Just One More
We are a month away from year-end. It’s a good time to take stock of what you wanted to achieve this year.
Are you on track to achieve/surpass your goals, or have you fallen behind and need to push hard to finish the year strong?
Finishing strong has a lot to do with keeping your lead funnel full. In a commission-based business, we must be thoughtful every day about uncovering opportunities. The best way to stay emotionally strong in sales is to focus on constantly getting booked. You will feel less vulnerable if an opportunity doesn’t materialize.
Especially for experienced agents, it’s time to get out of your comfort zone. If you are comfortable in your business you’ve stopped growing. If you are not trying new things and adopting new strategies to find clients, your business will shrink. Don’t get in the habit of “rinse and repeat.” Where you found opportunities yesterday will be different than where you find them tomorrow. If you haven’t read the book Who Moved My Cheese? then I highly recommend it.
Columbia University did a study. They found that top salespeople in any industry spend most of their day prospecting for business. If you want to know the secret sauce for success then it is continually looking for new opportunities. Don’t fall into the trap of being too busy to prospect.
You can delegate most of the busy work you do (administration, marketing, managing service providers), but what you can’t delegate is being a rainmaker.
The two biggest obstacles we face when prospecting are the fear of rejection and the fear of failure. When we get turned down by prospects, or an opportunity we were expecting doesn’t come through, it can be paralyzing. I get it. We have a strong desire to be liked, so we often prospect people we already know rather than going after “stranger” business. After all, it is easier to make warm calls to people we’ve already sold a house to, than it is to call a FSBO.
To get past your fear of rejection, you need a powerful goal. When you have a goal that you are truly excited about, it stirs your emotions and your emotions stir your activities. By doing the activities, you get the results. My questions to you are: What do you want? How badly do you want it? If you want it enough, you’ll do whatever it takes to get it.
We also must be thoughtful about our dark side. It is easy for us to get emotionally worn down and physically exhausted in real estate. Busy agents put in long hours. When we get tired, we lack the patience to close on opportunities. Be aware of your mindset because thoughts are things. What you think about is the direction you go. When you start having negative thoughts, remind yourself of your goals and what you are working so hard for. Remember, your thoughts create emotions and your emotions drive your activities.
Positive thinking = positive results.
When it comes to prospecting, I want you to develop the attitude of JUST ONE MORE. It doesn’t matter whether you are calling past clients or door knocking in your neighborhood, when you are ready to call it quits for the day say to yourself “Just One More!” With that attitude, you can’t help but succeed!
Chris Leader
President
Leader’s Edge Training