Most people know that they can accomplish the things that they truly desire however most people with this kind of attitude never ever reach their full potential. Why? Watch this video and learn exactly how to move away from just knowing that you can do something to actually doing it.

Anyways, what I want to discuss with you today is how to make sure you increase your business next year by beginning to pay close attention to all the lead generations systems you may have in place now verses only thinking about adding new systems.

The best thing to do before you consider bringing on a new system to the business is to simply make sure that your current systems are working because if they are not working then it simply means that you are maybe the reason why they are not working so lets fix what is currently broken before we commit to anything new.

What I would encourage you to do right now is to simply go back and track the following from 2011 so we can begin to work on whatever positioning we need to work on to sky rocket our business in 2012.

Lets track the following:

1. How many sales did I end up with in 2011?

2. How many were buyer sales?

Go back and find out how many of your closed sales were buyers verses sellers. Now, write down the name of each buyer on a piece of paper.

3. specifically where did the buyer sales come from?

Now next to each buyer name, write down the lead generation source that buyer came from.

4. How many were listings sold?

Go back and find out ow many of your closed sales were listings sold verses buyer sales. Now, write down the name of each seller on a piece of paper.

5. Specifically where did the seller sales come from?

Now next to each seller name, write down the lead generation source that seller came from.

6. Now make a list of all the lead generation sources that your buyers and sellers came from.

7. Next to each lead generation source write the number of transactions you closed from that specific source.

Now that you have all these numbers do the following:

For each system, write down the action steps required to make the system work, review which ones you followed in 2011 and which ones you did not follow, then ask yourself if I actually did follow the exact steps outlined here could I have closed more deals from this source? How many more? now take that number and multiply it by your average commission check and that is exactly how much money you lost as a result of not following the exact steps in that system, now you know what your potential is in terms of increased income for each of the systems that you use this formula on.

Now add how many more deals you could have closed from each lead generation system and that is the number of additional deals that are most likely guaranteed to happen for you in 2012.

Master this process first then lets have a conversation about what other lead generation systems to put in place.

I think that by now I have already demonstrated my points in the text above, however,

Here is a Bonus:

What were the top lead generation systems for my one on one coaching clients this year:

Here they are in no order of importance.

1. Past Client & Center of Influence

2. Expireds

3. Online Marketing (this one is the one most people are failing with — we have cracked the code to make it work.) if you haven’t already done so, you should check out Elite Online Dominance

4. Farming

5. Open House

In future videos and blog posts I will share with you step by step what my clients did to make each of these lead generation systems work, so if you have not already subscribed to my blog, you should do it now.

All the best to you this holiday season and may 2012 be the year all your dreams come true.

Chadi Bazzi

I have been getting lots of good questions from the participants and doing my best to answer each and everyone of them.

Here is one interesting question that I received earlier today that I thought I would answer publicly.

Senders Question: Where do most people blow it in their year end planning?

Here is my answer:

Most people blow it by beginning their plan without first getting clear on where they are at now and what changes must occur before they can embark on a new journey.

I understand that most people think that you must always begin with the end in mind and I agree with this however each time you have created a plan for yourself you always began with the end in mind and most of the time for most people they don’t reach what they aimed for in their plan.

So there has got to be a time where an individual must stop and think, what is going on here, i get pumped up each year at this time for the coming year and I plan for it, however, I never hit the goal.

So to help those who can relate to what I am talking about, here is some advice.

First, go back and inventory the previous year. Identify what worked, get clear on why it worked and see if there is anything else you could have done differently that would have made it even better.

Second, go back and inventory the previous year and this time identify what didn’t work, get clear on why it didn’t work and figure out what could have made it work.

Third, really question your commitment level, I know most people say they are committed however when we take a close look at all their actions, what do the actions tell us? For most, it tells us that they were not as committed as they think they are.

Fourth, really question your WHY … your vision … your goals … Do you even know what you want? Why you want it and are you willing to pay the price to get it?

Fifth, do you current systems support the goal you are after? If not, what systems need to be upgraded? What systems do you need that you currently don’t have?

Sixth, does your current skill set support the goal you are after? If not, what skills do you need to finally be able to reach the goal?

Seventh, Does your environment support the goals you are after? If not, what changes must you make in your environment so when you are there you are in the zone, playing full out and making things happen?

I think that if each person began their planning session by answering such questions they would come out with a better plan, a much more clear plan and a plan that will get accomplished as long as they are super clear as to why they want to accomplish it.

