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NO MORE! Stop Making Excuses - Start Marketing Yourself Today

Reblogger
Real Estate Agent with Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide!

"The person who really wants to do something finds a way; the other person finds an excuse." 

~Author Unknown

So which person are you?

 

Original content by Ryan Shaughnessy

 Now, as some of you may know, I often will use a private conversation with my current and former colleagues - both inside and outside my brokerage - as a source of inspiration for my blog posts.  I use a variety of devices to protect the innocent such as waiting several weeks or even months before commenting on a particular discussion or series of discussions. 

TOP EXCUSES FOR NOT DEVELOPING NEW BUSINESS

So I was engaged in a discussion regarding the reasons "why" we procrastinate and avoid doing personal marketing, networking, prospecting and business development activities.  Here are the top excuses actually uttered by real estate sales professionals as to why they do not like to engage in business development and personal marketing activities:

•  "I am booked with showings and just don't have enough time in the day."  It isn't always about now.  You have to build a pipeline and keep it stocked so you don't have those dry spells.

•  "It's a bad market.  Why waste my time and money with client development when the listings won't sell anyway?"  There are good and bad markets.  In bad markets, people are still selling and purchasing homes.  Get back to the basics; stop living in 2005; and roll up those sleeves and get to work.

•  "I don't get paid to do this."  Really?  I bet that isn't really true.  Let me explain the sales cycle.  It goes something like this:  marketing generates customers; customers generate sales; sales generate commissions. 

•  "It isn't a good use of my time.  I'm in sales.  Now, I'm supposed to be your marketing department too?"  I love that entrepreneurial spirit.  I know there are a lot of brokerages that provide extensive marketing support, but the only person who is looking to get you more business is - well - you.

•  "I'm a worker bee, not a rainmaker.  Sales is just a numbers game.  My broker should be sending me leads."  You can stick by the telephone and wait for it to ring.  However, personally, I would rather have my own customers and my own book of business because, that way, I control my own destiny.

•  "Networking doesn't work.  Jim sells 2 homes a month and he doesn't do that."  Or "When I worked for ABC brokerage, I didn't have to do that."  How do I address this one?  Maybe Jim is a better salesperson.  Maybe Jim won't admit that he does networking - but just not in a formal way.  Maybe you should go back to ABC brokerage.  When your competitor isn't doing it, it may be a sign that you should be doing it.  Think out of the box and dare to be different.

•  "I don't want to sound like a used car sales person.  If I market to people, they will get the impression that I just want business."  Well, business development isn't about hawking yourself.  The most effective business development strategy is often just getting out there and talking to people.

•  "I am afraid to talk to people.  I really don't like selling.  I let the property sell itself."  I hear the museum has an opening for tour guides.  Personal marketing is about keeping in constant or regular contact with potential customers.  Sometimes, it is as simple as the old adage "Out of sight, out of mind."

•  "I tried that once and it didn't work."  I know it didn't work - you only did it once.  Marketing requires multiple contacts in multiple mediums to multiple audiences.  I know that advertising works - but I just don't know which advertisement will work or even when it will work. 

TIPS FOR GETTING MOTIVATED

Sometimes, you have to find success you need to take a different direction.  Now that the excuses are out of the way, let's make a commitment that we will break the cycle of excuses and start developing new business today.  Here are some suggestions:

•  Respect the Effort.  Business development requires a substantial investment of your time, money, energy and effort.  It is extremely important that you understand that business development takes time to produce results.  It will not happen immediately or overnight.  Your activities today may not produce new business for 12 or more months. 

•  Develop an On-Going Strategy.  As you proceed, give your initiatives time to develop.  There will be false starts.  The answer is not simply to stop.  You must make adjustments and explore other avenues.  Always evaluate your progress and ask "why" something didn't work before you abandon it completely.

•  Ask for Assistance.  When you do anything for the first time, there is a certain fear of failure.  There is often a learning curve.  Don't let the fear of failure stop you from succeeding.  There are some remarkable real estate professionals out there.  I have yet to meet a single person who said "no" when I asked for assistance.  Asking for assistance is not (and should not be considered) a weakness.  If you don't have a mentor locally, then consider the thousands of people on ActiveRain as your mentors.

Now stop reading and start developing new business.  The best time to start is TODAY!  If you are still procrastinating, fess up and post a comment stating the excuse that you have most recently used or heard.

Note:  The opinions and statements contained herein represent my personal opinions and observations.  These blog entries are not reviewed, endorsed or approved for publication by Gilded Age, L.L.C., Gilded Age Sales, L.L.C. or Preservation Real Estate Advisors, L.L.C

Comments (9)

Yvette Smith
LONG & FOSTER - Williamsburg, VA
Realtor In Williamsburg VA, Homes for Sale

HI AMBER!

I really like the reblog feature.  I know that I can always catch one that I've missed. 

Have a great holiday!

Nov 30, 2008 11:28 AM
Katerina Gasset
The Gasset Group & Get It Done For Me Virtual Services - Provo, UT
Amplify Your Real Estate & Life Dreams!

Amber- That was a great reblog. Love it, did it get featured? Thanks for sharing. Katerina

Nov 30, 2008 11:32 AM
AMBER NOBLE GARLAND - Top Real Estate Expert, Property Tax Appeal Specialist & Author
Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide! - Marlboro, NJ
- The Agent You Can Trust To Deliver REAL Results!

Yvette: One of the best features AR offers for sure. I definitely missed this one initially. Powerful message he wrote. Thanks for stopping by.

Katerina:Thanks for paying me a visit. Love your blog by the way. Don't recall if it was featuring. I just happened to be surfing and came across it. My attention was grabbed immediately. I added a few of my own touches to the beginning and left everything else the same.

Nov 30, 2008 11:37 AM
Ellie McIntire
Ellicott City Clarksville Howard County Maryland Real Estate - Ellicott City, MD
Luxury service in Central Maryland

This info can not get enough exposure. It's mind boggling that this is not SOP to EVERYONE.

Nov 30, 2008 11:51 AM
Goodbye Active Rain
Out of Real Estate

Amber,

Another great post.  Make money or make excuses...you can't do both!

Nov 30, 2008 01:40 PM
Gail Szeluga & JoAnna Siminerio
Coldwell Banker Realty - Manalapan/Marlboro - Manalapan, NJ
Fostering Community Spirit Through Real Estate

Can't get enough of these motivational tips!

I print these posts out and hang them behind my monitor so I can be reminded throughout the day!

 

Nov 30, 2008 02:44 PM
Kevin McGourty
Realty ONE Group - Phoenix, AZ

Excuses -- they breed faster than rabbits. Challenging times in any industry does weed out the riff-raft.

Dec 01, 2008 08:08 AM
Monica Walters
Weichert, Realtors - Marlboro, NJ

Great Motivation Tips!!! Thanks!

Dec 06, 2008 07:49 AM
Dan DesMarais
Home Town Properties - Austin, TX

Great post.  We all have excuses that need to be addressed, do that and then put them in some dark corner somewhere never to be relived.  This post hit home because I make excuses when I don't achieve.  This was a good stiff kick in the pants and makes me realize that I need to start 2009 with a fresh attitude

Dan DesMarais

www.austinhometownagent.com

Jan 06, 2009 10:25 AM