Tayo ay dapat tuloy-tuloy na natututo na pang-habang buhay. Isa sa mga pinaka-makapangyarihan at pinaka-mabilis na paraan para matuto ay ang pagiging BRUTALLY HONEST.
Ang pagkakaroon ng bagong kaalaman ay hindi nagtapos noong graduation mo. Dapat ay tuloy-tuloy parin ang ating pag-aaral at pagtututo, at dapat ito ay pang-habang buhay. Maraming paraan para matuto. Pwede tayong magabasa ng libro o manood ng educational videos sa YouTube. Maaari rin tayong matuto sa mga nakaraang pagkakamali. Pwede kang kumonsulta sa mga eksperto o sa may naka-aalam. Tiyak na marami ka ring matututunan sa mga tao sa paligid mo.
Para sa mga tao sa paligid mo
Sa lahat ng tao sa paligid mo, kabilang dito ang iyong mga kasamahan sa trabaho, supervisor, mga hinahawakan mong tao, asawa, kamag-anak, at kaibigan, sabihan mo silang lahat na maging BRUTALLY HONEST sa iyo, na maging tapat at derecho sila sayo anumang oras, gaano man ito ka-brutal. Sabihan mo silang lahat na ikaw ay bukas at iwe-welcome mo ang kanilang mga tapat na komento, positive man o negative.
Napaka-makapangyarihan ito dahil para bang binuksan mo ang iyong pintuan para sa mga karagdagang kaalaman mula sa lahat ng mga taong nasa paligid mo.
Para sa iyong sarili
Sa iyong sarili naman, una, huwag mong babaliwalain ang mga sinabi nila sa iyo. Tanggapin mo ang mga sinabi nila at tiyakin na matututo ka mula dito.
Pangalawa, maging bukas sa mga sinabi nila, masakit man tanggapin. Huwag mong pepersonalin ang mga nagsabi sa iyo at huwag kang magagalit sa kanila. Tanggapin ito nang lubusan gaano man ito ka-brutal, dahil ang sinabi nila ay katotohanan na dapat mong harapin.
Sa ganitong paraan, ikaw ay mabilis na matututo at magiging mas-mabuti.
Clients love real estate professionals who follow through with their commitments. It is important to be efficient to be able to do your promises quickly and in a timely manner.
1. Do the most important tasks first
Most people do the easy tasks first, tasks that they enjoy doing. This is not efficient. Do the most important tasks first, whether it is hard or easy. You can delay the unimportant tasks later.
2. Have a collection box
A collection box is a physical box where you place all your tasks into, all in one place. Remove all your tasks from your mind, place them in the collection box, and have a clear and focused mind. The key is to check your collection box every single day.
3. Do checklists
Always forgetting to buy tissue in the grocery or bring towel to the gym? Checklists can be your best friend. It will make sure that you will never forget anything. It will free up your mind from overthinking and help your mind focus.
4. Use calendar
You cannot have a clear and focused mind if you constantly think about your visit to the dentist two months from now. You have to place the tasks and events that you will do in a future date. Remove it from your mind now and focus on the tasks at hand right now.
5. Bulk minor tasks
Going to the grocery or doing laundry once a week is very inefficient. Find a way to collect these minor tasks and do them only once a month. This will give you more time to do the more important tasks.
6. File finished tasks
You don’t want to see your finished tasks all the time as it will only waste your brain power. File them in a final folder and make sure it is easy to retrieve.
Seth Godin’s book, the Purple Cow, is one of the best sales and marketing books that real estate brokers and agents need to read in order to win. Here is the summary of the lessons to be learned from the book.
According to Seth Godin, white cows are boring. When you see a white cow, you will just go along and not take notice. But when you see a purple cow, you will stop whatever you are doing and can’t help but notice it.
To be noticed by your prospects, be a purple cow by being unusual. Don’t be like any other broker or agent. Be worth talking about and stand out among the crowd.
Ryan Serhant, one of the most successful real estate brokers in New York, has a gray hair and he is still at his 30s. He intentionally dyes his hair gray to stand out and be worth remembering. This is, of course, in addition to his sales skills and charismatic personality.
People are now experts in ignoring your advertisements. Instead, make them come to you by being unusual.
Don't be just "a little bit better"
Being “a little bit better,” “a little bit nicer,” or “a little bit cheaper” will not get you noticed. You need to be ten times better than your competitors for you to get noticed like the purple cow.
