It’s that time of year again. It’s getting dark earlier, Walgreen’s already has Christmas decorations set up in the store and its not even Halloween yet. Other signs of “the end of the year” are everywhere. People are planning Thanksgiving trips, holiday parties and shopping lists are being created. It’s the time of year when most real estate agents put things on “cruise control”, relax for the rest of the year with the false hope that “next year will be my year.” Those crazy thoughts creep into our minds, “after the holidays I’ll get focused again". After the election “things will settle down.” When the stock market recovers “more people will be interested in buying real estate.” Blah, blah, blah, blah, blah.
Here’s the reality that every top producer in this business understands. Today is the most important day in the success of your business... not tomorrow or next week or “after the holidays.” Today is what you have. Today is where you should be focused. Today you should make up your mind to be your best. Today is the day you should be creating results.
There is still over 20% of the calendar year left to go in 2008. A full 1/5th of your production, results and profitability are available to you by just staying focused for the rest of the year. You know that most other agents are checking out. You know that most other agents will be finding excuses for their lack of production for the rest of the year. So use that to your advantage. Work smarter and harder than your competitors right now. There’s no valid reason to wait until next year.
Here's some typical excuses many agents are using right now to avoid building their businesses as well as some solutions you should be implementing.
| Excuse | Solution | |
|---|---|---|
| 1. My phone isn’t ringing. | Make it ring. Get on the phone and prospect. | |
| 2. There aren’t any buyers. | Call your past clients and centers of influence 1 hour a day and you will have plenty of buyers. | |
| 3. There isn’t any mortgage money available. | Survey your local banks, mortgage companies and credit unions and find out what programs they are offering. There might not be as much “easy money” as in the past but there is plenty of money for qualified buyers. | |
| 4. My sellers won’t reduce their sales price(s). | Give up the listing and go and get others where the seller will respect you as the professional. | |
| 5. Other agents aren’t cooperating with me. |
Call their broker. If that doesn’t work, go direct to the seller or buyer (make sure you are in compliance with the ethical standards of your Board). | |
| 6. I am going to the NAR convention so I don’t have time. | Why are you going to the convention? If you are going to genuinely learn, get CE credits or improve your skills; that’s okay. If you are going to avoid prospecting or to socialize, you are wasting your time. | |
| 7. People are hesitating to make buying decisions right now. |
Pre-qualify better. Take control of the relationship. | |
| 8. I don’t have enough qualified leads. | Create them. Everyone you come in contact with knows a minimum of two people who will buy or sell a home in the next 12 months. Ask for referrals. | |
| 9. The Holidays are coming. I’ll get focused “after the Holidays.” | Today is the day to start building your business. There’s more power in “now”, than there is in “later.” |
So why don’t you celebrate “New Years” today, instead of January 1st. Get focused today, make your prospecting calls today. Call your past clients today. Farm your neighborhood(s) today. If you wait until January 1st, it may be too late.
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