It’s 5:30 Tuesday morning and I’m in my car heading down the road again for a week of appointments. One thing I love is to see the sun coming up over the hood of my car on a frosty fall morning. Few cars are on the road between towns on the rural sections of the highway which makes it very serene and peaceful. I spent Monday following up and planning my week according to my weekly schedule that I follow religiously, it helps me stay organized and be most efficient while away from the office.
In today’s day, I carry my office with me everywhere. With my Iphone, my netbook, my presentation folders and every file I own digitally and electronically accessible via internet on my phone and computer, I am connected always. You don’t have to be big in technology if you simply know where to go and get it; such as having mobile files, I can access anything on the road that I can in the office. (Well, except for coffee, but that’s in my thermos next to me in the seat). While I truck on down the road, I listen to audio books of inspiration and often replay the “60 Minutes with EXIT” CD to get my head in the game. Rather than clutter my mind with songs, I use this road time to prepare mentally for the day and week ahead.
The time before 8am is valuable; no phone calls and rarely emails, it is a time where I can sit back, cruise on down the highway and think about the people I am about to meet. Often going over my notes on previous contacts with my upcoming appointments, I think about their needs, our needs and how they would fit into our company. What is their market like? What is their biggest challenge today in their market and their office? How could EXIT help them in their situation? Are they a good fit overall for our company? All these effective questions play over and over in my mind to ensure I don’t miss anything. I only get one shot at a first impression so I need to make the most of it.
You see, everything I do is relationship building. Franchise sales, recruiting and development takes time. There is no quick kill in this business. If you rush this process, you will seem too eager, too desperate, and most of all, too much like a salesperson that is more interested in numbers than ensuring the message is delivered properly. While I begin my day at my first appointment, I stop into some competing offices in town to door knock and cold call, you know, just to let them know I am in town. You never know who is a prospect in this business. Liken it to driving by a FSBO one day and the next your competition’s sign is on the lawn. You say, oh, I meant to call them but was too busy. Or, they went FSBO so they probably don’t want to talk to me. You never know today, one contact can lead you to your next lead, and save you a lot of time in the process.
After a day of appointments, I type my hotel information into my Tom Tom and head to my home-away-from-home for the evening. Another night alone while my wife back home sleeps in our comfy bed. A little television, some computer time, a Skype Call to my wife to tuck her in, some general planning for the next day, and my head hits the pillow. I ask myself, did I take EXIT and our Region further today? Ring, ring, wake up call. Ughhh. Time to do it all over again. Work out, shower, breakfast and hit the road.
Thursday evening comes and I cannot wait to get home and climb in my own bed. You know, I always think about these things and my travel schedule, but you know what comes to mind more often? Tami Bonnell and her travel schedule. Tami is our U.S. President for EXIT Realty. I may be in a car every day, but she has planes, airports, fast food, speaking engagements, meetings, and much more, EVERY WEEK! She does this for all of us and I so appreciate her efforts, along with everyone in our company that gets up every day to make EXIT a better place to be. Thank you for being part of EXIT Realty. Press on!
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