Do you ASK or do you ANSWER?

Education & Training with Professional Direction


Do you answer or do you ask?  Do you reply or do you send?  Do you wait or do you start now?  Do you pick up the phone when it rings or do you make someone else’s phone ring?

I can spend my entire day just answering the phone and emails.  I can shuffle through the papers on my desk, check out my calendar, and make lists of things to do.   At the end of a hard workday, I might find that I have cleared out my inbox, opened and answered mail and bills, and/or made deadlines for work that must be finished.   I have answered.  I have a “sent” folder full of emails that start with “RE: __.”                                                             

Sometimes I wait for that break in my schedule to get something going.  But, I find that if I wait just long enough…. “you’ve got mail” pops up in my inbox.  Ok.. sometimes it is notice of an upcoming event or spam that I need to unsubscribe to.  And I feel so satisfied when it is done.  Someone knocked and I answered.

Then, I take time to check out my Facebook and my LinkedIn changes.  I can also spend time chatting with other agents and complain about the market.  And, it might seem important to check out the latest news on CNN and Wall Street in regards to the market.

That is not my “job.”   My job is to INITIATE new clients, ideas, events, prospects, and business.  If I don’t ASK for business then I am not growing.  I am only doing work that someone else can follow through on. 

As a real estate agent you need to evaluate what your “job” entails and how much of it is dealing with asking for more business. 

It is most important that we INITIATE business every day.  At least 20% of our day needs to be making the first call, sending out the email to past clients, writing on our blog, or meeting with a prospect for coffee.   If you work only 5 hours today… devote one full hour to initiating business…. Asking!

So I am thinking about the changes I am going to make today to initiate new business… marketing.

So, are you going to initiate some new business today?  Are you going to talk to prospects?  Are you going to send out an email to a past customer?  Are you going to ask so someone will “answer?”

Natalie Danielson

Professional Direction

Washintgon State Real Estate Clockhour Classes.... Do you need clockhours???

Comments (5)

Cassie Lane
Kennewick Richland (and West) Pasco WA Homes For Sale - Pasco, WA
509.438.9344 -

I ask and answer, however, listening is the most important part of the equation!  :o)

Nov 03, 2008 03:39 AM
Tony & Darcy Cannon
Aubrey and Associates Realty - Layton, UT
The C Team

Natalie, good question, but Cassie hit the nail on the head!  Listening is the MOST important part of the equation!

Nov 03, 2008 04:05 AM
Kim Wolcott & Krista Butler
Republic Mortgage Home Loans - Orting, WA


Love this blog.  I am still teaching classes every month.  Let me know when you get new ones.

Dec 13, 2008 02:04 AM
Kim Wolcott & Krista Butler
Republic Mortgage Home Loans - Orting, WA

I am going to make sure that I add some of this info to my Bplan.  We need to do the basics but get caught up in the other stuff that has to be done.  I think I have to renew again in Feb/09 but I plan on teaching more classes.

Jan 13, 2009 05:22 AM
Rick Huffman
Mortgage Banker - Kent, WA

Natalie, I like what Krista said about starting over in Feb. You have to really start over every month because we all become complaisant and start to drift. I agree with what you say in your blog. Checking email and thinking that is really accomplishing something is what we hide behind instead of calling customers. You have to set time limits on every task you take on or nothing would ever get done.

Feb 08, 2009 09:17 AM