fortune in real estate... Right?
Although it should be that simple... Then why aren't most agents as successful as they can be? If it's that simple and lucrative... Then why don't agent simply smile and dial for more listings? If it's that simple, then why do most agents have a come apart when a prospect says... Yes... "Come and show me what you will do to sell my property!"
There will be two parts to this Becoming a Premiere Listing Agent philosophy... is this first part I'll discuss 7 key Steps to Preparing for a Great Presentation.
Enjoy and apply these principles!
If you have any questions, reach out to mike@mikehusson.com or call 954-210-5565
To speak with me personally to discuss your challenges and create a success plan to get your business to the next level... book a 30-45 minute call...It's complimentary...simply go to http://bookafreecoachingcall.as.me
Make it great TODAY!
Mike

The 15-Minute Huddle 10.3.2018 - Clean Up Your Leads

The 15-Minute Huddle 10.3.2018 
10 Steps to Wrap Up Your Year and Create Momentum going into 2019: Clean Up Your Leads
Stop...Before You Go... After you listen to the recording Click here for the Full Read or copy and paste this link into your browser: https://s3.amazonaws.com/mhpcoachdocs/15Min+Huddle+Docs/15Min3+-+LFU10Wrap.pdf
Here are 3 Helpful Documents that I put together for you:  Click and Download!
1.  The Lead Follow-Up Standards
2.  The Lead Generation Book Set up
3.  The Lead Tracking Sheet
If you have any questions, reach out to mike@mikehusson.com or call 954-210-5565
To speak with me personally to discuss your challenges and create a success plan to get your business to the next level... book a 30-45 minute call...It's complimentary...simply go to http://bookafreecoachingcall.as.me
Thank you and Make it Great Today!
Mike

The 15-Minute Huddle - 10.4.2018 - Qualifying for Results

The 15-Minute Huddle - 10.4.2018 - Qualifying for Results
10 Steps to Wrap Up Your Year and Create Momentum going into 2019: Qualifying for Results
Stop...Before You Go... After you listen to the recording Click here for the Full Read or copy and paste this link into your browser: https://s3.amazonaws.com/mhpcoachdocs/15Min+Huddle+Docs/MHP-PREQUAL+OVERVIEW.pdf
Here are 2 Helpful Documents that I put together for you:  Click and Download!
1.  Pre-Listing Qualifying Questions
2.  Buyer Consultation Questionnaire
If you have any questions, reach out to mike@mikehusson.com or call 954-210-5565
To speak with me personally to discuss your challenges and create a success plan to get your business to the next level... book a 30-45 minute call...It's complimentary...simply go to http://bookafreecoachingcall.as.me
Thank you and Make it Great Today!
Mike

The 15-Minute Huddle 10-2.2018 - Lead Generation

Click here to download this document
Click here to download over 50Plus Ways to Generate Business
The 15-Minute Huddle Day 2 – Wrapping up the Year - Step 2 of 10…
Commit 100% to getting out of your comfort zone and complacency and Prospect a minimum of 2 hours a day.
When you first got your license you wanted to be in the people business right? Well, here's the good news, here’s your chance.  Begin developing this all-important habit.  We must talk to those people in order to get the results that we want.
***Key Points: I'm not going to try to make you feel good and believe that you can get business without speaking to people...it just doesn't work that way. No script?  Ok…then minimally call or knock and ask ANYONE you meet…”do you know anyone who wants to sell, buy or invest in real estate? How about you?” More on this step later.
Lead generation or prospecting … whatever you want to call it, is essential to “growing” our businesses… frankly, it’s the lifeblood of our business.
I’m sure you’ve heard that most agents are secret agents.  Don’t be!  Now, if you only want minimal results and barely enough money then this can be an option because there is no real work or confrontation required. 
On the other hand, if you want to do 25, 50, 100 deals or more.  If you want more time and money freedom in your life to enable you to be, do and have the things in life you want…then it would be a great idea to let EVERYONE know what you do and how you can help them solve a problem.  The challenge of course is….
We must find them…
With your databases, these are people you know.  Even if you work that process well and communicate with your base, you can only go so far.  However, like any successful enterprise, eventually, you must turn to those people we don’t know in order to keep building. 
The great news is that the people you didn’t know now become a part of the people you now know and that’s a wonderful thing… isn’t it?
 You can buy, wait or go after business. All of them work, it all depends on budgets and your ability to wait to make money. 
To help you build quickly your business, look for the “low hanging fruit”… people that waving their hands … I want to sell or buy.
Be prepared to speak to people… Get Set-Up to Win!
Warm up with a great role play!   
Use an Auto-Dialer like Mojo, Arch, SalesDialers, RedX
Keep your space Media Free
Let everyone know NOT to bother you…put up a “Do Not Disturb” sign
Know who you’re going to call
Have lead sheets, a yellow pad or 3x5 cards handy to take notes
Have your Script questions up on a wall
Stand up to call
Begin to call immediately after a role-play!!
Identify why prospecting is difficult for you such as fears, not knowing what to say, you’re not prepared for the “YES”, fear of acceptance, your peers may think you’re wasting your time, etc.
Focus on the long-term results of lead generation…this will help with getting you into the routines
Call early these Low hanging fruit Methods… there are more than 50 others but start here:
Expired
FSBO
COI/PC
Circle Prospecting
Call …yes…call people in your Social Media arenas
?
Your lead generation efforts will be based on your goals and plans. If you want to do 25 or more deals a year… plan on generating about 2-3 hour a day minimum.
Prospecting or lead generation can be fun and lucrative… simply understand that this is a fundamental requirement in our business.  Also note, that by developing this skill, it will not only make you money, but it will help you to develop a strong mindset, habits, and disciplines that will affect all other parts of your business!
So, begin today with the above points and you’ll begin moving your business in a positive direction.  If I can help you with this specific area…let’s talk!  It’s complimentary and no obligation…simply go to this link and set a time: https://bookafreecoachingcall.as.me

