What’s Stopping You?
A couple of weeks ago, we talked about how nothing can stop you from making a great living as a Realtor except you because YOU can make the marketing calls every day. As long as you make outbound calls every day, you will always have business coming in.
So this leads one to the next obvious question, “What is stopping you from making the calls?” Is it a legitimate excuse? Most brokers can make 5 or 10 outbound calls in one hour and in most cases, that is more outbound, aggressive calls then most Realtors make in a week. So why can you not block off one hour to make all your calls? What stops you from making one hour of calls a day? If that is all you need to do to succeed, why aren’t you doing it?
Well, over the years I have made a couple of observations. First, most people don’t block off an hour to make outbound calls. They have a white pad with a hit list of who they have to follow up with and they try to get to those calls during the day. The problem is, because it is not scheduled in, those calls take a back seat to the urgent crises, or supposed crises, that interfere in your day. The call from the frantic client, the call from the underwriter and soon you are off running around doing something “critical” and the calls, which are actually the most critical, get bumped to another day. Listen, what happens when you are with a live client writing up a contract? Do critical calls come in? Sure, but you don’t pick up. You are focused on the client at hand and you know what? After that deal is signed, you can pick up and attend to that crisis. YOU CAN DO THE SAME THING WITH YOUR MARKETING CALLS!
Don’t pick up in bound calls, if you have an assistant or a receptionist-tell her you are in an important meeting and then nail your hour of phone calls. Call everyone you need to during that hour. Then, after you have achieved the most important thing-marketing, you can go back and pick up your “urgent” work mode again. I never make random outbound calls, I always block my calls into a time block. I tell my receptionist I am on call block and she knows what that means-no calls come in no matter how urgent. I am marketing-and that is where the money is. Try this technique and you too, can start making more calls, and more income.