Setting Yourself Up for Failure?

Real Estate Agent with Keller Williams Realty


Roly sitting by a squirrel cage? 

We have been trying to catch some elusive squirrels who have decided our attic is the "hang out" spot to set up house and of course throw parties at night.  Wonder why the squirrels have not fallen for our trapping attempts?  Setting oneself up for failure is an unfortunate but common theme in our industry.

Why is it that we have good intentions to commit to aspects of developing our business, yet when all is said and done it evaporates away?  Quit standing by and watching and get into action! 

Prospecting - Key to our business and an absolute need to do if you have hopes of building to new levels. 

  • Select at least one new prospecting activity (postcard touches, newsletter, expired listings, FSBO, etc)
  • Calculate the cost associated with the prospecting activity and budget.
  • Take the new activity and develop a business plan on how to integrate it into your schedule.
  • Develop a touch program of when the activity will take place.
  • Place the activity on the calendar.
  • Follow up and DO IT!
  • Hold yourself accountable once a week to make sure you are doing what you committed to do.

If you have a lack of business, you need to prospect.  If you need to build your listing inventory, you need to prospect.  If you need buyers, prospect.  Prospecting ... we all know we need to do it.  Few really do and those who do we call Top Producers!  Would you rather just sit it out or trap the business?


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Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Evening Connie,  Very well laid out approach to managing a business. Well done.

Apr 13, 2009 01:51 PM #1
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Bill - thanks, I hope it will get some people sitting on their behinds up and doing the work rather than talking about doing it.  Appreciate the visit!

Apr 13, 2009 01:52 PM #2
Connie Lou Barnett
Real Living/Home Realty - Owensboro, KY

Everyone needs a business plan and you've got a good one.  Thanks for sharing.

Apr 13, 2009 01:54 PM #3
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Connie - thanks and appreciate the visit!

Apr 13, 2009 02:02 PM #4
Kathy Toth
Ann Arbor Market Center Keller Williams - Ann Arbor, MI
Ann Arbor Real Estate Experts - Kathy Toth Team

This is really good Connie! There is something to doing even just ONE new prospecting activity per week - it will really do wonders for your business.


Apr 13, 2009 02:12 PM #5
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Kathy - the key is to do one prospecting activity really well then layer on a new activity.  Do prospecting every day!

Apr 13, 2009 02:19 PM #6
Ron Bridges
ERA Wilder Realty, Inc. - Sumter, SC

Connie, thanks for sharing.  I can use more prospecting and your suggestions will work nicely.

Apr 13, 2009 02:36 PM #7
N Hare
Miramichi, NB

 Simple as 1-2-3 if we would all just follow those rules.

Apr 13, 2009 02:38 PM #8
Jen Anderson
Exit By the Bay Realty - Chesapeake Beach, MD

Connie,  thanks for the neat metaphor.  It is bringing us back to the basics--need more business--prospect! ~jen

Apr 13, 2009 02:40 PM #9
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Ron - Good luck to you as you move forward on new ideas!

Nancy - that is the key ... actually doing it rather than talking about it or dreaming.

Jen - Saw my cat parked by that cage and this post idea came to mind.  Funny how we think about what we can write about.  Thanks for the visit!

Apr 13, 2009 03:12 PM #10
Debbie Hutchins
Birmingham, AL

Hi Connie!  You are going to laugh at this but I have squirrels in my attic too!  Great prospecting info but I need to know what you are doing to get the squirrels out!  They are destroying my insulation not to mention giving me heart failure when I woke one up while looking for something up there the other day.  It was quite a scene!  

Apr 13, 2009 03:15 PM #11
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Hi Deb - sorry you are having fun with squirrels too.  I have sent you a personal email to give you some insights as to what we have done.  Good luck!

Apr 13, 2009 03:54 PM #12
Christine McInerney
Great Life RE - Knoxville, TN
The McInerney Team, Knoxville TN Homes For Sale

The only issue that I have with squirrels is that I have a dog that is a cold blooded squirrel killer.  If you were not located closer I would let you borrow her as she would scare the squirrels off.

Apr 13, 2009 04:23 PM #13
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Connie:  This is so UNFAIR.  Do you mean to tell me that after I go through all the trouble of selecting a method of prospecting, and then putting all of the prep work in place... that then I actually have to DO something with it ?  Life is so unfair.

It reminds me of the time... long ago... when I lived in an apartment complex that had a totally laid-out fitness center.  It was great !  I lived in that apartment for over three years.  When I was moving out, I was asked my feelings... both good and bad... about living there.  I told the manager that I was sincerely disappointed about my lack of weight loss... considering their work out area was so great.  It was THEN that she told me... that not only did I have to live in an apartment complex with a fitness center in place... but that I had to actually USE it.  Sheesh.  Ya know... there's always a catch... always !  Thanks for sharing... take care...

Apr 13, 2009 09:08 PM #14
Toula Rosebrock
Diane Turton, Realtors, Forked River, NJ - Lacey Township, NJ
Broker/Sales Associate, Realtor, Lacey Township,

ToulaRosebrock.comHi Connie:

BTW...Welcome back.  We missed you last week.

You are absolutely right.  Lay-out the plan and stick to it.

Good step by step information for prospecting.

Apr 13, 2009 11:29 PM #15
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging,

I love this visual!  The message is very clear too. Nice one Connie!

Apr 14, 2009 03:31 AM #16
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Christine & Jennifer - guess we need to resort to your dog.  Mine just loves to bark and play but no action.  Black Labs are just too friendly.

Karen S- unfortunately results require an action first, no silver plates handed out in our business.

Toula - long break and lots accomplished but missed all ... thanks!

Karen O- Roly did a good job of sitting .. too good of a job.

Apr 14, 2009 04:12 AM #17
Sheldon Neal
Bergen County, NJ - RE/MAX Real Estate Limited - Maywood, NJ
That British Agent Bergen County NJ

...ever think of becoming a Realtor Coach ????

Your thinking is so spot on, and you present the tips and facts so well...I'm sure you must have a little 'teacher' in you !

I'm enjoying my Connie Catch Up right now !


Apr 18, 2009 01:55 PM #18
Sandy McAlpine
Search Lake Norman Homes For Sale - Lake Norman NC

It's easy to be trapped into doing a prospecting plan that sounds good or is "automated", but just because everyone jumps on the bandwagon, doesn't make it a good idea!

Apr 22, 2009 01:00 AM #19
Russel Ray, San Diego Business & Marketing Consultant & Photographer
Russel Ray - San Diego State University, CA

That's either the most beautiful squirrel I've ever seen or one smart kitty cat.

Have you figured out how the squirrels get into your attic?

Apr 28, 2009 10:05 PM #20
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Connie Goodrich

CRS ABR (McKinney Realtor)Texas
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