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Changes in Real Estate – Craig Proctor

Posted by James Osmar | Posted in Real Estate Social Traffic | Posted on 11-11-2008

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Many, many years ago I went to a weekend Craig Proctor seminar, it was his very first one.

There were twelve of us in the basement of a hotel. The cost was $3,500 and I think at that time, every real estate agent there walked away feeling as though we had received great value.

By way of example, several of the  original group of Real Estate Professionals have gone on to do some great things with their selling careers.

One notable, Terry Paranych was at the same seminar and Terry is now doing his own real estate training. I remember Terry telling me that he was doing 160 or deals a year in his second year, so he was no slouch even back then.

If you ever have a chance to take either of the Terry Paranych or Craig Proctor programs, you will definitely learn things that can fast track your career.

Vince Delvecchio was there, Vince is a perennial in the RE/MAX top 100 list.

20 years ago before these training courses were created, most real estate offices did not have a fax machine and cell phones were the size of an encyclopedia. As well, the rules we live by in today's market are as equally different.

Real estate today is very different then it was back then, I will be writing about some of these changes over the next several postings.

Real estate will continue to change and if you do not make the decision to keep up, you will be looking at a cloud of dust. Especially with some of the technological changes that are taking place.

You Tube was not around, it now has 100 million viewers, text messaging was not around and is now overtaking email, in 10 to 15 years email will be obsolete.

Real Estate Professionals can no longer simply pick up the phone and start to dial numbers randomly, this means you cannot even randomly cold call private sellers. The fine for unsolicited cold calls is now $1,500 for an individual and $15,000 for companies.

This makes the landscape for Real Estate Professionals very different from the past. Real estate was an industry where the phone was it's lifeblood.

With changes like this you will have to look to different sources of business to survive, that is if you want to make a career of it.  This ever changing real estate market presents an entire laundry list of challenges that I can not wait to discuss.

James Osmar

Real Estate Agents – Day Timers and Prospecting

Posted by James Osmar | Posted in Real Estate Social Traffic | Posted on 20-10-2008

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This is the time of year to start working on your business plan.

I have laid out a guideline for my team to follow and I believe if they work on these simple steps, success is all but guaranteed.

The first step is to block out your calender, with your prospecting being your most important appointment of the day. Use a pencil (in case of changes) and block out all the times that are going to complete your day and do this well in advance of the day you are going to work on the task at hand.

Many of you will say that your family is more important; it is acceptable to build your calender based on this approach. However, remember that airlines will tell you to put your oxygen mask on yourself first in order to be able to help the people beside you.

Prospecting is the oxygen you will need to be successful in real estate sales as well s any other selling profession, if you want to help your family - look after your business and your business will look after you.

You should also try to do some of your prospecting at the office as opposed to calling at home. If you have a hard time disciplining yourself to make the calls that are required to reach your goals it is probably because the couch is winning out over the phone.

Follow these simple rules you will be on top of your game and sales and referrals will follow. More importantly if you can not master the phone or stopping in to visit buyers and sellers, you might want to consider another career other then real estate sales.

The time that you block out for prospecting or what I would like to re phrase is calling your list, mailing them personal notes and dropping by to visit people that can send you referrals should be done as routinely as taking a shower.

Make just five contacts a day in each of these three suggested areas and you will be successful. If you are new to the business then you should be spending most of your day looking for business, because the people that you are trying to serve are not going to come looking for you.

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