The 15-Minute Huddle - 10.1.2018 - Clean Up Your Databases

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Has this ever happened or have you heard that it happened to someone else?  You finally decide that you’ve heard enough about the importance of reaching out to your database; the centers of influence and past clients? You know logically, that by calling that you can generate business or referrals. 
The big day comes, and you pick up the phone:
YOU: “Hi Mary, Mike Husson here… how are you?  (Great…) I was just calling to check in and see if you know anyone looking to buy or sell real estate?”
THEM: ”OMG, I totally forgot you were in the business Mike…and I feel so bad…I thought you got out after not hearing from you for ____ (fill in the blank now) years and we just bought a new home after selling the one you sold us and my sister wanted to move near us and she did the same…and you know how close our family is … my brothers are making a move too!”
Now…after you get up off the floor you say… ”Good for you!  I’m so! @#$%#$@!@ ☹  Happy for you…weeeeellll I’m STILL in REAL ESTATE…maybe next time you’ll think of me when buying or selling… all the best in your new homes with ALLL of your brothers and sisters! Bye now~”
Sound possible?  ____ Yes ___ No ___ its happened to me ___ No not yet  __ I don’t believe it would ever happen, you’re making this up
I know this seems a bit surreal … however, it will happen from time to time.  Sometimes  you can’t control it…it is what it is.
Even if it never happens… we should not be worried that it might happen. 
Point 1: Clean up your center of influence and past client databases and begin touching them.  Call them first, followed by an email or “snail mail” or both.  If you’re out of sight …you’re out of their minds. 
***Key Points: Make the decision on this step.  If you're not going to call them and eliminate them from your database. Keep in mind that your database is the largest asset that you can have in your business, therefore, it must be taken care of like a precious metal.
Your COI – Center of Influence – SOI – Sphere of Influence – PC – Past Clients … who are they, what do they want, how can you help them (solve a problem), how can they help you, and how often do you communicate with them?
Who they are: These are ALL folks anywhere in the world and that you know, and they know you… by your first name. 
What they want:  They want someone in the real estate industry who is a resource – A Trusted Advisor
How you can help: Sell, buy, invest in real estate and as a resource as for industry updates
How they can help you:  Referrals - Be Your Raving Fan!
Out of sight out of mind! Our goal with our base of contacts is to keep you top of mind when the need arises for real estate services.  Frequent reminders are important…
(below are some of the many basic points on the technical and logical things to do)
But first… Having a database is critical…as noted above, it’s the largest asset in your business. However, I think folks in our business ONLY think about the “Just Reach Out and Touch Someone” game.  If we only think it's about calling and asking for referrals or business, we’re missing a whole lot of opportunity. 
Why not … ”Just reach out and touch someone?”
As it is… most people don’t even feel comfortable making those calls.  Because they feel like they’re begging for business, they are bothering someone, they’re embarrassed to admit they’re in real estate, it simply feels awkward or they are complacent.
The other thought is…most folks lack versatility when it comes to making calls to their databases. In other words, the driver doesn’t have the time; the analytical will overthink the process; the expressive is shaking in their boots and the amiable is worried about rejection. 
There are all kinds of reasons for not calling.  So, what’s the simple answer to maximizing the return and income from your databases while eliminating the fears of calling on people in them? 
Keep it simple with 2 thoughts: 
First… the easiest thing to think about is what is YOUR JOB?  What purpose do you serve in people’s lives?  Are you available when they NEED your services or need an answer to a real estate question? 
Don't worry about the outcome.  We worry that when we call our COI/PC that they will reject you when in reality…they don’t have a NEED or know someone …at that moment… who does?  It’s not your phone call …they just don’t need what you’re offering.  Make sense? 
Think about this:  You don’t eat 24 hours a day…you eat when you’re hungry.  You don’t fly or drive 24/7/365 … you do it when you NEED to.  You don’t go to the dentist 24/7/365 you go when you NEED to. 
The Key… is point 2:  It’s when they NEED something related to real estate and YOU haven’t been in their space and they forgot you because of “LIFE” … when that need arises … where do they go to solve their problem?  Someone else for a referral or Google!  They are not calling you…why?  Jeeeeez Louise… they forgot you or worst yet … you forgot them and so they go elsewhere. 
Then the very worst thing that happens is … you’re reading this and you decide…”that’s it, Mike is right…I’m going to start calling MY PEOPLE!!”  You make the call using your fancy scripts … and they say…
As I noted in the beginning... ”OMG, I totally forgot you were in the business…" 
Yikes… that’s a bite out self-esteem, self-confidence and a bit humiliation on top of it all. 
Why did that happen?  Your ego thinking they’ll remember you? Your fears because you don’t want to BOTHER people?  The last deal was a bit rocky (all of them are) and you were embarrassed?  Or you’ve been on YouTube, read a book, just left a seminar and you’re trying to put ALL the fancy ideas together with the… ‘only way to do business is by referral only training stuff.’
Is there a simple solution?  Yes… be your cordial self and make a call often enough to remind them...that's it.  “Hi, Mary,  Mike here…just checking in to see how things are…you good? (chit chat chit chat) Nice to hear…well I know you’re busy…I just want to remind you that the market for real estate is great and I’m still here.  Know anyone look to buy, sell or invest right now? (NO) and you…now’s a great time to invest?  Any needs?  (NO)  ok well, thanks… are you getting my monthly Real Estate News and Market Reviews emails?  (YES) Excellent! All right __NAME___ …, I appreciate you and any referrals…here for ya! Have a great rest of the day!”  NEXT!
 
