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5 Ways To Kill Your Business in 2009!

It's a new year! New business plans...new budgets (shoestring, though they may be...). New attitude attributed to a new year. But, none of that will mean a thing if you continue down the same destructive path.

It amazes me on a daily basis how many agents that I deal with actually set themselves up for failure by making simple, yet deadly, mistakes in their business. Some of these mistakes seem to be so simple to overcome. Yet, time and time again, they repeat the same thing expecting a different result. That is the definition of insanity.

So, in the hopes that I can in some small way help YOU avoid making these mistakes, I wanted to summarize an article I found in BrokerAgentPro that lists 5 of the things agents do that hinder their own efforts...and ways to avoid getting caught in these commission killing traps.

Getting ‘Busy Work' confused with actual ‘Work' - Many agents across the country suffer from not having a consistent game plan for their daily activities. There are several things that you should do daily. These include: Lead generation; Contacting prospects that are potential clients; Work and sort out the motivations of existing clients; Negotiate contracts on pending deals; Present findings to your clients. All 5 of those things MUST be done on a daily basis to maintain a consistent level of effort on all aspects of your business. If you are not getting any one of these done, you are attempting to build a business on a weak foundation and you will fail.

Not working a set schedule - Lack of motivation is the biggest cause of not working a set schedule. "I don't feel like it today." Guess what...no one *feels* like it. But, they do it. Successful agents work a set schedule every day whether they ‘feel like it' or not. What do you do on days you don't feel like working? See #1 above.

"It's a numbers game" - Well, sort of. But, no, not really. Yes, you need to track your numbers. Yes, those numbers are important. But, in no way will those numbers lead you to making any money! This is a PEOPLE game! If you are not out helping people with or talking to people about real estate, you are doomed to fail. Focus on what you have to offer - your talents and abilities to assist people in buying or selling a house.

Lacking multiple lead streams - That's right. If you do not have multiple streams of leads, you will fail. If your only source of leads is making cold calls, asking for referrals from clients, calling expired listings, etc...You are limiting your ability to get new clients. If you take a day off, you don't make ANY progress. None. What if you lose your phone for a day? What if you lose your voice for a day? No progress. So, having several good lead generation sources is a must in order to keep bringing in new potential clients. Just remember, not every lead will close. But, every lead needs worked. That's what you do!

"Its all about the Benjamins, baby!" - This philosophy will ultimately be your demise in real estate. You should never put earning a commission above your ability to be of service to your client. If you are not out there to help your clients, you will fail. If you don't know how to help your clients, LEARN! The ‘rules' have changed. Make an effort to adapt to those changes and *help* your clients. The money will follow.

If you would like more information on increasing your inbound referrals, please contact Clint Miller of www.recr.com. You can call at 800-977-7058 or follow me on Twitter at www.twitter.com/recr.

Posted by Clint Miller on 01/26/2009 07:20 AM

Comments (96)

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96 Comments on 5 Ways To Kill Your Business in 2009!

JAN

2009

Clint...

Great minds think alike. I just finished putting the finishing touches on my post today and I opened yours and lo and behold, we're talking about the same thing!

You did yours so much better, though so I'm featuring it is "Whacked!!!"

Clint - all things that I have to daily pay attention to in order to succeed, especially in this year, which could be tougher than last.

Richard -- LOL! Yes, they do! And, thank you so much for both the kind words and the feature!!! Much appreciated!

Mike -- The indications I have seen is that it will compare...if not be worse. Hope yours is a great '09!

I have been trying to find ways to improve doing what I do. The 80/20 principles in action, I think. Thanks!

Diane -- Any form of self-improvement is a bonus. The more you improvise and adapt, the more you will overcome. Thanks for reading and commenting!

Clint: A very good post to keep us all on track and following those business plans we drew up. Scheduling, prospecting and working smarter are all things we can benefit from. And developing those client relationships will naturely bring the money...but you're right, you can't have that be the focus.

Chris -- Thank you. You are right...it should not be the focus. Do what you can to help your clients achieve thier goals..and the money will come.