I am sure I left some questions out, so if you think of another question that could also have an impact or play a role in how one could accomplish more, please post it right below this blog post.

If you have not already registered for one of my upcoming Free Webinars … You can do so now simply by CLICKING HERE!!!!

Do you think about the result or do you think about the process?

Most people think about the result and do very little thinking if any about the process that they must follow in order for them to get to the result.

We all see the athlete, the super star, the movie star, and the successful entrepreneurs who have finally reached the point of success however what we don’t see or even think about how much time that person put into getting here or better yet what they had to sacrifice to finally reach the point of true success.

And even if you were to think about what it really takes to become this successful most people see it as too much work to do or work that is very difficult to learn and do and they simply and quickly give up and go back to dreaming that one day things would just get better and then and only then will they pursue the destination called success.

In order for one to really accomplish more than they have before they first must answer the following questions which will give you a clear indication as to what it is that has got in the way before and what you must overcome now before you even begin to work on the next Big Thing.

I will give you a list of questions in a moment and for now, let me point out that this conversation is one that I have been having with some of my personal one on one coaching clients as we get ready for 2012.

I know that we are now in a time of the year where most people have simply given up this year and have placed their focus on what they want to accomplish in 2012. I think this is foolish thinking and a form of being in denial. You see, you are not facing the real issue here and that issue is you, you are showing up in every situation, in every action and in every thought and if you are the one who has been the single person who is mostly responsible for what you accomplish and what you don’t then the time has come my friend for you to confront yourself and answer some questions that will for sure help you become more aware of some of the changes that have to take place right now before the years pass you by and it is too late.

And before I give you the questions, here is another important point for you think about. If someone else has done what you are wanting to do, then this is evidence that what you want is possible. Everything is possible for he or she who wants it bad enough (this is a whole another conversation that we will have in time to come) and for now answer the following questions:

1. As I began to plan for 2011, what was the original income goal that I set for myself?

2. Am I on track to reach this income goal? (most people will answer NO and if the answer is YES then good for you, call me I want to personally congratulate you.)

3. What percentage of the goal did I reach?

4. What got in the way of me achieving my goal?

5. What could I have done differently that could have allowed me to reach more of my goal?

6. What were the things that I resisted the most in 2011?

7. What would overcoming this resistance ultimately do for me and my business in 2012?

8. How often did I review my plan in 2011? How often should I have been reviewing it and why?

9. If I could go back in time and relive 2011 what is the one thing that I would daily that I did not do previously that would have the greatest impact on my business?

The answers to these questions will cause you to become more aware of where you are really at verses where you need to be before you even to plan for 2012.

After you answer the above 9 questions and feel like you are ready to make a difference for yourself in 2012, lets go into planning by shifting your thinking and how you feel. Do this by doing the following: Make a list of everything that you accomplished in 2011 no matter how big or small the achievement was, I want to show that even though you did not reach the income goal you were still able to accomplish a certain level of successes along the way.

So are you ready for 2012?

I would love to help you with strategically planning for 2012. So over the course of the next week I am going to be conducting a series of webinars all on the subject of setting yourself up for a better 2012.

I would love for you to join on me, It is a 100% FREE to attend and I promise you on this webinar I will not try to sell you anything at all.

CLICK HERE TO REGISTER!

 I would also love for you to share a comment with me below this blog post and let me know your thoughts.

Talk to you soon.

Chadi Bazzi

http://www.SecretsToMastery.com

I am sure you have heard this famous saying in the selling world. “Always Be Closing”and I am confident that you have been told that you need to close at least 6 or 7 times to get the prospect to agree to do business with you.

Watch this videoand see what I have to say about it and how in many cases I disagree with this age old last century style of selling.

One of the things I do in this video is share with you my acronyms for the ABC …

When you take on this new way of being

you will begin to attract buyers and sellers who only want to do business with you.

There is a science to selling and if you master this science you will master INFLUENCE.

Please let me a comment below,would love to know what you think.

After having sold real estate in two different and opposite market places and doing over 15,000 coaching calls, what I know is that most people who get into this industry will most likely only make as much money as they did in their previous job and end up working more than they did before.

Why??????????

Because the Real Estate industry is a Sales industry and most people either dont know how to sell or simply dont like to sell or think of themselves as a sales person, I know I used to think the same of me before too.

On the other hand, those who decide to learn the art of selling usually begin by focusing on developing the following three areas, 1. handling objections 2. closing and 3. the listing presentation and I believe that this is a huge part of why most people never succeed in this industry.

