Spring Training

Top ways to prep for the spring selling season

 Bubba Mills  |    March 29, 2017
Muhammad Ali once said, "the fight is won … long before I dance under those lights."
I don't know all the reasons why Muhammad Ali earned the nickname "The Greatest," but I know one of them for sure. And his quote above says it all: he had the fight won before he even fought. 
All because of one simple word: preparation. 
Whatever you've heard or read about success and those who achieve it can be boiled down to being prepared to meet the challenges that await you on your career path. Period. Ali knew that in order to win, he had to be prepared. And when he prepared well, he knew more than anything in the world that victory was inevitable. 
Imagine having that kind of confidence. Knowing, I mean truly knowing, victory is yours and that the 2017 spring selling season is going to be your best ever. Guess what? You can create that confidence. You just have to put in the hard yards with preparation. 
Some boxers train five hours a day five times a week for 12 weeks to prepare for a five-round, 15-minute fight, three minutes per round — sweating their brains out with roadwork, bag work, drills, sparring, strength and cardio. 
Here's the math: 18,000 minutes of training for 15 minutes of work. How long is your average listing presentation? I'm not suggesting you spend 18,000 minutes, but you get the idea. Are you preparing enough to be as good as you want or need to be in today's competitive ring of real estate? 
Here are my tips that will have you raising your arms in victory — before you ever step foot in the ring. 
Know your specific market and farm area inside and out: You have to become an expert, especially today in the age of information. Your clients - both sellers and buyers - have access to information so you have to prepare by digging deeper than you've ever dug before to learn everything there is to know about your market. You have to bring something new, fresh and more importantly, unknown to your clients. You never want to hear this from your clients: "tell me something I don't know." 
Practice. Then practice some more: Practice your scripts, practice role playing sales situations, practice prospecting. Practice negotiating. And then, when you think you've practiced enough, realize you're only 40 percent done. Why 40 percent? Have you ever heard of the Navy Seals' 40 percent rule? It goes like this: seals say when your mind is telling you you're done, you're really only 40 percent done. 
Stay focused on what brings in the money: Successful boxers know they have to hit the road and run, practice on the bag, do drills and spar. Over the years, Corcoran Consulting and Coaching Inc. has identified the four activities that bring in the money in real estate: they are prospecting, negotiating, selling and listing. Delegate everything else.
Don't go it alone: Sure, when the fight is on, the boxer is alone in the ring. But remember this — that's the only time he's alone. After the fight, he's celebrating with his team. Before the fight, he's training with his team. And write this down: winners always have someone in their corner. 
How much time do you set aside each week to improve specific skills that will produce more business for you? Are you willing to put in the hard yards to be better at your job? 
I’ll close with this: The key for 2017 will be about responding to market changes and working as a consultant to keep your clients informed of those changes and their impact. 

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international real estate, mortgage and small business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit www.CorcoranCoaching.com.

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