@SalineVance -- Good one, Clint! You're giving good info there, so it needs to be shared. As @toddwaller says, just "answer the phone!

Thanks, Vance!! Much appreciated!

Clint, I have been in this biz for two decades as a manager, agent and trainer. All of these tips are so right on. I am a huge fan of the C.I.T.O (come into the office) philosphy started by Floyd Wickman and feel that if you are going to be professional, you have to act it...every day in every way!

Great post! Lesley http://www.therealestatenatural.com

Lesley -- Thank you so much! Both for the comment and the kind words. Im a huge CITO fan! And do everything in my power to get those around me to understand the same philosophy.

BTW...I hope your daughter gets better soon!

Most agents get caught up in your first point - confusing busy work for actual work. The two are totally different. The problem is, most agents have so much busy work that they can't even get to their actual work. Gotta love virtual assistance for this area!

~Renae

Renae -- You are so correct! They figure if they are busy, they have to be accomplishing something. And I completely agree with you on that last point!!!

Nice reminder. Thanks @recr!

@mylender

Amy -- Thanks! Much appreciated!

Clint - Thanks for reminding me of everything I need to accomplish today. I was doing well on it all, but now I feel the need to get more of it done. Its been a pretty good day so far.

Matt -- Youre welcome! Thats what Im here for.... :-)

Clint,

Always open to suggestions on how to stay alive!!! Thanks, Fran

Fran -- You and just about everyone on here, right? :-)

It really is a people game, isn't it? You need to connect with the consumers in order to become successful at this business. Otherwise, you are just playing at it!

Kathy

Kathy -- Yes...yes it is! And you are right on point. :-)

Right on target!

Great post! Thanks for reminder!

I also think being caught in a negative useless talks with other agents that will kill business

Clint - how true...we probably all know about all of those little "real estate sins", don't we? The old still applies: we don't plan to fail, we fail to plan! Missoula is a great town, I love Montana...

With smiles,

Love those Benjamins! Great post, Clint. You hit the nailz on the headz! :)

Great post, even though we need to work smarter we can't forget the basics and that is connecting with our former clients as much as possible.

Great post, Clint!

Brilliant! You hit the nail on the head. No matter how hard we push ourselves..there's always a point where we need to stop and evaluate our productivity and success. Good job. Good luck in 2009...Robin

Plan your work but the hardest thing to do is work your plan. We all need regular reminders to stay focused on how we planned to succeed in the first place. Best wished to all in 2009.

Hey Clint,

Right On!

Too many agents wait for things to happen and look to blame everyone or everything else for their failure(s). If they do get a lead, they may follow up once, then drop them if there is no Immediate outcome.

Some of us live by what you say, and continue to dominate our marketplaces, even in this market.

@RealtyMan wants to say again Excellent Post!!

Very nice blog and great advice. It amazes me when agents won't change when the rules are changing!! They are the dinosaurs and on their way OUT!

Hi Clint! EXCELLENT advice--sometimes we get side-tracked and non-productive, even though we're 'busy'! I say, are you working hard or are you working SMART?!

Debe in Charlotte

Good advice Clint. I myself have fallen short on some of those a few times. We have to remember to put in that work and effort regardless of the market. Only in working those hours, focusing on productive work and constantly networking and lead generating can we survive. Not only that, but our clients deserve that we put in 100% effort.

Thanks for the reminders, Clint. If everyone did these daily I'd have a lot of competition!

Simple, basic tools that should be used in any business. There are some days that I honestly don't know what I should be doing, but I get up, pull my bootstraps up (well maybe), and dig in. It's amazing how creative you can get when the going gets tough. I have re-evaluated my own real estate market and what I enjoy doing. Finishing up my Eco Broker course and switched my license to Keller Williams. I wanted to work with a company that is prospering in this market and has a positive message in their mission statement.

Yes, I love doing our custom designs for agents too. I'm so over the negative input, get in there people and develop a niche. There are agents doing well in this market and I would suggest surrounding yourself with positive people who are doing well, no doom and gloom. Network as well, get off the couch and go make friends. Don't drown in your misery and become a magnetic for more bad news. You are the only one that can control your business!

