Tips for Reluctant Prospectors - Stay IN Your Comfort Zone!

By
Education & Training with Sell with Soul

The sales gurus tell you to step outside your comfort zone. Take that first painful step. Push yourself to do the things you'd rather not.

Makes sense, I s'pose.

But is it really necessary? Maybe not.

Frankly, I think I'm pretty darn cool just the way I am, without stepping out of my zone. I think that I can be me, and succeed just fine.

Don't wanna cold call? So don't. If you don't wanna, you'll probably suck at it anyway. Call your mother instead.

Don't wanna hunt for FSBO's? Join the club. Meet three friends for brunch or bang out a few personal emails.

Don't wanna spend the weekend handing out cards from your company's Peanut Festival booth? Me neither. But I might stop by and say hi!

So what DO you wanna do?

Make a list of the things you're good at, the things you enjoy, that don't give you the jitters. Chances are, hidden in that list are plenty of ideas to generate business for yourself. I'll bet you're creative enough to come up with some great ones (and please share!)

You got this far in life being YOU. Just ‘cause you're in real estate doesn't mean you have to change. You're already terrific!

Stay tuned - more tips coming soon. 

sws

 

 

www.sellwithsoul.com

copyright Jennifer Allan 2007

 

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Rainmaker
2,681,530
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher
Thank you, Jennifer, for a terrific post.  I DO step WAY out of my comfort zone on occasion and it has been good for me in the long run but tend to do the things more often that I LIKE to do now.  And I am always me, people will either like you or they won't :)  I think most people like others who are REAL anyway...
Apr 27, 2007 01:18 AM #15
Rainer
130,987
David A. Podgursky PA
THE PODGURSKY GROUP @ Re/Max Direct - Boynton Beach, FL
THE PODGURSKY GROUP - Make the Right Move!

but there's always someone telling you to do something outside your comfort!

my partner/mentor is always telling me to break my habits of uncomfort... how do you challenge that objection?

Apr 29, 2007 03:50 AM #16
Rainmaker
483,895
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Easy...

From Don't Sweat the Small Stuff About Money by Richard Carlson, PhD

"Chances are you're probably really good at certain things and really bad at others. So what? Why should you frustrate yourself and waste your time doing those things you struggle with? This doesn't mean you can't learn new skills or improve existing ones. It merely suggests that you spend the bulk of your time doing whatever it is you do best as well as that which is most important to your success. It's easy to get bogged down and defeated doing tasks you don't enjoy and aren't very good at. Certainly, many, if not most of these tasks need to get done, but not necessarily by you.

What if you could spend an extra two or three hours a day focusing on that which you truly love and are genuinely good at? What would happen to your productivity, creativity and bottom line? You'll never know for sure until you try, but I can assure you that, for me and for so many others, this simple idea has been an extremely profitable insight."

Apr 29, 2007 04:52 AM #17
Rainer
26,050
Toya Condelee
Exit Realty Results - Carson, CA

You know, I might be "BI" (Intro & Extro-vert) or insane, one of the two! LOL!

I grew up what people call shy, and I love my privacy, personal space, I hate being the center of attention and I never liked introducing myself to people!!

However, a mentor seen some things in me that I did not, and he encouraged me to "step out" of my shell and try something different.

Come to find out, I make a great speaker, I have great "stage presence" and people generally like me and want to hear what I have to say.

Had I not stepped out and had my own t.v. show, started rapping, teaching and doing public speaking engagements, I would have never found out that there was an equally delightful outgoing Extrovert inside!  

My Introvert personality is the dominant, but I have control over the Extrovert and let her out only if the occasion calls for it or when I need to. When the shows over, and the clients go home, I crawl back in my comfy-cozy shell and be with the person I enjoy the most (outside my kids) ...ME!

 

 

Apr 29, 2007 09:03 AM #18
Rainmaker
483,895
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Toya - that's great! Actually... lots of speakers and performers are Introverts... very good ones, in fact. I, too, enjoy public speaking. I wouldn't mind going On Tour to promote my book, except that I'd hate to be away from home...

Congratulations! Where can I check you out?

Apr 29, 2007 09:10 AM #19
Rainer
26,050
Toya Condelee
Exit Realty Results - Carson, CA

It was so funny today! I went to this business meeting this afternoon. I went just to check out their great "business opprtunity" but I saw it as a chance to network. I didn't know anyone but one person in the room. They had seating set up in a circle so everyone could kinda be facing each other. When I got my food, I was one of the first people to sit down.  When I sat in that unknown circle, I IMMEDIATELY FELT UNCOMFORTABLE! Now, I know I said I came there to network, so you would think I'd sit in the circle be a chipper little camper and invite others to come around me as they look for seating right???  WRONG!!! Not for the Introvert!!!

