Important Sales Attitude I Had To Pass On!

Real Estate Agent with EXP Realty

I listen to allot of Tim Ferris podcasts..

This one he was speaking to a woman that sold her company for $1 Billion 
She had a sales message I have so much aligned with now..
It is at 38:36 .. 
She gave her salespeople the power to what I call "crash and burn"
The premise being don't chase buyers and sellers that don't get it right away
Focus all your time on those ready to go right now!
Follow up outside of an automatic drip campaign you never touch , a monthly market report for their home, or updated listings out of the MLS you also never touch is all they should get from you in the way of your time..
As Gary V says "don't sell the unsellable"
The ROI of your time is awful with these people..
When someone sells their company for $1 Billion .. I listen :-)
Here are a bunch of my own starightforwad sales videos..
Click on the links or photo and enjoy..


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Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hugh- I'm with you on this. When I started in staging, I learned that I was wasting my time trying to try to talk people (including agents) into the idea of home staging. Instead I decided to focus on people who either got it or were at least open to it. 

May 12, 2018 04:50 PM #1
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

             Thank you Hugh!

May 12, 2018 06:00 PM #2
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker

Good morning Hugh. Always easier to do business with people who want to do business. Enjoy your day!

May 13, 2018 04:43 AM #3
Dorie Dillard
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Hugh Thomas Lorch ,

I'm so glad Kathy Streib featured your post in her "Ah-ha" moments for the week. I'm a follower of Tim Ferris and you are right "When someone sells their company for $1 Billion .. I listen :-)"

May 13, 2018 05:57 AM #4
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

I can see why your post was highlighted this week!  Well done!

May 13, 2018 06:11 AM #5
Carol Williams
U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business. - Wenatchee, WA
"Customized Mentoring & Marketing Services"

Hi Hugh,
Totally agree!  It's that old 80/20 thing again.  We can't waste time on the 80% that aren't ready or don't get it.  I'm glad Kathy Streib Featured you in her weekly series.  Thanks for the post.

May 13, 2018 06:19 AM #6
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Hugh, I can sum this up in one word. BINGO! Here via Kathy Streib 

May 13, 2018 01:27 PM #7
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

I guess I will be the dissenting voice here. Because I'm not sure I agree 100% with this. I work with a lot of people whom no other agent will work with, and I sell properties that no other agent would touch with a 10-foot pole. They can be difficult, overbearing, frustrating at times and they think they are always right when they are not, but there are ways to deal with that stuff.

As long as they are not bat-sh$t crazy I will work with them. And I sell $30 million a year.

May 14, 2018 09:31 AM #8
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Great advice, Hugh. Sometimes it’s away to tell who to go after and other times it’s not. There have been some that were challenges but glad I persevered over a long period.


May 14, 2018 11:20 AM #9
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Great point of view.

We each have to know ourselves first. We need to know what we know and what we don't know. Then we can make a more informed decision as to who we will work with and who does not fit our strategy.

Best wishes

May 15, 2018 07:06 AM #10
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Hugh Thomas Lorch

Specializing In Luxury Homes
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