Good luck,

Cherie Young
Online Marketing Strategies
www.CherieYoung.com
760.782.0103

Clint,

Great post! Great energy! I too am focusing all my energies in 2009 on SERVICE, SERVICE, SERVICE and MORE SERVICE for my clients. I am also OVER the negativity. It's a new day, a new administration, a new chance for us to get back to the basics of customer service while staying on top of all the latest technologies of blogging, texting, podcasting. Have a great year everyone!

This is a great summary of what agents should be doing every day. It is so easy to come in to the office and find busy work -- or even just the work that we like to do, rather than the work that really needs to be done.

Thanks for the basic reminders. I think we need to be working smart and hard!

Brokers should include thispost as part of their training for new agents. I think more agents fail at consistency more than anything else.

Very good post! This is why I love AR ....because it makes me stop and think......I also am now following you on Twitter. I'm impressed!

I like the idea of breaking it down and doing it. Hey I'm gonna do that right after this. It's all about the basics.

Clint ... good post. I agree that we as Realtor agents should be focusing on service for the customer and client. We are in the service business, and concerns and goals of our clients is what it's all about. But I'm not so sure the rules have changed, and that's the way it always should have been. Best wishes. Harrison

Great points. Thanks for sharing them with us!

-Tre Pryor

www. TrePryor.com

Congrats on the Feature!

Us Montana people can blog can't we?

Great Post...one thing also, don't waste time with dead beats! Weed them out and get going. Use the 1-5 plan. 1 being the best possibility and 5....bury it for later, but still send out a drip to them..

Tangible pearls of wisdom for anyone in any business field.

Excellent Post! Great Advice. Still amazes me what people do and dont do in their business.

Take Care & Fly High In '09!

I have 5 secrets to BOOMING business...but they would not call them secrets if I told anyone...I will tell you soon...will you be listening...

Great post! It's so true!

amen, thanks for the swift kick!

So true!

JAN

2009

Great points to keep in mind whether you've been in the business one year or twenty years.

Great blog Clint. You are right on the money about how we need to keep working through the "I don't feel like it" times. Have a great week. I got an accepted offer offernight yeah me!

Clint: Awesome blog! It has helped motivated my complacent butt. Your post has reminded me of what worked and made me successful in the past few years. 2009 has started off slow. Why? It's cold, I broke my wrist before Christmas, it's snowing, boo hoo hoo. No, the reason I am off to a slow start is that I am not keeping to my former schedule and doing the work that must be done. MUST BE DONE. OK.....off to kick butt.

Great information to think about. It's important to work a schedule everyday and do something. If not then you feel as though you're going out of business.

Clint:

Thanks for the reinforcement--I need to work on all points during 2009--especially #1--constantly making myself away of the difference between being "busy" and being "productive"

All the best in 2009~

Noreen

Great blog. We all get bogged down with the minutia and this not only includes real estate agents, but also real estate companies, big and small. It is the old forest thru the trees syndrome.

There is so much time spent on ways to save money that many forget how to make money. The opportunities are boundless, especially in this economy. Yes, this economy! With the attitude of negativity by most, those that emit positive energy thru their attitude and their actions, will come out the better. It is those actions that bring in business. We all must remember that real estate is no more than a conversation. That conversation leads to success or failure based on what you say, how you say it, why you say it, and who you say it to.

Without a doubt actual work is more important than busy work, however busy work is still a necessity, Just do it quickly and in conjunction with real work. A read a terrific book that I recommend to everybody: "Eat That Frog" by Brain Tracy, Berrett-Kohler Publishers, in which it gives you 21 ways to stop procrastinating. Really hits home the difference between busy and actual work and melding it together in a set schedule.

When it comes to multiple lead streams there is nothing better and as a Broker-Manager of a real estate office, I use the same premise when recruiting. One might think that not everyone is everywhere, however, you need to be everywhere to touch everyone.

