North America’s Leading

Real Estate Coaching and

Training Company™
www.MikeFerry.com 2. Handling
Success …
North America's Leading Real Estate Often accepting
Coaching and Training Company the fact that you
can win is more
challenging and more
difficult than handling
rejection. Don’t let your past
get in the way of winning today.
1. Winning
the Game …
3. Handling 4. Canned
Rejection … Presentations
Learning that rejection is … Knowing
part of the sales process,
exactly what to
just like embarrassing
moments are part of say, how to say it and
the process. Don’t allow when to say it.
yourself to take things
personally when they’re

W hat the mind

not given personally.

You become what
5. Pre-
Qualifying …
“ We work hard to
generate leads and
then never spend the
time finding out if they’re
you think about.”
6. Practicing …
Practicing and rehearsing
scripts and dialogues until
they become part of your
sales thinking, along with
7. Mastering Basics …
Work every day on the
basics of this business, so
you can get better at what
you do and make the
“
8. The
Numbers…
Learning to track the
numbers and knowing
how to adjust your skills
and business activities, so
the numbers work in your of man can conceive
favor. The most common

you think about.” quality leads or valid leads …

so we waste time because of a
lack of pre-qualifying.
taking your Trigger Cards
with you so you don’t get
money you deserve. complaint I hear is … “I’m
numbers challenged.” So here’s a
test, how many know what 2+2 is … and believe … it can
off track. 4+4 is … 6+6 is … you’re now qualified

9. The Gold 10. Prospecting … 11. Controlled Expenses …

to figure out your numbers.

12. A Lack of Greed … 13. No Ego…

Mine …
A strong commitment
to your Past Clients
and Center of Influence is
going about the daily task
of contacting these people so
you can enrich their lives and
your own.
A strong commitment to
building your business daily
through efficient and consistent
prospecting. Do what others will
not do for the next 5 years and
you can do whatever you want
for the rest of your life.
Striving to control your
expenses and working daily on
your profit. Since your most
valuable asset is your time,
start by controlling your time.
Eliminate greed, envy and
unethical behavior from the
sales process and from any
thinking you have. This means
being competitive, not being
greedy.
achieve.”
We have to
work every day to
remove our ego from
the equation of building
a business. Too many Real
Estate people actually believe
people are impressed with who
they are … they really don’t care.

14. Being
Coachable …
Making the decision
that we’re willing to be
coached, then developing
the skills of a coachable
person. The problem people
have is when they’re not being
told what to do, they’ve a tendency
not to do anything.
15. Accountability …
Understanding the need for
and then benefiting from
outside accountability on an
ongoing basis. The trouble
in Real Estate is, there’s no
accountability, therefore, there
are no consequences.
16. Monitoring …
Spending time each day
monitoring your activities. If we
don’t monitor our activities, we
can’t see the success we’re creating
and we can’t see success coming
our way. We get frustrated and
angry and then give up and go
back to less productive traditional
methods.
17. Business Systems …
Developing simple, predictable
and duplicatable business
systems to keep your business
moving forward … the key is to
keep things simple.
18. Selling Yourself …
Selling yourself every day on the
goals you’ve set, your strengths
as a salesperson, your Business
Plan and all the success you
deserve.
19. Controlled
Emotions …
Working daily to
control the emotional
ups and downs that we
experience which are a result
of not being busy enough or
not knowing what to do.

20. Tradition …
An absolute
commitment to
move away from the
traditional Real Estate
activities that are being
taught even today. It’s hard
to move away from floor time
and open houses if that’s all we
know how to do.
21. Determination …
An unwavering determination
to achieve the goals you have
set, in spite of the daily ups and
downs that you’re involved in.
You have to learn to remove
the possibility that failure is an
option.
22. Real Estate Business …
An in-depth understanding that
Real Estate is a business and must
be treated that way every day.
Since Real Estate is a business,
good business principles and
practices must be followed. Most
importantly, good business
decisions must be made.
23. Time Management …
Developing a strong time
management system that allows
you to do everything that you
want to do in life working 7 to
10 hours a day, 5 days a week.
24. Skills … 25. Business Plan … 26. The Word
A determined effort to master Writing, understanding and Commitment …
all the skills that are required to having the ability to execute a Have a very defined
sell Real Estate in the volume basic Business Plan or a set of commitment to
necessary to achieve your goals. goals that you want to attain. both your business and
Make sure that you define the personal growth.
steps that have to be taken and a This can only be done through
timeline for completion. education.

Who’s Coaching You?™ “Mike’s Real Estate Pyramid” for Success © (800)448-8423
www.MikeFerry.com