If you don’t have your databases cleaned up and organized, start now to do so! Look wherever you can for contact info Let’s copy and back-up the data to an Excel or a similar spreadsheet.
 
Once you have a count … set up a calendar to begin frequent touches with you base. There are a few ideas that float out there on this, however, for now, keep it simple to get the ball rolling and call. You can get more creative later:  quarterly calls and monthly emails that are informative, market-centric and supportive education…even as little as a simple “Hello” can work magic. 
 
The location of anyone in your base is not relevant…it’s great to have people from all over the world as your ambassadors! Remember…when real estate is discussed in “their” conversations… you’re top of mind!
 
Identify folks on your list who can provide more referrals and communicate with them monthly… ask permission to reach out and send emails. If they like you even a little…they’ll be OK with your request.
 
Buy, Sell or Invest: Use all 3 when asking for referrals.  I start with: “Who do you know who?” and “How about you?”… SIMPLE!
 
When you get referrals… follow up right away and send the person who gave you the referral with call and a thank you note. Also, as you make progress or not with the person they referred to you…keep your referrer in the loop and constantly thank them for thinking of you regardless of the outcome!
 
Before, during and after: Always ask for referrals… I have many clients who have it pinned on their walls to always “ASK” for referrals at the end of each communication when they have transactions in process… no need to wait to do this!  They already hired you…didn’t they?
 
Your Vendors: contractors, mortgage, title, inspectors and many others that YOU refer business too can be an additional 5-20 deals a year!  How?  Ask 😊 … “Bill, I want to thank you for taking care of the people I refer to you and they always say…you do such a great job!  Thanks…much appreciated.  Bill, can I count on you from time to time to refer people that may be looking to buy, sell or invest in real estate?  Great!  I’ll keep sending you people as well…Thanks!"  (send a thank you note, keep in touch)
These are just a few ideas to get your databases working for you! Our goal must to have them always thinking of us when it comes to real estate! Print this list out and get at it right away!
If I can help you with this or any area of your business... Let's talk... https://bookafreecoachingcall.as.me/
Make it a great day NOW! Mike