So, being the natural introvert I am, I find a seat AWAY FROM everyone else, outside the circle! As I watched everyone else search for seating and figure out their "social positioning" I delightfully and might I mention...comfortably ate my food watching the clicks form.  I listened to every chattering conversation and found no need to inject myself into any of them...until someone made the comment about the tuna. I thought the tuna was deliciously peculiar myself as I was eating it, so I found my way into a conversation.  

"The salmon is great! Who bought the salmon?" one of associates asked. 

"Betty brought it," they responded.

I don't remember seeing any salmon on the table, so I look at thier plates and it seemed like they were referring to the "tuna" as salmon.

So I blurt out, "You mean...this isn't tuna?"

Everyone in the room burst out in a synonymous laughter.  I was like, "I knew there was something different about this tuna!"

From that point on, the entire room opened up to me, and it made my networking a lot easier and allowed me to be myself. 

 This kinda thing happens to me ALL THE TIME! I don't necessarily try to be humorous, but I tend to have what someone else might think as a "blonde" moment (no offense to any intelligent blondes out there) and become the "light" of the room! 

After connecting with some people, I withdrew from the social scene, got some more food and politely made my exit without any grand good-byes.  I know I left a lasting impression just being myself and I couldn't emphasize that enough!!

 

Jenni: if you go to my profile and click on the word "DALLAS" it will take you straight to my myspace page with my music on it.

I'm in the process of uploading some of my speeches, and a few of my better broadcasts of my t.v. show.  It's taking me a little longer because I don't want to pay someone else to do it.  I'm currently in a Toastmasters Club and I'm looking for more speaking engagements to reach out to the youth in my local area. For some strange reason, kids listen to me, so when I discovered this, I try to get in front of them as much as I can to talk some sense into 'em.  Last year I spoke a graduating senior class of a local High School and did a song for them. The music tends to really get their attention!

I kinda forgot the main point of what i was talking about, but...oh yeah!

Being an Introvert is GREAT!!! 

Apr 29, 2007 04:44 PM #20
Rainmaker
483,895
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Toya - Introverts are observers! I always find myself watching everyone else and enjoying myself immensely. Then I'll snap out of it and realize I should join in on the fun, only to find myself, again, watching.

Great story. I'll go check out your site now.

Apr 30, 2007 12:08 AM #21
Rainer
155,621
R. B. "Bob" Mitchell - Loan Officer Raleigh/Durham
Bank of England (NMLS#418481) - Raleigh, NC
Bob Mitchell (NMLS#1046286)

I'm mixed up regarding this topic.  I agree that if it's not something that you feel comfortable doing that you probably shouldn't do it, but I also feel that, in my experience, that most of the time that the fear of doing something is worse than actually doing it.  I also say that some of my best experiences were experienced when I was outside my comfort zone??

I'll have to chew on this...great post.

Bob Mitchell

ValueList 

May 02, 2007 11:29 PM #22
Rainmaker
1,017,487
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

During my 2nd year in real estate, I was sitting in a training class when my managing broker asked me how many hours a week I prospect.  Because I was "rookie of the year"  (thankfully age was not a factor!) for my office the year prior, he was hoping for something inspirational, I suppose, for the new folks who were in attendance.  I have to give him credit, his jaw didn't drop (although he did seem to cringe ever so slightly) when I said, "None.  I don't prospect. I don't ask for referrals. I just have fun with it."

We have an awesome manager, don't get me wrong -- he is fully of energy, has training classes going on all the time on all different subjects, for agents at all different levels, I cannot say enough good things about him -- but he is a Buffini guy and it has always worked for him.  Hardcore prospecting made him a very successful agent and in his world, that should work for everyone. 

I went on to say if I had to pick up the phone, cold call or knock on doors, I would find another career.  I HATE it, absolutely loathe it.  So why do it???  I didn't get into real estate to make myself miserable.  My primary motivation for getting into real estate, I admit, was to avoid a daily commute and not have to get up in the morning.  Seriously.  I have done the "self sacrificing" thing and I'm done with that. I like being comfortable, I like doing what I like to do...always have.  And now, I have a thriving career that is fun and profitable -- and it's based on having fun.  Not that I don't work hard for my clients -- don't get me wrong, I am a total Type A workaholic -- but as far as getting new business goes, why schlep around town knocking on doors when I can take friends to lunch, to a concert or invite them to spend a week at our beach house?  Why spend $$$ on mail when I can get a tax write off for taking someone to dinner or for throwing a party at my house?  

Step outside the comfort zone?  WHY?  I like being comfortable!   Jennifer has it exactly right!

