Admit it. If you are amongst the "other" 50% of humanity, you've already blown off that New Year's resolution. If carrot sticks are still your snack of choice, or you continue to pop that nico-gum, then congratulations. There is only an 80% chance that you too, will drop off that well-intentioned, yet doomed to fail list of 2009 resolvers.
I can hear it now, "What a negative way to start a blog, Mike. Give it a rest."
Okay, fair enough. I'll get to the point. If 2008 was the time for rebuilding and redefining our real estate business, 2009 is the year of reckoning. "Work harder!" or "Work smarter," "Make a plan," or "Hold yourself accountable."
Does any of that sound familiar? As you read those phrases, do you get a shiver of inspiration up your spine? Are you ready to walk away from that computer and jump in the fray with both feet? Yes?
Of course not. I suppose if you were trying to make first string quarterback for the Packers or there was a Marine Corp drill sergeant spitting the words at your terrified face, then maybe something would click. Last time I checked in though, real estate agents are a lonely and sometimes quite docile breed. We arrive to work when we so desire, call our sphere when the mood strikes, attend public functions for a tasty plate of undercooked tri-tip and woefully complain about how the foreclosure sales are killing the business.
Wah, wah, wah!
"It's too hard," I've heard. "I can't find the time. My nail appointment gets in the way, or I need to spend quality time with my cat."
Alright, I don't hear that so much, but I have a good set of eyes. Some of you have developed bad habits that need to be broken. Equally important, you have not worked on starting good productive habits that will keep you and the kids fed. I don't know if he coined the phrase, but Michael Gerber, who wrote the E-Myth books says, "The difference between successful people and unsuccessful people is successful people do the things unsuccessful people don't want to do."
Do the top producers in real estate love to jump out of that warm bed and make prospecting calls two hours a day? Do they tingle at the thought of weekly seller calls to discuss the pricing and explain why the house still hasn't sold after seven months? How about that data base? Does the daunting task of meticulous management for hundreds, or perhaps thousands of names cause them to take a long, loving look at their computerized address book and think, "You complete me?"
It's been said (arguably) that it takes about 28 days to form a new habit and longer to break a bad one.
I break that down to buy-in and time commitment. If you believe that daily calls to SOI, past clients and other new business sources will make a difference in your income this year, half of your battle is over. The next part is to accept the realization that you cannot start calling one day and expect to keep it up over the long run. I have never seen that work. Ever.
Instead, view it like an exersize program or the need to lose weight. You must sit down and make a testimonial to yourself (written is the only way), and schedule the process. If you haphazardly go to the gym without any direction, you will keep that disturbingly dangerous heart rate. If you don't count calories or stick to a set food regimen, you shall remain flabby and perhaps become more so.
It's time to look at the health of your business. Break down those activities that you must perform on a regular basis to make money and grow your real estate business. Block the time on a recurring basis and set that goal to never, ever miss. Should you slip up and skip a phone session or sleep in for a couple of days, don't stay off the wagon. Jump back and work for that 28 days. Once you've made it, give yourself a treat. Maybe a half day off or a movie with popcorn. Immediately get started on the next 28 days. Repeat.
Unfortunately, it is not so simple as to read these words and all will be well. I strongly recommend you partner up with someone who will be tough on you and you could do the same for him/her. You may discover, that once you put your mind to this, that daily prospecting habit may be just as addicting as the cheddar potato chips or American Idol.
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