I know what you are probably saying to yourself right now, REALLY, ARE YOU KIDDING ME. By the way, developing those three skills will only contribute about 15% to your overall success in real estate.

So again … No … I am not kidding you. Here is what we know, most people lack self confidence, they are always afraid of what the prospect might ask or object to thinking that we dont have an answer to their questions therefore we never ask the questions, what do we do. We spend most of our time trying to figure out what are the most common objections that a buyer or seller will give us, then we promise ourselves that when we learn how to handle the objections we will start our lead generation.

Then the agent will spend all of their time trying to develop the skill of handling objections and is excited during study process thinking that when i get it I will start to generate leads. A week or a month later when that skill has been developed they never start to do their lead generation.

WHY???????

Because they now realize that if they get an appointment they would need to do a presentation and they dont know how to do a presentation. Trust me I know this one very well, the first appointment I ever set is the one I never showed up to because I had no idea what I would do on a presentation.

So what happens now? Another month or so go by while this agent is trying to develop the listing presentation and they do and what happens when they go on that appointment that they finally set? They dont get the listing.

Why?????

Well, because they did not know how to close for the appointment, so what do they do now, well, they need to learn how to close and so on.

I think by now you get my drift and you see the cycle. The agent is now 4 or 5 months into the business and still no deals or very few, not enough to justify why they left their job. However, to show everyone that they can do it, they dont give up, so what do they do, they work harder. Does working harder really solve anything? For the majority, the answer is NO.

I believe that success leaves clues and the best way to succeed at anything is to model someone who has already done what you are trying to do. Follow in the foot steps of those who before you who have already identified how to overcome the challenges before they come up.

I want to help you overcome your challenges and this is why Next week I am going to be doing two webinars on October 12th. I will be doing the same webinar two times in the same day so I can help accommodate your schedule.

On this Webinar I am going to reveal to you.

1. Why you have working on developing your skills in the wrong order and what you can do about it.
2. The Three other skills that combined are responsible for about 85% of your overall success in real estate.
3. How anyone can increase their income by at least 100K in 2012.

Here is the link to Register for the FREE webinar.

There are many steps to the sales process and everyone of the steps is as important as the next and each step is a stepping stone to the next one.

When a person follows the right process they always produce the right results, follow the wrong process or no process at all they will always produce the wrong results.

I am not going to go through the entire process right now (I will walk through all of it using the link below via video) and for now I will share with you what I believe is the most important part of the Sales Process and this your attitude about selling.

Most people dont like to admit that they are sales people, or would say things like I dont want to be a pushy sales person, I am not aggressive etc. This kind of attitude will for sure take away your power and chances of ever making it big in sales.

One thing I know for a fact is that if one does take out the time to learn the art of selling two things will happen for them: 1. They become more confident and this changes their attitude for the better and 2. They start making more sales.

The sad thing is that most people will not put in the time to learn the things they need to learn.

If you are willing to put in the time to learn then I have a gift for you.

I just released a series of FREE Real Estate Sales Training Videos and for a short period of time you can get them right now right here at http://www.EliteSalesMastery.com

Watch the Video and leave me a comment with your thoughts or questions:

Last week I did a conference call for my coaching clients and I called it Listing Presentation Mastery … How to get more sellers to say YES to you more often!

On this conference call I shared with them the following:

Number one thing you need to list more homes more often is the Mindset of a Top Listing Agent. So here is the mindset I asked the participants to take on: I said to them that here on forward they must begin to affirm each day that who they are is THE BEST AGENT FOR THE JOB! I specifically told them they must BELIEVE in themselves, they must BELIEVE in their services and they must BELIEVE in their ability to list and sell property, because if they dont then the client will intuitively know it, they pick up on it in their energy and they will not earn the listing.

Remember, listing property is 90% mental and only 10% skill there we must commit more time each day to developing the mental side of the business verses the skill side of the business. Now do not mistake me, this statement does not mean that you should not work daily on your skill because I think you should and must work on it daily, what I am trying to tell is that no matter how good of a sales person you are if your mindset is not as good as your skill set your successes will be short lived.

For a FREE copy of the Listing Presentation Mastery MP3, Click Here >>>

We did not stop here we went on further to discuss exactly what the listings strategy is like from beginning to end, from the moment you set the appointment to the moment you take the listing.

For a FREE copy of the Listing Presentation Mastery MP3, Click Here >>>