What Are Top Producers Thinking?

Have you ever wondered what top producers are thinking? Me too; so I asked…

I speak to hundreds of Realtors™ every month and I’m privileged to know some of the top producing Realtors™ in North America. I’ve based the info in this article on top producers who:

• carry at least 15 listings, even during slow times
• close at least 1 deal per week averaged throughout the year
• are talked about jealously by other Realtors™ in their offices
• are on a first name basis with some board or association officials
• have been in the industry for five or more years (usually 10 plus)

Straight to The Point

Here are three words I hear constantly from conversations with top producers:

• Committed
• Consistent
• Investment

If you’re a top producer you’re probably nodding your head. These words define the foundation of EVERY successful Realtor™ and business person alike.

“Ok sure – committed, consistent, investment… what does that mean anyway?”

I’ve asked them the same question and here’s what they told me:

Committed:

Commitment is a state of mind. Being committed means:

• knowing that you offer more value to your existing and prospective customers than any of your competitors
• defining and focusing on what needs to get done everyday
• being disciplined about work hours, punctuality, etc.
• raising the standard of your business all the time

Consistent:

A business cannot be successful without being consistent. Being consistent means:

• Meticulously, and realistically planning all marketing
• Methodically implementing daily, weekly, monthly and yearly plans
• Completing and following-through on all scheduled activities, without fail

Investment:

Top producers follow this rule: every moment and every dollar spent on business should generate a return. That means:

• Not wasting time on low return mediums – in my experience most top producers don’t use Twitter and don’t spend their time creating facebook pages (sorry all you social networkers out there, but that’s the reality). They are out with customers, face-to-face, showing homes, meeting people at the members-only gym, and constantly collecting contact information.
• Spending proper dollars where they count – believe it or not, many of the top producers I know still use mailbox flyers! Lots are also sniping with google adwords, and most have assistants who manage their contact databases.

The bottom line

It’s not superior sales skill or personality that separate top-producers from the pack, it’s a consistent, committed investment of time and money.