There is a 6th way to kill your business in 2009, and that goes to the adage, if you continue to do the same, you will continue to get the same results, and actually I believe you will get much less results. Real estate is not dead, but the model of selling real estate needs to change. The consumer is looking for it. They are not looking for discount brokers as much as looking for one company that can give them the options thru a menu of services. Not everyone needs all our services but they do need our services and choices are want they want. This is another topic that I can spend pages and pages on. But that is for another blog and a company that believes in the same.

I apologize for not following up on these sooner...but, I can assure you, no one will be missed!!!! So, here goes....

Anonymous -- Thank you!

Nelya -- Thank you for reading it! Anytime you involve yourself in negative speech, you kill your potential. You are what you say...dont get hung by the tongue!

Bo -- We are supposed to know them...but few realize them when they do them. And yes...failing to plan will lead to failure.

Sherry -- I saw your kind words on Facebook!! Im flattered...and honored you feel that way.

Anonymous -- You got it!

Holly -- Thank you so much!

Robin at Gold Star -- Well, thanks! Im so happy you enjoyed the post. You are correct...without self evaluation, you have no chance at improvement. :-)

Robert -- You got it. Plan your work and work your plan! Truer words have not been spoken on here as of yet.

RealtyMan -- Thanks man...Much appreciated. Agents like you "get it". And Im so happy that there are those that do...Thanks again!

April -- Thank you! Im happy you feel that way. And, I agree with your assessment on this situation!

Hi Debe!! -- Awwww, thanks! Im glad you think so! Working smart is important...but in this market, you must work hard!

Roland -- Thanks! I think everyone falls into these traps at some point or another. And yes....youre clients deserve 100%!

Kelsey -- You are so welcome! LOL @ competition remark!

Cherie -- Develop a niche!! That is quite possibly the most important thing in this market. Find a need and fill it! Excellent point...and fantastic comments. You rock!

Katherine -- Thank you so much! Im glad you liked it! Service is where its at...be there for your clients. The money will come. Trust in that.

Chris -- Thanks! I agree...it is. Its the things that need done daily that lead to commissions. :-)

Kristi -- You are welcome. And, I couldnt agree more!

Jacqulyn -- Wow! Thank you so much for that comment! I appreciate that very much!

Barbara -- Thank you so much! Im so happy you liked it and are now following me on Twitter! :-) I enjoy making people think...hopefully, for all the right reasons. :-)

Barbara -- Not sure you meant to post this 3 times...but, consider it responded to 3 times. :-)

Mike -- You are correct. Anything is easy if you just follow the steps to achieve the goal. Replacing an engine is hard. Unlocking a nut to remove a bolt, thats easy. Step by step it can be done.

Harrison -- Thank you so much! You are correct...this is a service industry. Therefore, that should be the focus as agents for your clients. And, you have a very valid point...this is how it should have been done all the time. Amen!

Tre -- You are so welcome! Thanks for reading!

Thom and Ray -- Thanks! And yes...we can! :-)

Susan -- Thank you! Agreed...make sure you cull the wheat from the chaff. :-) Work with those that want to work with you. Help encourage the others to do so, but dont kill yourself trying to get them to do so. Either they will see the value in what you do and move over...or they wont. You cant force that out of anyone.

Michelle -- "Tangible pearls of wisdom"....Wow. Thanks!

Sylvie -- Thank you so much! Im glad you liked it.

Chuck -- Interesting comment...looking forward to it!

Anonymous -- Thank you! I agree!

Meris -- LOL! Anytime!

Karen -- Agreed!

Debi -- Thank you so much!

Paddy -- Hiya, sweetie! Long time no talk! Thanks..Im glad you think so! CONGRAT'S on the offer!!

Scott -- Thanks, man! Much appreciated. Now you are talkin!!! Get on it!!! Glad I could help!!

Sharon -- Im glad you think so! You are so correct...you must do something to help keep the doors open every day. And something MEANINGFUL, not just busy work. Dont re-organize your post-it collection...lol

Noreen -- You are so welcome, Noreen! Be PRODUCTIVE not BUSY! Glad you recognize the difference!

Hey Clint! Thanks for the great post!! Stay the course. Do the right thing and is will all fall into place. Take care of People first. This is the first thing I read this morning so it's a great motivator for today.

