People have come up to me and said, “I really need to get a deal in the next 90 days. If I don’t, then I might have to go get a real job.”
Feel free to skip the following rant: Please, if you value your health, don’t ever say “get a real job” around me. It will take a lot of effort for me not to punch you. If people would treat THIS job like a real job by being consistent and accountable, then they would make more money, have more freedom and never have another job ever again. Make the commitment and treat this job like a real one. Geez, got me all riled up 35 words in. Now back to the lecture at hand.
After I have punched them in the face… I say, “Let’s get our timeline straight. Most escrows run about 30 days. And usually you are going to need at LEAST two to four weeks to get the client into escrow. Basically, we have 30 days to make this happen. We better get rolling!”
With a clear timeline in place, let’s see where the “now deals” are hiding. What is the shortest path to more deals? You sphere of influence, of course!
Real estate is a trust sale. Trust is transferable and it speeds up everything. I highly recommend reading “The Speed of Trust” by Stephen Covey for more details on this key takeaway.
If you want that “now deal,” you will have to roll up your sleeves, put on your rejection Kevlar body armor, and (gasp!) pick up the phone. Remember, it is all about speed right now because that dreaded “real job” is looming, just 30 days away.
Pick up the phone and call your people. Asking for a referral will be hard, but do it anyway. Or… start freshening up on your job interview skills.
All of the above is just one facet to building a long-term sustainable business from your Sphere of Influence. We discussed all the different ways to build an enduring business through the people who already know you and trust.