This week, Tom has secrets from the three most successful women in real estate. Treasure Davis, Mary Maloney, and Jill Biggs have been in the business for decades and are just crushing it. They’re all team leaders who have tips for you on how to focus your time and energy so you can grow your business.
The first question is critical. Tom asks them, “what’s the one thing that your team does that causes you to do so much business?” It should be no surprise to you that prospecting is the key to success. That’s why we’ve been trying to hammer it home with our Business Planning Contest. Jill Biggs says that she makes her team members do mandatory prospecting every day. Along the same lines, Treasure Davis as her team practice scripts together daily. They also do their calls together, and if they don’t have an appointment, they do a minimum of one additional hour of prospecting calls. Mary Maloney sums it up this way: role-playing is critical for any sales position. You have to know your craft, and you have to train.