Succeeding In Real Estate And 6 Questions You Need To Ask Yourself Every Week
At the end of each and every week you need to ask yourself these six very important questions. They will keep you on track to reach the goals you have set for yourself. You did set your goals - right? You do know what your goals are - but of course you? And you are trying to fulfill the promise you made to yourself and your family - they do deserve it don't they? You are also still trying to improve your production - well who wouldn't? So here goes - the questions:
•1. What worked last week? Why?
Successes are great things to keep you motivated and going in the right direction. Simply repeat those things that worked last week. You know what they are. Successes do have a cumulative effect on your production. The more success you have the more you will get. So, you need to look back and analyze the things that worked for you so that you can repeat them this week. Success is progressive - a journey - not just one step. As long as you have more successes week after week you will achieve your goals.
•2. What didn't work last week? Why?
If it's not working - STOP. Do NOT continue doing things that did not help you get what you want. You need to know what went wrong and why so that you can correct them. Do NOT repeat your mistakes - learn from them. If you don't - you will be repeating them over and over again. The agents that don't succeed do not know what they did wrong or try to correct their behavior. It is easier for them not to succeed. However, the price for success or failure (and there is a price) is the same. Only you choose which one you will have.
•3. What was my best source of contacts? Why?
Real Estate is a contact sport. If you did not have any contact this week with buyers or sellers then you had no opportunity to make any money. So, you were unemployed with no unemployment benefits (no money). Time is money - so you need to spend time with the people that will help you make money (listing or sale). Spend most of your time with people that want to do something NOW and not in the future. Which contacts (FSBOs, Expireds, Centers of Influence, Past Clients, Just Listed/Just Sold Calls, Etc.) were your best leads and why? You need to spend more time with these people and less time with the deadbeats and time wasters (unmotivated buyers, sellers and co-workers).
•4. What was the best investment of my time? Why?
Other than your time and your commitment to them - what else do you have to offers your clients, customers, family and friends? Did you sacrifice your precious time on things that do not matter for the things that do? If you could - would you re-do your entire day, week, month or year? Are you happy with what you did today? You have to do the things that you NEED to do and not the easy things (the things you want to do). And, the things you NEED to do - do them more often.
•5. What was my best presentation? Why?
Was it a great listing presentation? Was it a great buyer showing? Was it a fantastic price reduction? Was it a spot on negotiation? Were they great because of you or in spite of you? Can you repeat these accomplishments? Take a look at what you were able to do and do it better the next time. You know you can do better and you have to. If you are not getting better and just standing still then your competition will get better, much better!
•6. What will I do differently this week? Why?
Were you happy with the last week's results? Do you want to repeat them or do you want to forget them? The same activities will give you the same results. If you want different and better results then you have to be different and more importantly you have to be BETTER. Do you care enough about yourself, your family, your career, your future to do better or are you going to be lazy and not care? They are your decisions and your results - your fault (success or failure). DO NOT blame anyone else.
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