Do WHAT?
Do Whatever it takes!
But sometimes it's so difficult to stay motivated to keep on doing. What then?
Climb inside your head and rediscover your WHY, and what to do will suddenly find relevance!
Frank started knocking on doors this past Friday.
He knocks an average of 75 doors every time he goes "out there" and talks to 10 people.
He is not knocking on doors because he enjoys walking through unfamiliar neighborhoods in 95 degree heat wearing professional garb dodging sleeping rottweilers . . .
Frank does this because his WHY includes helping people during these tough financial times. He knows that the people who need the services he offers are now hiding inside their houses.
Direct mail will not affect these folks - It'll go straight to the "round file" along with all of the unpaid bills and solicitations from "Credit Counselors".
Telephone calls go unanswered (assuming the telephones are still connected).
Frank knows this, and he is doing what it will take to reach these folks and offer his help.
It took Frank @ 6 weeks to round up the courage and resolve to start knocking on these doors. He tried every maneuver imaginable to avoid having to do this. He cringes to see himself as being a "Door-to-door SALESMAN" . . .
That feels somehow "greasy".
The reality finally set in that if he is REALLY going to reach these folks, he is going to HAVE to overcome his own mental limitations/boundaries . . . and GO OUT THERE AND DO the knocking.
After his first day of knocking, I asked him how it went.
He said that whenever anyone answered the door, he was SURPRISED and often forgot what to say . . .He would stand there with that "deer in the headlights" look and "throw up on them" with a blurb about how he hoped he could help . . . shove a brochure in their hands . . . and RUN off the porch.
Frank learned he didn't really mind the knocking and walking part of this exercise . . .
What he dreaded most was finding himself eye-ball to eye-ball with another human.
We decided that what he needed was a well thought out and rehearsed script . . .
and for his motivation, he needed to see some evidence of success.
We spent a full coaching session developing a script that says what he wants to say . . .
and talked about the fact that he would serve himself and others well to rehearse this script by saying it at EVERY house (whether anyone answered the door or not).
Knock - Step back - Deliver script - Hand over a brochure with a "Thank you!" - and move on
After knocking on a total of 225 doors, the evidence of success showed up.
Franks phone rang.
One of the people he met along the way needs his help.
When you're well scripted and rehearsed and DOING the right things ...
evidence of success shows up . . .
and realizing your BIG WHY is just around the next corner.
I'm just sayin'
Best,
b
The Owen Group – http://www.theowengroup.net
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Barry Owen
Principal Real Estate Broker
Keller Williams Realty
30 Burton Hills Blvd
Nashville, TN – Green Hills
615-568-2123
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