Procrastination is something most of us deal with. We go through the day handling those tasks that are urgent and ignoring the important tasks that can be put off because no one is pushing us to get them done.
For many agents, self-promotion and prospecting fall into that category, even though they know they'll pay for it with periods of "unemployment" in the future.
I'm often amazed at the number of agents who purchase my prospecting letters, then don't get around to sending them. It's not unusual to get a note from someone who bought letters months ago, is thinking of using them, and can't find where they put them. They wonder if I can re-send them, which of course I'm happy to do.
Why does this happen?
Because prospecting is vitally important, but not urgent. There's no deadline to meet and no client on the phone wanting action. Using the letters gets put on a to-do list and keeps getting pushed farther down on that list as things like showings, listing appointments, and problem solving demand attention.
As far as I can see, the only solution is to take a couple of hours of "down time" and set up an automated system.
E-mail systems are easy. Once you have a good auto responder you can upload the letters, set them to go out at specific intervals, and go on about your business.
Postal mail is a little more demanding, because you have to print the letters, put them in envelopes, and drop them in the mail. The good news is that you can automate this as well – at least mostly. Try this system.
Prospecting is not the only victim of procrastination
I'm equally amazed at the number of agents who hire me to write a bio, then never get around to sending the information I need in order to get started.
Although I do think having a good bio is important, I could see just not getting going or deciding they can't afford it. But I'm up to 4 agents now who have paid the deposit and then disappeared. My questionnaire isn't THAT difficult. They just don't make the time to do it. I nag them for the first 3 months or so and then stop. Maybe someday they'll remember that was something they started and didn't finish.
Others get the bio, then don't get around to uploading it. This is one I simply don't "get." How long does it take to upload one document? Even if they uploaded to one site per week, it would eventually get done.
I'm as guilty as anyone…
Every now and then I purchase some kind of course and don't get around to studying it. Right now I have a set of CD's sitting on my desk that will no doubt teach me how to create a new stream of passive income.
I need to make time to listen and take notes. But… I need to keep up with my blogs and my weekly newsletter – and of course the custom work I do for clients. And then I need to finish planting the garden, and I have to finish painting the living room, and my husband would like it if I took a day off to go fishing, and…
Image courtesy of Stuart Miles |freedigitalphotos.net
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