What would you say to:
- a restaurant owner who decides to buy meal ingredients only as soon as customers are seated?
- a retailer who refuses to invest in product display shelving until the store becomes profitable?
- a taxi driver who won't spend for gas until a fare is engaged?
- the maid service who shows up and asks the homeowner for cleaning supplies?
These scenarios seem silly, right? Are they any less silly than a Realtor® who won't spend $30 for business cards, $45 for signage, or $10 for a name badge until "someday" when their business "gains traction"?
Small-thinking agents rationalize their fear-based justification for withholding marketing spend... "I can't afford to get a professional headshot until I make a sale."
They defer training or quality coursework... "I'll get that designation when I have more experience."
They pass on opportunities because they are focused on managing pennies instead of dollars. "I'll skip the ad and focus on circle prospecting and door knocking for now."
They devalue and diminsh their own service proposition to the very clients who contract with them. "I'll do my own listing photos and set up showings myself to save money." (Hint: if the Seller wanted DIY-level service, they wouldn't have hired a pro!)
Small-thinking says: "I don't have enough" or "that's good enough for now." Small-thinking asks, "Who will pay for it?" Small-thinking scoffs, "success should just come to me if this is meant to be."
Sure, no one wants to make a mistake or waste money. The biggest problem with this mentality is the small-thinking agent is simultaneously expecting other people to invest time, money, and trust in them when they don't even have enough confidence or commitment to invest in themselves. And worse, small-thinking looks to blame others for the lackluster results generated by minimial efforts.
Bottom line: real estate agents are the CEOs of their real estate business. When a person's livelihood is at stake, it makes sense to run a business like a business, which means preparing ahead to seamlessly perform the job duties that will be required. Anything less is thinking small, which is not an ingredient in the success recipe.
No one OWES your business a chance at success. Your credibility in the marketplace is your responsibility -- not your colleague's, not your customer's, and not your broker's. If you won't invest in yourself, why should anyone else?