Sometimes You Have to Fire the Vampire

By
Real Estate Agent with Seth Campbell Realty Group @ Keller Williams Realty

I think as agents we sometimes get caught up in working with everyone that will hire us.  Times are tough, right?  We need every commission dollar we can find.  Prices have dropped, we have to work twice as hard for the same income.  When you look at the best of the best you will find one distinct difference.  They choose their clients.  They don't work with every buyer or investor that wants to see property.  They don't take every listing that will sell because maybe it's a not so friendly person.  They don't work with every bank that gives out REO properties (I fired two banks today!)  

You probably say, "Yes, but they can afford to fire people because they are big producers and won't be hurt by missing those commissions."  I say, they are high producers because they walk away from time vampires that force them in to low production.  I believe the top producers started firing people before they became top producers.  The simple truth is you cannot be a top producer until you are obsessively protective of your time.  Time is more valuable than money because not all time is equal.  Every hour you don't spend showing 40 houses to write 1 lowball offer is an hour you can spend with someone who is more realistic and profitable.  Every hour you don't spend serving a bank that pays 1.something % commission is an hour you can spend serving a bank that pays 2.something%.  

You think you will gladly choose those better buyers and sellers whenever they show up and will be happy to drop your time vampires, but I can assure you - they won't show up until after you fire the vampires and are ready to meet them.  When you are busy working on the little things you are blind to the big things.  It's like a joke the universe plays with us.  As long as we stay out of the way of opportunity by filling our time, opportunity will stay out of our way.

Take a risk and fire your vampire.  I think you'll be surprised at the new opportunity that comes your way or was there the whole time but you were too busy to see it.  Fortune favors the bold.  

Comments (5)

Chris Canfield
Coldwell Banker Residential Brokerage - Tucson, AZ
Homes for Sale in Oro Valley and Tucson, Arizona

Excellent post - So very true.  All the time vampires do is make you feel busy!  I have much more productive things I could be doing!

Sep 23, 2010 01:58 PM
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes

You are right-- one only has so much time and has to use it where it matters the most.

Sep 23, 2010 02:05 PM
Kathleen Cooper
Kathleen Cooper, Sposato Realty Group - Worcester, MA
Sposato Realty Group - Broker Owner

I was just talking about this last night with an attorney at Jillian's!  It's the 80/20 rule and you need to work with the 20% that are high volume/high dollar and not waste your time on the 80 that waste your time and try to slow you down.  Those are the ones that complain the most in the end anyways.  

Great post and welcome to AR! 

Sep 23, 2010 02:13 PM
Robin Dampier REALTOR®
Coldwell Banker King - Hendersonville, NC
Hendersonville & Western NC Real Estate Source

Oh how true.  You need to learn when "to hold um and when to fold um" or they will consume and drive you down.

Sue of Robin and Sue

Sep 23, 2010 04:09 PM
Ross Quintana
Real E Smarter - Spokane, WA
Real E Smarter Real Estate Coach - 509-362-1966

I agree with the concept of getting the most out of your time. I don't agree that top producers were picky from the start. I think it is good to know if someone is really wasting your time, but some clients take more time than others and still end in a paycheck. If your business needs to generate revenue, you need to prioritize your clients but work with as many as you can to make money. Can you imagine McDonalds refusing to let people who didn't already know what they wanted to come inside because the others are taking too long looking at the menu. They let everyone in, the people in the back look, and the ones ready to go come to the counter. Sales are sales.

My point is when times are tough you need to generate revenue period. If all you ahve is wishy washy people, you need to work them until you find better clients.

Nov 10, 2010 06:09 AM