Ask your Realtors to list attributes of a successful
Realtor. These can be personality traits, physical traits, what their day looks
like, values, hours they work, work ethics, etc.
After they describe the ideal
Realtor then ask for names of who they think are the best Realtors in town and
then add more attributes.
Discuss which of the attributes
listed they have or could have. Discuss what they could do to become the ideal
Realtor.
For the next meeting, call
each of the Realtors they mentioned and ask them what makes them successful.
What is their daily routine, etc. You will be surprised how many of them will
talk to you. People generally enjoy talking about themselves. If you start out
saying that their name was mentioned by other Realtors as one of the most
successful Realtors in town, they will most likely be flattered and will talk
with you. After you get the information from them, discuss what they said at
your next office meeting.
When I did this, some of the
Realtors even offered to come in and talk with my Realtors. They got to ask
them any questions they wanted. These were some of our most powerful meetings.
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