Moving without the ball, or what to do when you don't know what to do. Trasactional details, when you have a client working on buying or selling often takes agents away from their duty to prospect. Prospecting is a process that needs effort on a daily basis to be successful, this we know. So there are so many things that take us away from that number one task. As mentioned, transactional details is one, but so is social media, exercising, networking, educational events, and doing nothing all take your time away from the process of prospecting. Then the month is near over and you don't have any new buyers and haven't brought in another listing or two. There are things to do that keep you in the game when you are not.
Moving without the ball I like to call it. This phrase was one Larry Bird, a hall of fame basketball player from the Boston Celtics, used to say when he was asked how he was so successful. You must have a plan, you must know where you should be and then be there. Have a notepad with you for things to do when you are calling up a friend to have lunch rather than prospect. My list includes calling a top agent for coffee--it is always great to hear what truly successful people do and most of them are happy to share as long as you are not trying to take advantage. Larry Bird and Magic Johnson were bitter rivals on the court and friends off it. Go preview houses, see what is on the market and get some ideas about how your competition is doing their job. You will always learn by doing this.
A professional knows where they should be at all times so create a list for yourself that shows you are Moving without the ball, or what to do when you don't know what to do.
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