Safe is risky
Don’t be afraid to be risky. You will never win by being safe. Stand out and don’t fear failure, because failure is part of the process of success.
Copy from other industries
Learn customer service from the hotel industry. Learn work efficiency from the construction industry. Don’t be stuck in your industry because, most probably, your competitors already know the techniques. Explore other industries and apply their techniques to your field.
You can buy this book at your nearest bookstore for a little over P1,000, a small price for the valuable knowledge that you will gain.
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Maintain professionalism at all times. If you are using Facebook to sell real estate, be professional in it as well. Never post these 5 things on Facebook.
1. Pictures of your money
Money is your reward for your hard work. You deserve it. But don’t brag about it. Don’t post photos of your money on Facebook. Your friends and Clients will see you as boastful and proud. Other people might get offended by your post. Keep it to yourself instead.
2. Your rants
We hate people who complain a lot. We don’t want to be that person. Never post your complaints and rants in your life on Facebook if we are using it for selling real estate. Your friends and Clients will see you as a negative person who complains a lot. Worse, they might think that you complain about them too.
3. Irrelevant bad news
If you are using Facebook to sell real estate, never post news or videos of people getting killed or robbed. Never post bad news as your friends and Clients might see you as a negative person. Post good vibes instead and maintain a positive image.
4. Details about your Clients
Privacy is very important for your Clients. Nothing is more private than the address of their home and the money that they have. Never post the exact location of your Client’s purchased house nor the amount he invested. Better, don’t post your Client’s transaction with you. Respect his privacy.
5. Indecent photos
You don’t want your Clients to see your drunk or scandalous photos. Maintain your professional image in Facebook by never posting indecent and unprofessional photos of yourself.
Create an impressive first impression by improving your Facebook profile. When your prospect client visits your profile, make sure he sees somebody who is professional and who they can trust. Here are 4 tips on how to make your Facebook profile impressive.
1. Have a professional profile photo
Your profile photo is what your friends in Facebook sees when you message them and comment on their posts. Make sure it is impressive.
Visit a photo shop or studio and have your photo taken by a professional. They know about proper lighting, so your photo will not have the unwanted shadows. You can choose a background that suits you. Wear your best professional attire or your company uniform. Don’t forget to smile.
Avoid selfies and amateurish photos. Never use a profile photo that is not you, not a celebrity, not a cartoon, not animals, not words. Avoid photos where you are drunk or drinking beer. Avoid sexy photos.
2. Use your real full name
Use your real first name and real last name in your Facebook profile. When your prospect client sees your full name, it shows them that you are not hiding anything and you can be trusted. You will look much more professional.
Avoid fake names, made-up names and aliases. Avoid reversing the spelling of your name. Avoid misspelling your name. Make sure that when people search your name in Facebook, they can search you easily.
3. Use your cover photo as an overview
The cover photo is the big photo that people see on top of your Facebook profile. You can use your cover photo as a summary or overview of who you are and what you do, so put your best one here. You can put here a collection of photos of houses in your listing, or a photo of a project that you are focusing on. You can put your company name and logo, your position and contact information in your cover photo as well.
Make sure that your cover photo is of nice quality and does not confuse your prospect clients on what you really do. Don’t put here photos of cars or pets, but you are selling real estate!
4. Complete the details about you
This is your chance to say amazing things about yourself. Tell your visitors the things they need in order for them to trust you.
Place here the complete details about you, where you live, where you work, your position and title, your birth date, and all others. Make sure these details are complete and honest. You may put in your description what you do, your mission and vision, and why they should trust you. Don’t forget to put your contract information.
Facebook might probably be the best tool you can ever have as a real estate agent. Here are the 4 reasons why you should market in Facebook.
If you are going to do flyering, you would probably choose a location where there are many people. We call that traffic. In Facebook, there are 36.2 million Filipino users and each one of them is using it for 55 minutes per day on average. You can add up to 5,000 friends and all of them can be your potential customers. There is high traffic in Facebook.
2. Minimum Cost
Creating a Facebook profile is free. Posting is free. You don’t need to invest in printing brochures, price lists and banners. You don’t need to waste your time in traffic going to a place to give out flyers. You don’t need to rent a space, you can do it at home. The only time you will invest some amount of money is when you boost your post, but only according to your desired budget.
