By Dave Robison
A few years ago, I was talking with an agent in my office, we will call him Jack. I said to Jack, “Jack, what happened last week? You didn’t make any new calls.” In our office, we report how many calls we make each week to hold each other accountable. Jack said, “The Smiths deal is taking up my time…it’s just all I work on. The other agent is so difficult to work with, too.”
At this point I could have said, “Okay good luck, keep up the good work.” But if I want him to succeed, I have to go deeper:
Me: “Okay, lets talk about that. Yesterday, how many times did you call him?”
Me: “How long was that phone call?”
Jack: “10 minutes.”
Me: “Okay, so what happened with the other 8 hours of the day?”
He became frustrated with the statistics and was at a loss of words. He realized that his emotions surrounding the deal were consuming him. He had anxiety about the deal going through. A sign that you might be stuck in this same mode is if you have closings one month and none the next. Or, if you didn’t have any time to call new leads yesterday you might be in this mode, too. The top REALTORS® all share something in common: They have emotional resilience. They learn how to get closings every month. Here are some steps to overcome the consumed state of mind and make yourself consistent with closings.
1. Keep statistics: By keeping statistics of your BIG ROCKS, as Stephen Covey suggests, you can ensure you get the most important things done. We keep stats on the number of calls we make. Continue reading »
By Jeremy Williams
When meeting with one of our top-producing REALTORS® today, the topics covered made me think about how often both seasoned agents and new agents try to “wing it” when it comes to their businesses. Taking this approach can lead to undue stress and burnout if not addressed quickly. It can lead to the question, “Why am I doing this?” If you are experiencing these feelings, here are some steps to get you back on track.
1. Write down a list of all your weaknesses.
2. Sit down with your broker, manager or team leader to go over the list. Prioritize the list. Don’t expect to address all areas in which you are weak at one time. Take your top three-to-five areas in which you need improvement. Focus on items that are directly tied to the amount of time you are working and those items related to revenue generation. Examples: You need an assistant to leverage your time. Your database is not in order, and your follow-up with potential clients lacks as a result of not being organized.
3. Create a plan to address those issues.
4. Set realistic objectives and goals to overcome your highlighted weaknesses. Continue reading »