Also- Jeffrey I love that book "Eat the Frog" . Good to have nearby for a pick me up.

Jeffrey David -- Awesome and insightful comment! Thank you so much for reading and responding with such passion. Ive read "Eat That Frog" and love it!! Good to find another fan.

As far as your 6th premise...TOTALLY AGREED! I dont need to anything other than that.

Margaret -- Hi! You are so welcome...Im glad you think it is 'great'! Im happy that it is your jumpstart of the day! :-)

Self-evaluation can be a hard teacher, but if acted upon makes for more lasting change.

Thanks for posting!

Hi Clint,

What would you say is your top 5 ways of generating leads?

Clint, I have a schedule. I work all the time. Trouble is I don't schedule time frames to perform the various tasks you mentioned in your post. I start on one thing and then end up on something else. Very hap hazard. After reading your post I think I need more structure in my day. Thanks for the post!

Thanks Clint, for a motivating "kick in the behind" It's back to the basics, as we all have heard before, yet we still think that their are easier ways to get back on track. I've decided to pull myself up out of the mud in 2009, with a little creative thinking and good old hard work!

Hi Clint,

All great ideas to follow. Glad we got to meet here in the Rain!

This is a great write up and I think I need to pay attention more to a couple:)

Sorry don't agree with a few of them! I guess I am the only one. Kind of wonder what makes one write posts so that others can follow? Good luck to all in 2009 no matter what path you follow!

Eugene -- Yes, yes it can. Thanks!

Grimley -- I think thats a whole nother blog post. :-)

Anonymous -- Im not saying you need to robotize...but, you must dedicate time to each of these functions...otherwise, you work all day and get nothing done.

Linda -- You are so welcome. Working smart is good...working hard is good. Doing both is the way! :-)

Lisa -- Thank you so much!!! Im happy to help anytime!

Courtney -- Thank you so much!!! I know I did when I wrote it...it helped me, thats for sure.

Lyn -- Finally, a dissenting opinion. I kind of wish you would have expanded on your comments...I appreciate a person willing to stand up to the tide. Please...feel free to continue your comments.

Hi!I guess I better quit reading these post and get to real work. Thanks for the reminder, Mark

Clint, thanks. Even though we know this is true, a gentle reminder never hurts!

Mark -- LOL!! Youre so welcome! Thanks for reading!

Beth -- Youre so welcome! Reminders never hurt...dont make me nag...lol!

Clint-Great food for thought. Don't sit around and "wait" for things to happen, you need to make them happen!

Mary -- Thanks! And you are correct! :-)

77 comments and this puppy wasn't featured? Dang. I seriously didn't mean to delete you....it was for those who hadn't written lately, YOU are not one of them. SORRY! I enjoy reading you! You are back on :D. KM

Kristin -- Hehehhee! The squeeky wheel gets the oil. :-) Yeah, it wasnt featured here, but it was on the email. Glad to have you back!!! :-)

A lot of good points and things that many need to consider when making their daily schedule.

Great post and outline!Thanks for taking the time to share with wit!

Trish Giassa

Keller Williams, Summit, NJ 201-960-2090 www.BestNJhomes.com Trish@BestNJhomes.com

JAN

2009

Christine -- I thought so! :-)

Trish -- Thank you very much! Im glad you like it.

Clint: Just got bashed last week by commenting on a post an opposing view. Said I was a little harsh and maybe so but WHAT GIVES YOU THE RIGHT TO GIVE ADVICE? All of a sudden we have nobody selling real estate but ALOT OF ADVICE! Hmmmm. I'm gonna take advice (any kind) from somebody that I see as successful. Not that your not, you just can't prove it here on the Rain. I followed Mike Ferry Coaching for many years and it is a numbers game. The more people you talk to or contact the more deals you'll do.

Lyn -- First and foremost, I have been in sales since I was 16...So, Ive been at this in some form or another for the better part of 22 years. And lets face it...real estate is sales. Also...Real Estate Client Referrals (my company) is the only major online referral service that has posted a profit in the last 3 quarters. So, from a success standpoint...I feel that I got that part covered.

