Dancing With The Stars (Real Estate Buyers and Sellers)

Dancing with the Stars (Real Estate Buyers and Sellers)

Dancing with the Stars is a reality show airing on the ABC Channel Network the United States, and CTV in Canada. The show is the American version of the British BBC television series Strictly Come Dancing.

The contestant pairs consist of a celebrity paired with a professional dancer. Past celebrity contestants include a race-car driver, Olympians, football players, supermodels, actors, singers, an astronaut, and teen-heartthrobs. Each couple performs predetermined dances and competes against the others for judges' points and audience votes. Whichever couple receives the lowest combined total of judges’ points and audience votes is eliminated until the champion dance pair remains.

This TV Show concept reminded me of a saying an old friend and very successful realtor in Chicago, Il., Joe Niego, used to say, “I go in and dance with the Seller”. What he actually meant was that he would sit down with the seller, for he was a very active listing agent, and find out his/her needs, answer his/her concerns, and work on a strategy that would sell their home. May I say, this happened way before the Dancing With The Starts Show was ever aired.

A successful realtor in the USA, by the way, is anyone that closes 60+ transactions a year. An average realtor, on the other hand, would generally close anywhere between 30-59 real estate transactions a year. My production circle.

Further, realtors in the USA and Canada, besides their real estate licensing courses, also go through training courses in addition to coaching training to stay abreast of the industry and continuously increase their production, those of us doing 30+ transactions a year generally did. In Mexico, on the other hand, we are far from considering real estate a serious profession, unfortunately.

So, and in analyzing the present real estate market for second homes and vacation homes in Mexico, and at local level, and after numerous interviews with fellow realtors, mortgage bankers, buyers and sellers, and taking into consideration the lack of real estate licensing in Mexico, which would enable real estate practitioners to become serious career-minded real estate professionals in Mexico, the following conditions must take place.


- Real estate sales people in Mexico must acquire basic real estate sales training when coming into the industry.
- Serious real estate professionals must create dependable and reliable organizations.
- Effective and consistent training and a strategic approach (coaching) in different areas is required.
- We must do away with the “This is Mexico” syndrome to excuse incompetence and unreliability.
- Doing real estate in Mexico, for many, is like walking through a revolving door, the question is how
many times will they go through it before they get out all “burned out” (frustrated, disappointed, bitter, and
most importantly financially broke). This once again denotes the need for systems, processes and sales
strategies in the profession.

Every profession, when considered as such, requires a strategy for action.

Michael Gerber in his book, The E-Myth mentions the need to work on your business not in your business. He tells us how to systematize our business to make it a productive enterprise. He explains how big corporations, such as McDonalds, Marriot, Wal-Mart, and others, are so successful based on this simple business concept.

How do you systematize your business? You establish processes and procedures to be applied to the everyday operation of your business. From new agent recruiting, marketing for lead generation, and closing and follow up of the client. You provide in-house training, or send out your agents to an outsource trainer, if a multiple-agent operation, or even get your own coach or training consultant, if you are an independent real estate sales practitioner.

After all, having a successful real estate company and/or independent career in Mexico is not a matter of chance or luck. Luck is described by theorists as, “The Point of Intersection between Preparation and Opportunity”.

And you do not want to miss that intersection when you come to it. So be prepared!

There is an old saying about successful people that says, “there are three (3) types of human beings: those that go through life learning from successful people around them, and emulating what they do to succeed; those that stumble on a rock, but get up and continue moving forward learning from that experience; and those that spend their entire lives stumbling on rocks and thus make no headway in their careers and/or life. Which one are you?

So, as my old buddy Joe Niego from Chicago used to say, if you are going to be successful in real estate you must learn to “Dance with the Seller”, or Buyer, whichever the case may be.

But in order to be able to dance with your client you must, just as in Dancing With The Starts, first learn how to dance. And that is where real estate coaching comes in.

Here is an interesting new concept of real estate coaching in Mexico; www.act4successconsulting.com, if you are serious about becoming a successful real estate professional in Mexico and not just another casualty or statistic in the industry, take action today!

Have a successful real estate sales year!