First Things First! – Getting Back to Basics

Real Estate Agent with Ask4Ferguson - Your House-SOLD Name in Real Estate


Although it has been 13 year now I remember vividly like it was yesterday. My first day at my new real estate office.  I was a young (25 years old) brash and borderline cocky.  I mean I read every book ever written by all the great educators of real estate.  I was very confident in my ability to speak to people.  I thought I had it all figured out.  I remember going to sit at my cubical and being very excited, yet at the same time I could feel the uncertainty slowly creeping in and the question that many of you real estate professionals have asked yourselves presented itself ‘Now What?’


I was in a high producing office, it seemed everyone was on the phones and everyone was talking about their next closing.  This was nothing that I had expected.  I would actually pick up the phone and act like I was talking to someone so I wouldn’t feel so out of place.  I felt like all the eyes were on me, but in reality they were not because everyone was so busy doing their own ‘thing’.


That’s when one of the top producers (Jim) handed me a piece of paper.  On it were 12 addresses.  I asked what it was.  Jim said since I wasn’t really busy if I could kindly cross reference the phone numbers for him and he would pay me $20 for my time.  I quickly did that and feeling pretty good about myself went to him with the phone numbers.  Jim reviewed it and handed me another piece of paper.  He said that what I had in my hand was ‘gold’.  To me it looked like a bunch of gibberish but then Jim said call each number on the sheet and say exactly what was on the piece of paper.  I did what was asked.  The funny thing happened that day.  I learned how to prospect!  I set 2 appointments for Jim and he got both of the listings.  The sheet of paper had been the expired listings; the second paper was a script I use to this day!


As we are going thru this ‘shift’ of a market I myself am reverting back to the basics that I used to initially grow my business.  Gary Keller states in his book ‘Shift’ that we need to be both prospecting and marketing daily and that “until your priority #1 is done everything else a distraction”.  This must take precedent over anything else.  To me these are the basics and I feel like I am ‘reborn’ by doing these steps.  Now don’t get me wrong, I am growing with the times and doing a ton of social media, but also am realizing that if the phone is not ringing then I have to make it ring.


And that’s getting back to basics.  Have a great day and expect abundance!



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L. Scott Ferguson

Sunny Florida Real Estate Professional
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