3. Word of Mouth Marketing
Who would you trust more in looking for a property, your best friend or some agent who you don’t even know? Of course, you would trust your best friend’s referral because you know that he/she is in your best interest. That’s the power of referrals or word-of-mouth marketing. In Facebook, there is huge potential for word-of-mouth marketing because of its sharing capability wherein if you post something, your friends can share your post to their friends, sort of like referring you to them. That is very powerful!
4. Target Your Audience by Boosting
As mentioned earlier, the only time you will invest some money is when you boost your post. Most of the time, it is worth your investment. When you boost post, you can select who you want your post to be shown to. You can select their location, age, gender and interests. Compared to posting a billboard along a public road where you don’t know who sees it, in boosting your post you can literally aim for your target audience.
The most crucial part of sales is presenting your projects to your Client during trippings. They usually decide to buy or not during this moment. Make sure you come prepared by taking into heart these 7 simple ways to present your projects like a pro.
1. Avoid Filler Words
Most people are victims of using filler words like “aaammm,” “parang,” “actually…” These filler words will hurt your connection with your Clients. The best solution to avoid these filler words is to simply slow down your speech pace and make sure your mouth does not overtake your mind.
2. Have a Power Stance
Your Clients are much more likely to trust you when you show confidence in yourself and in what you are doing. Standing up straight and tall is the simplest way that you can do to show that your Clients can trust you. Open your chest and pull back your shoulders. Put your legs slightly apart. Never slouch.
3. Use Hand Gestures
Your hand gestures are just as important as your words when presenting projects to you Clients. Make your words come alive by using hand gestures. Do not hide your hands inside your pockets. Do not place them behind your back and do not cross them on your chest. Free up your hands and use them to animate your words.
4. Maintain Eye Contact
You want to connect with your Client emotionally and you want them to feel that you are paying attention. The best way to do this is to maintain eye contact. Don’t be afraid to look into you Client’s eyes while talking as this shows that you are sincere and can be trusted. Do not look around or check your cellphone, as this will show that your attention is somewhere else. Make your Client feel important.
5. Use Simple Words
Complicated and deep words will not impress your Client. They may not understand what you are talking about and you might look like a show-off. Use ordinary and conversational words and sentences that you normally use when you converse with your friends. In this way, you Clients will understand you and will see that you are a genuine person.
6. Don't Rely on Notes
When you keep on looking at your notes or handouts while talking, your Client will think that you do not know the project details very well and that you did not prepare for the meeting, and these might hurt their trust on you. Always make sure to read the project details before the meeting and practice your dialogue. Take into your heart your speech. Act spontaneous and do not read your notes while presenting your projects.
Nothing can beat the most prepared. Before the meeting, practice your dialogue in front of the mirror or in front of your friend. Never go into the meeting not knowing the project details by heart. Practicing will make you confident during presentation and your Client will surely notice that.
Have you ever met a carpenter who doesn’t use tools? Just like the carpenter’s tools that give him the power to build houses, these 7 apps can make you a better and more effective real estate agent.
Since location is king in our industry, our best weapon is a map. Waze is much better because it is an interactive map with live traffic that shows you the fastest route going to the site. This app will ensure you that you will not be late to your tripping with a Client, or your Client will not spend too much time in traffic when he’s with you going to the site.
Forget PAGASA. This app is a weather forecasting application that predicts the weather one week in advance. It will show you the probability of rain in the next days. This will be a huge advantage for you because this will ensure that all your trippings will be on a good weather.
You don’t need to go to your office or to a computer shop anymore to scan documents and send them to your Clients. You can just use this app to take a picture of the documents, very much like a handy scanner, and send it directly to your Clients using only your phone. Very convenient for you and your Client will surely be amazed by your promptness.
4. Loan Calculator
Do you know the formula for present value of an annuity? Maybe you do, but you don’t need to complicate yourself anymore. You can use this app to compute for the present value of an annuity, and you can do it forwards and back. This is very important so we can present to your Clients their projected loan amortizations for whichever loan term they want. Trust me, they will be impressed!
Show your Clients that you care by arranging a special service for them. Grab is an app that lets you hire a car to fetch your Clients wherever and whenever is convenient for them, bring them to site, and send them back to their house. It is better than a taxi because the car that you hire looks like an ordinary car. This service has a certain fee depending on the distance, but the Client’s satisfaction is much more valuable.
