I attended the Shift Tour at the Four Seasons in Las Vegas, Nevada last night, promoting Gary Keller's latest book on surviving this market.

Mr. Keller shoots right from the hip and drives home the message to Get Real and Get Right right away. He didn't pull any punches when he said, if Lead Generating and Lead Converting aren't your top priorities when you are time-blocking your calendar each day, you're an idiot. Not doing these things is a dumb idea.

Although it may be tough to hear and difficult to swallow, he's right. He's been in the real estate business since 1979 and he's seen many markets cycle up and down. The current real estate market is a cycle. The scary thing about a cycle is that we know it's coming, we just don't know when. So what's the solution? HINT: read the book, then call me.

The problem with most of us agents is that we do what we want most of the time. If we only do what we want, we'll rarely get what we really want. Mr. Keller did grant us the disclaimer that he wasn't really talking to us like this, he was talking to himself, and we just happened to be listening.

First things, first: Lead Generate every day. It is the name of the game and it has to be done. I recommend 15 hours per week to get serious results. Remember, that includes a bit of prep in the beginning and follow up time on the back end. The best lead generating is what ever is going to get you face to face with someone, or at least voice to voice. Mr. Keller reminded us that lead generating isn't hard, it's just not that fun. And, the better we get, the more fun it will become as we get the results we want.

Second: Work on your skills. Practice your scripts. We pay a lot of money to go see actors say their scripts in movies and never think it's weird. It's not weird, practice until you own the language. We have to be strong and educate the public better than the media.

Third: Have a really great reason (Vision Statement) to be doing what you're doing. What you are passionate about will pull you out of the tough times, and you're talent will keep you moving forward.

Time block your calendar and don't make exceptions. Don't book other appointments during lead time and don't answer other calls, send emails or texts. Finishing just one "quick" email could throw you off for the whole day.

The goal is to set at least one bonafide real estate appointment each day you work. That's what I challenge my agents to do. And it's what I do to keep building my program. Get out there! Have fun! You're clients are lucky to have you!

Dana Whittaker, Productivity Coach
For Business, for Life.
Coach@DanaWhittaker.com

www.DanaWhittaker.com