The interesting thing about blogging is that alot of this has to be taken with a grain of salt. A lot of it is opinion...some of it fact...and part of it complete bull. But, it is nationally recognized in this industry that the 5 points listed in this blog are indeed correct. The article that I quoted was published in BrokerAgentProfessional magazine...and Im sure that they are a solid source.

The numbers are important, but if that is ALL you are relying on to survive, you will ultimately fail. Without that CONTACT required, you will never have numbers. That was the point. You have to talk to people...interact with people. The more people, the better. That is how you get the numbers. You even said that yourself by saying "The more people you talk to or contact, the more deals you'll do". And, I agree! So, in a sense...we are actually saying the same thing. Just from different perspectives. Track the numbers...but, dont focus on them. Focus on the contacts with the people needed to achieve those numbers.

Excellent that you felt free enough to challenge both my points and my "expertise". I welcome debates like this...And I wish you all the success in '09!

good post. I just subscribed to you... how'd I miss that one?

Thanks.

And the plot thickens...this post is sure an attention getter,isn't it Clint? From my perspective after 20 years in the real estate industry acting as a manager, agent, office coordinator, speaker, trainer, writer and tv spokesperson (phew that is a mouthful) I can assert that real estate is a people business. People aren't numbers, people are people. Those of us who can maintain a career in this field understand that it is important to be in touch with a lot of people, but we don't focus on numbers, we focus on helping. Success is one of those words that is defined differently by everyone, I don't recommend ascribing to the mainstream version...focus on what it means for you personally, since you, too, are a person.

Just my two bits.....and maybe should be a separate blog.

Tamara -- Thank you so much, my dear! Thanks for subscribing!! I appreciate it!

Lesley -- I guess so...lol. Thanks for the insightful comments...and the quick glance into your career...I didnt realize that you were so in depth in this industry. I learned something today.

I'm gonna have to defend Clint here, and not because we're friends, but because he does know about sales. When you work in a business like a referral service you encounter alot of agents that are looking for the "magic thing" that will make them successful. They want the easy way to be #1 in this business. Because of these encouters, Clint does see what makes an agent successful and what makes an agent get out of the business.

Lyn - I have a different opinion on numbers and real estate. Numbers don't make the Realtor successful, closed deals make the Realtor successful. You can have 2000 people in your database, but only 5 of them actually use you. Those 2000 people don't make you successful in this scenario. I would rather have 30 people in my database with 20 of them continuously doing business with me and sending me referrals. People aren't numbers. They are people. They don't want to feel like a number. I see successful real estate agents making a change in the way they look at this business; a change from numbers to relationships. But, you have a right to chase those 2000 people. I'll stick with my 30. (And these are hypothetical numbers).

Sarah -- Thanks! I appreciate the honest opinion about my situation here. Very much. With regard to what you had to say to Lyn, I have been able to develop this same opinion about you that you portrayed here just from youre presence online and talking with you. And, I agree with you. As your post once stated....Youre not doing it wrong; Im just doing it different!

Excellent advice, we have heard it before but it bears repeating until each and everyone gets it. Even though we may work for a broker we are all self employed and can work as many or as few hours as we choose. Ready posts like this on a daily basis help keep me motivated to go out there day after day. Thank you for your words of wisdom

JAN

2009

Kathy -- Thank you! I couldnt agree more! You are very welcome!!

Well, my Broker sent me this post via email. I wonder why? LOL Good post Clint!

Marc -- Tell your broker I said Thanks! And, thank you! :-)

FEB

2009

Clint - Great blog and I agree with your last point about client services. It's not about $$ but about customer service.

FEB

2009

Samantha -- Thanks! Yeah, Id like to point out that I think you should put yourself in the position to get paid for your work...but, concentrate on the quality of the work and get it done first. :-) But, do get paid for it, if possible. :-)

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Clint Miller

Missoula, MT

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Real Estate Pipeline, Inc.

Address: Box 7074, Missoula, MT, 59807

Office Phone: (406) 532-5573

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