 

 

 

May 02, 2007 11:59 PM #23
Rainer
45,224
Joddie Roberts
Mountain Real Estate and Property Management - Spokane, WA
Your Spokane Realtor - Spokane, WA
While I like the idea of going to brunch and hanging out with my friends I have to think of the fact that those things cost money and if I'm not bringing in business than I can't do those things...vicious circle!  I think social networking is important and maintaining relationships because that is where a lot of business is going to come from.  I also think it's good to do the things that are uncomfortable, sometimes.  Not for the sake of doing it but to overcome fear and intimidation, which is what a lot of people deal with, introvert or not.  I don't plan on going door-to-door or calling on FSBO's; it's not what suits my personality.  But when I get leads in my neighborhood, yeah, I go to the door because that's where I market to.  When I choose to do the uncomfortable it gives me confidence and confidence gives me courage.  I feel confident enough to not do something just because I feel pressured to do it, but I'm also willing to be challenged.  I go to the office and "listen" to what others are doing and saying.  Sometimes I take someone's idea and expand on it or "tweak" it to fit me.  If we're so self-focused and determined to do it our way we may just miss out on a golden opportunity...sometimes it's worth the try.
May 03, 2007 08:07 AM #24
Rainer
41,379
Yvonne Brown
Century 21 Northwest - Gilbert, AZ
My managing broker said this to me when I was in training. Everyone has to find things that work for them. I network like crazy, I blog, I work the floor every chance I get and I work expireds. Those are things that I am good at and so far it works for me!
May 04, 2007 03:16 AM #25
Rainer
28,572
Colorado Springs Real Estate
Colorado Springs, CO

Jennifer,

Great points.I have found that I struggle sometimes when I step out of my comfort zone. Sometimes it works and other times it is a disaster.

May 20, 2007 02:03 AM #26
Anonymous
Desperate in IN
I am a new agent struggling to stay afloat financially and stay in this game. I really enjoy working with people and I am doing all the Open houses, internet leads and calling those in my very limited SOI but I am coming up empty. All of the things I have read, studied and so on say to do the things that none of you do. So where DO you find your clients? I am a single woman, no one to support me but my 401k account which is starting to look pretty sad, so any ideas would be gratefully accepted!
Jul 17, 2007 02:03 PM #27
Rainmaker
483,895
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

First, you need to change your screen name! Desperate in IN??? !!! This will only bring more desperation to your life.

Seriously, a positive attitude will take you much further than any gimmick, program or strategy. Until you feel confident about yourself and your career, any other efforts are wasted.

Feel free to email me if you'd like to chat about this further!

Jennifer

Jul 18, 2007 02:53 AM #28
Anonymous
Mindy Allen

Just because you focus on adding more depth to your soi doesn't mean you HAVE to ignore other ways of prospecting.  I do well with expireds and they are well within my comfort zone and so I plan on ramping up the s.o.i "campaign" , will continue my expired work and I am going to enjoy being in this business.

My hang up has always been this: I don't like to be called by strangers and  I despise unexpected visitors to my home . I feel as if my space is being invaded and that my precious family time is being interupted. For those reasons I have always had a hard time calling and dropping by other peoples homes.  

I am REALLY introverted unless I know people and then I am fine so I am going to try  to build depth into my sphere and develop better relationships with those people rather than simply treating the people in my sphere like lead cows.

Jul 27, 2008 04:21 AM #29
Rainmaker
230,797
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

My first broker in charge insisted we cold call for 2 hours every morning, and her idea of "coaching" us was to have a weekly meeting where we turned in a chart of how many cold calls we made, and how many contacts, how many sales, etc.

I was absolutely miserable.

You're right, you have to be yourself. I do push myself sometimes to step out of my comfort zone, but now I'm working for a company that lets me be me, and I'm happier than I've ever been, and more successful too.

 

Sep 23, 2008 03:15 PM #30
Rainmaker
230,797
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

My first broker in charge insisted we cold call for 2 hours every morning, and her idea of "coaching" us was to have a weekly meeting where we turned in a chart of how many cold calls we made, and how many contacts, how many sales, etc.

I was absolutely miserable.

You're right, you have to be yourself. I do push myself sometimes to step out of my comfort zone, but now I'm working for a company that lets me be me, and I'm happier than I've ever been, and more successful too.

 

Sep 23, 2008 03:15 PM #31
Rainmaker
230,797
Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

My first broker in charge insisted we cold call for 2 hours every morning, and her idea of "coaching" us was to have a weekly meeting where we turned in a chart of how many cold calls we made, and how many contacts, how many sales, etc.

I was absolutely miserable.

You're right, you have to be yourself. I do push myself sometimes to step out of my comfort zone, but now I'm working for a company that lets me be me, and I'm happier than I've ever been, and more successful too.

 

Sep 23, 2008 03:15 PM #32
Rainmaker
961,284
Gloria Todor
Century 21 Absolute Realty - Media, PA
& Doug Durren (484) 431-3686 in SE PA

Jennifer, So glad to find out about you and your blog, a breath of fresh air.  Being in my comfort zone is very important, yet I am able to step out of it in order to find out about people and potential clients.  You and all who have responded raise very good points and observations.   Thank you. ---Gloria

Feb 22, 2010 05:20 AM #33
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