Have you noticed how much difference action makes? That's a broad statement, I know, so let's narrow it down to some examples we all can relate to.
Our economy is a roller-coaster ride these days, as we all know. The stock market is not the best barometer of how things are going because it is a very narrow part of the overall picture. But at the same time, it's quite visible. Have you noticed that when some specific, positive action occurs, that the stock market acts as if it had a double dose of caffeine? When housing starts are better than expected, the market goes up. Action/outcome.
Bring that back to your neighborhood. There are three houses for sale, and the local newspaper runs an article on how mortgage rates are at an all-time low and house sales are picking up. Those three houses have more showings and one of them sells. Action/outcome.
Narrow it down ever further. You start the week with a plan to make a certain number of prospecting calls, you set an appointment to meet with a mortgage broker you haven't worked with yet, and you schedule two networking events. At the end of the week, you've made the calls, have two listing appointments, and a plan to cooperate with the mortgage broker on a seminar for first time buyers to explain the new tax benefits. You've also had three showings on one of your listings and an open house on another that resulted in two offers. Action/outcome.
Here's an important difference for the entrepreneur-real estate agent to recognize: activity is not the same as action. It is the difference between working IN your business versus ON your business. When you work IN your business you can easily get into shuffling and sorting papers, surfing the Net, replying to each e-mail as it pops up, and reacting to each phone call as it comes in. This is classic non-income generating activity. This is working IN your business.
On the other hand, working ON your business leads to action which leads to results. Put aside a block of time each week to work ON your business by focusing on the vision, where are you in relation to where you need to be, what needs to be done, who is going to do it, what changes are going on in your market, where you need to tweak your plan, etc. Make an investment of time in your action plan; this is working ON your business. I don't have to look any further than my clients to see that this works. The ones who are starting with a positive mind set, and who are taking action, they are the ones who are reaping more sales.
If you are inclined toward non-income producing activities, hire an assistant or outsource those mundane tasks. A professional organizer can organize your files and office; a bookkeeper can handle your receipts, bills, and taxes. A business coach will help you implement efficient systems and processes to streamline your business.
Whatever it takes, and however you do it, get busy working ON your business. Invest in action, and gain more sales.
Patti Kouri, Accelerated Performance Coaching
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