Lately, I’ve been doing intensive work with companies helping agents get back on their feet in this market. I just finished interviewing 30 struggling agents. What I found was that they had convinced themselves they were ‘down and out’, and were doing nothing on their own to pull themselves up.
So, what are you gonna do? Who’s going to pull you back up? YOU!
Let’s start with three steps to put you back on your feet:
1. For just one day, act like a professional--again. Check your email at least 4 times today. Return your phone calls you got that day—that day. Don’t laugh. If you’re an agent, you know how many times other agents just don’t answer their communication!
A recent study from Baylor University showed that communication has to be answered within eight hours for the agent to ‘capture’ the client. In fact, a study done in my area (Seattle) showed the client expected an immediate answer or an answer within 2 hours. In contrast, the average response time was 54 hours—that is, the 50% of the agents who EVER answered! Not a good way to try to impress that would-be client that you are Johnny-on-the-spot……
2. Trick your sub-conscious into thinking you’re really standing up. You and I know all about affirmations. But, it’s hard to create a positive affirmation when you’re flat on your back. So, let someone else do it for you. Just for today, call three former clients who think you’re wonderful.
Don’t worry. They don’t know you haven’t called them for months—or years. They will react with delight and glee that you called. Oh, by the way—do not ask for referrals, you money-grubbing agent! Just for today, act like a human being and call them because you care. Guess what? They will ask you to talk about real estate. You have my permission to do that.
3. Read your ‘me’ book. You know—that Book of Greatness, or, as I call it, your Professional Portfolio, that binder those pesky seminar gurus have been telling you to create for those five years you spent energy discounting it. You need a ‘me’ book to read about that self—that YOU person—that isn’t on the floor, that person who is conquering mountains, getting praise, demonstrating excellence.
Are you up now?
Final thoughts Find someone who believes in you, someone who will provide the tough love, the encouragement, the focus, the direction, and who has the guts to tell you that you’re full of it when you’re trying to lie back down and give up.
Carla Cross, CRB, MA, is president of Carla Cross Coaching, the home of Up and Running Small Group Coaching, as well as one-on-one real estate productivity coaching for real estate agents and leadership—focused on ‘tough love’ coaching for challenging markets. Contact her company at www.carlacross.com, or call 425-392-691.
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