If The Peg Doesn't Fit, Find Another Peg

If The Peg Doesn't Fit, Find Another Peg

Author: Kyle French

We all know the standard mantras for building a real estate business; ask for referrals, manage our time, market to past clients, etc. If we know what we are supposed to do, why don´t we do it? It is usually not outright laziness or sloth, but is due to our lack of comfort with a one size fits all approach.

Here is an example; we know we should be consistent in asking for referrals, but we don´t feel comfortable saying "If you know 1 or 2 people that are looking to buy or sell, I would love to speak with them." If you are comfortable, great; then say it! So many of my business development contemporaries get caught up in a right way as the only way mentality; we need to get back to the idea that selling anything involves people talking to people; we are all unique, and should approach our business as such.

In the referral scripting example I gave above, I told you my personal script; it works. However, if you are not comfortable saying it, you won´t. So here is what we need to do;

1. Find something you are comfortable with
2. Practice it over and over and over
3. Try it out- start with the easy ones; people you know well
4. Keep track of the results so you can maximize your effectiveness

This doesn´t have to be complicated; get a notebook, write "REFERRALS" on it, and write down every idea that you think might work for your personality. Pick one, and read it at least 100 times. Make it automatic. Now test it. If it works once out of ten tries, you are on to something. Rely on the experts to give you the how and the what; but if it doesn´t feel right to you, tweak it until it does. Good luck!

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