As 2019 draws to a close, now is the time to reflect on the past 12 months – what we have learned, the areas of our business that need improvement, and how to action these changes. LockedOn Director and Australia’s leading real estate coach Aaron Shiner recently took time to reflect on the most important lessons he’s learned after conducting over 185 training sessions this year, where he had the privilege to coach some of the best performers in real estate.

Here are the 8 lessons to live by to make 2020 a big year.

Top agents make booking listing appointments a priority.

The number one skill an agent can possess is the ability to prioritise, and there is no higher priority than booking appointments – especially listing appointments. Brilliant agents will focus not on the number of listings they win, but the number of appointments they get.

It’s not who you know, it’s who knows you.

Becoming a household name in your area is the key to real estate success. On average, it takes 24 points of contact to be a known and trusted name – so it’s vital to maintain as many touch-points with your database as you can. Make sure you send that quarterly CMA and other resources to your farm area. Be creative!

We don’t run out of prospects to call – we run out of courage to call them.

The key to success in real estate is consistency and discipline. It takes courage and discipline to make those calls, even when you don’t feel like it. But if you don’t make those calls, don’t expect results. Pick up the phone and turn those prospects into listings.

The most important daily activity is 20 quality conversations per day.

Top-performing agents make 20 calls a day, every day. It’s vital to make those connections. This can be made easier with a systemised follow-up process through your CRM, which can provide you with a quality call list every day. So make sure you have those DNA plans all set and you have a clean database.

Get comfortable with the uncomfortable.

You need to be prepared to go outside of your comfort zone. Master the art of social media. Be centre-stage at your next community event. Build and implement your follow-up systems ready for the new year. Top agents are prepared to do what others won’t, and as the saying goes – “Life begins at the end of your comfort zone”.

Winners focus on winning. Losers focus on winners.

You are running your own race – don’t look to others and their success. Focus on your success, and how you can improve. Always keep learning and implementing.

We either win, or we learn – we never lose.
We all make mistakes – it’s how we react to those mistakes that counts. If you just missed out on that listing or stumbled in that fee negotiation, look back on where things wen’t wrong, learn and adapt. It’s not always easy, but those who can learn from their mistakes and come out stronger are on the path to success.

Remember – the number one rule to closing is “the answer is always NO until you ask”.
Practice your scripts and dialogues, be professional and most of all, have the courage to ask for the business.

These are the 8 rules that top agents live by. We wish you all the best in 2020.

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