The “Flossing” of Real Estate
Twice a year we all lie…even the most moral and upright grandma will tell their Dentist they floss regularly when asked the question. Why do we lie? Because everyone knows you should floss daily to keep your teeth in good shape.
There are lots of other things we “should” do …like yearly physicals, eating 3-5 servings of vegetables every day, exercise 30 minutes a day, and leading less stressful lives …but to be honest, most of us end up “shoulding” all over ourselves!
If flossing keeps our teeth in shape …what is it that keeps our businesses in shape? Let me give you a hint …like flossing it is something you know you “should” do, and most REALTORS lie about it when asked ….Did you guess “Prospecting for New Business”?
The question to ponder is this …Why if you know it’s what you “should” do …and you also know consistent prospecting activities greatly increases your probability of success …then why does only 20% of the REALTOR population do it systematically? Here are two common causes…
REASON ONE: The AGR Syndrome –
The “Always Getting Ready” Syndrome is commonly identified by looking under a non-productive associate’s desk and counting the dust covered boxes of post cards and other out-dated marketing materials.
In acute cases of AGRS, the dusty boxes will spill over into the corners of their office and some may even find their way into the trunks of cars. The most severely afflicted agents also become strangely attached to objects like business cards and calendar magnets, hoarding them in the folds of wallets and purses until they yellow with age.
The only known cure for AGRS is to get a full strength (non-generic) subscription of Accountability …Most can’t swallow such a large pill by themselves and need to find an accountability partner or hire a coach to assist them back on track to start performing income producing activities at least 5 days per week.
REASON TWO: Afraidtocallitis (uh-freyd-to-kawl-eye-tus) –
This disease is rampant in real estate offices across the USA, and is easily spread by well meaning (but low producing agents) sneezing out “that won’t work” over every new agent hired. In fact …some offices have recently been boarded up and closed due to the wide spread contamination of afraidtocallitis.
If your office shows signs of this deadly disease …your only hope of survival is to run immediately to your phone and make 5 calls to your Book of Business and ask for a referral! Follow each call up with a hand written personal note with a few of your hoarded business cards inside. Once exposed to the virus, this routine must be repeated over and over again to avoid risk of re-infection.
Stop “shoulding” all over yourself …kick it back in gear …get active building relationships again and stop whining and start winning…no one likes a whiner! And remember that dusty box you keep kicking around under your desk is full of potential clients …open it up and one just may fall out in your lap! Good Luck!
Eddie Brown ©2011
www.ICU-Coaching.com
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