The Mike Ferry Organization Blog

Official Blog of The Mike Ferry Organization

Mike Ferry - "Upgrade ... Upgrade ... Upgrade"

Upgrade … upgrade … upgrade … has been my theme throughout the calendar year 2013 and will remain my theme as we enter 2014. The difference between the haves and the have-nots in Real Estate is becoming the widest that it’s ever been and growing by the day. By this, I mean, the gap between people that know how to list and sell Real Estate and the huge number that don’t seem to have any idea … is widening. Why is this taking place? There is probably a dozen reasons, but one of the most common things that I can see is the lack of professionalism on the part of so many agents as they go about doing the job of trying to list and sell Real Estate. No better example than during my April/May and August/September west and east coast tours. We had, each day, 50 to 200 agents that I was working with on behalf of the Broker. It was not uncommon to see people sitting in shorts and t-shirts with flip flops on, to seeing people who appeared to not have showered or bathed for several days (maybe longer), to seeing people who had virtually no understanding of the listing and sales process … and all I had to do was watch their faces to know that you, as a professional salesperson, should hope they are your competition. At the same time, I told all of our good clients like yourselves to upgrade, because it allows you to stand out on even a wider margin from the masses and it makes the process of you being selected by a buyer or seller so much easier. Think about this scenario for a minute … you have a $500,000 home for sale and you’re willing to pay a 6% commission or $30,000 to an agent. Agent A shows up in a pair of stylish baggy jeans, with a t-shirt on and their hair spiked straight up, and reading emails and texting while the presentation is being made. Agent B shows up dressed professionally in a suit and tie, shoes shined and well groomed, with a lot of enthusiasm following a good, strong scripted presentation. Who do you think the seller is going to pick 90% of the time? “But Mike … ! There are agents in my office that you just described as being unprofessional and they get listings.” Of course they do, they are competing against people like themselves, not competing against people like you. Upgrade everything about yourself in 2014. The smile on your face, your personal grooming, nicely dressed, professional attire, your shoes are shined, you’re enthusiastic about the opportunity and you have a strong canned presentation to follow. You’re going to widen the gap and you’re going to be chosen because of your professional style. Upgrade.

 

 

 

Mike Ferry - The Mike Ferry Organization
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647

3 commentsMike Ferry • November 22 2013 05:10PM
Mike Ferry - "Upgrade.. Upgrade.. Upgrade"
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Upgrade … upgrade … upgrade … has been my theme throughout the calendar year 2013 and will remain my theme as we enter 2014. The difference between the haves and the have-nots in Real Estate is becoming the widest that it’s ever been and growing by… more
Mike Ferry Discusses Cutting Commissions
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In the Real Estate market, the most common way to be competitive is to… cut commission. We all saw a bad market for several years and the most common way to compete in a bad market is to cut commissions because desperation becomes a major factor. I… more
Mike Ferry Discusses Increasing Per-Person-Productivity
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This past week I completed a 2-day Management Retreat with approximately 150 great Brokers, Owners and Managers. The program itself was held in Naples, FL and the majority of all the Brokers and Managers travelled from some place on the East Coast… more
Mike Ferry Asks - Do you want a Predictable and Duplicatable Business?
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Again … do you want a predictable, duplicatable, production-oriented and profitable sales system … or do you just want the hype and excitement that most people offer you every day? I have to tell you, I’ve been through enough… more
Mike Ferry Discusses The Importance of Being Well Educated
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We’re doing our East Coast Superstar Retreat this next week in Miami Beach, FL. We have several thousand great agents attending and here’s what I want you to think about regarding this message I’m delivering to you now. The Real… more
Mike Ferry Asks.. "So You Want to Be a Superstar? "
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Everybody I talk to (and I talk to a lot of people every day, in seminars, by phone and by email) says to me … “I want to be a Superstar, what’s it going to take? ” Thirty percent of the people get mad at me when I give the… more
Mike Ferry Discusses Buyers vs. Sellers
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We’re involved today in a very unusual market … as all of you that are good easily recognize. We went for many years in what we would call a buyer’s market, and have shifted dramatically to a seller’s market today. As you… more
Mike Ferry Asks.. "Does The Hype Last? "
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I listened to one of my competitor’s programs a couple of days ago and I have to tell you how inspiring the presentation was. Not only was it inspiring, I got excited about all the great “possibilities”. I sat with paper and pen… more
Mike Ferry - "They Just Don't Want to Deal with Reality"
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One of our top agents in the Los Angeles area received a cold call from Google during the last couple of days. The Google sales representative asked our client to buy their internet marketing package. Our customer said, "I do not believe in that… more
Mike Ferry.. "The Gap is Growing"
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The gap is growing and widening by the day between those Real Estate agents who are producing reasonably high numbers and the vast majority that are doing between nothing and a little less. Why??? Because the majority of these agents simply do not… more