6. Google Maps
This is also a map application, but what’s best about this is that the map is the exact terrain that you can see on the actual ground. It is using satellite images to show you the actual top-view photos of the land instead of a graphical representation. You can also view its StreetView feature where you can virtually walk thru the roads and see the actual surroundings. Use this to familiarize yourself with the area without physically going there.
7. Google Calendar
People take this app for granted, but don’t be like them. Take control of your life. It’s a weapon that lets you schedule your appointments digitally and reminds you of your tasks for the day. This will make sure that you effectively manage your schedules and that you will never miss a tripping ever again. You can also save in this app the birthdays of your Clients so you can greet them every year.
Superheroes have superpowers to achieve their goals. So do you. You have superpowers in your hands that you can use to your Client to close the sale. Here are 6 simple and thoughtful things that can impress your Client.
1. Smile: your most powerful weapon
Smiling is the simplest thing that you can do, and yet it is your most powerful weapon. Show your Client that you love your work and you are enjoying serving him, no matter how tired or under pressure you are. But please, don’t fake it. Really love your work and really enjoy the moment. It will work like magic.
2. Give a simple gift
Your Client has given you something that is very valuable – his trust. Show your appreciation for their trust by surprising him with a simple gift. This can be as simple as a pen, chocolate or bottled water. Even a simple “thank you” handwritten note can melt his heart. The best way for you to be remembered is if you do this, even when you did not close the sale.
3. Fetch your Client
Treat your Client as if he is the most important person at that moment. Arrange a service to fetch them wherever convenient for them, no matter how far. Make sure to allot extra seats in case he brings his entire family. For sure, he’ll be amazed by you effort. And please don’t be late.
4. Memorize project details
Nothing can make you more remembered than memorizing everything about the project, without relying on your notes. It will surely impress your Client by your initiative and preparedness. Make sure to memorize all the details regarding the project, especially the specifications, price, and nearby establishments. Show them that you are the expert and that they can rely on you.
5. Be honest
This is a super power because not many agents do this. Never communicate a wrong information just to please the Client. Some projects may have negative aspects on them. They may have hidden charges, or they may not include interior partitions, or the permits are not yet secured. Make sure to tell the true facts to your Client and never lie. Protect the trust that they have given you.
6. Leave with this power message
Imagine how your Client will feel when you say “thank you and I hope you find a home that is perfect for you,” even if you did not close the sale! That would truly impress them. It shows that you really care about them. It shows that your goal is for them to have their perfect home, and not for you to close the deal. That would be extremely thoughtful and surely they will never forget you.
Selling real estate is like dating. It is a step-by-step process. You can’t expect a kiss or close the sale on the first date. Learn these dating tips that you can apply in your real estate sales.
1. Plan it out
Just like preparing what you will say or going to the salon, in real estate selling, you have to make sure that everything will be in order. Prepare your script. Organize your marketing collaterals. Prepare the computations. Clean the house. Arrange your service vehicle. You only have one shot to have the good first impression.
2. Don't be late
Just like in dating, being on time is very polite and professional in real estate selling. It will leave a good first impression to your Client. Make sure you arrive thirty minutes before the time. Prepare yourself mentally and physically. Settle yourself down on your chair and prepare the documents.
3. Mind your manners
Don’t put your elbows on the table. Keep your cellphone inside your bag and don’t place your bag on top of the table. Silent your cellphone. Don’t talk when your mouth is full. Review your etiquettes from grade school. Make sure you present yourself as professional and as polite as possible. Just like when you are having a date.
4. Get to know him
Ask more about him than talk about yourself. Just like in real estate selling. Get to know your Client. His needs. His preferences. How many bedrooms does he need? How many parking spaces? What location does he prefer? Know your Client deeply so you can present to him the home that is perfect for him.
5. Don't expect a kiss on the first date
Just like a kiss on the first date, don’t expect to close the sale on the first meeting. You are not selling a shirt that he can easily buy from you. You are selling him the biggest investment that he will ever have in his life. It will take time before he decides. Build trust during the process and be patient.
6. Your first kiss will be magical for both of you
When you finally kiss or, in real estate selling, close the deal, it will be magical not only for you but for your Client as well. He gets his perfect home and you get your financial rewards. Everybody is happy.