I sometimes hear from commercial and business brokerage agents about the lack of opportunity or that they are not making as much money as they want to make. It’s not that I’m surprised to hear the complaint but rather the notion that the perceived problem is beyond the agent’s control.
I always ask the agent to tell me how he/she is prospecting for new business. Then I follow by asking about the amount of time that is devoted to finding new business each day. Finally, I ask what the success percentage is for the prospecting they are doing. Answers to the questions typically include: “asking people I meet”, “no specific daily time allocation” and “I don’t know”.
It doesn’t take long to discover what’s wrong or why expectations are falling short. Sadly, most of the time, the problem has existed for an extended period of time. In other words, what is being done each day isn’t working so you keep on doing it. Huh?
That’s like trying to reach a destination, not finding it and refusing to try a different route. (Stop and ask for directions so you can get on the right track!) I think we can agree that sales, as an industry, is challenging at best. Today’s consumer is better informed and more demanding than ever before. Earning the opportunity to be chosen by the consumer requires significant preparation, careful planning and consistent execution on a daily basis.
The good news is that it can be done so long as you are willing to apply yourself in the right way. There are many success stories being created in real estate today if you are disciplined, focused and determined. So what about you?
Are you willing to take control of your real estate career? It’s not complicated but it’s not easy either. However, you can do it if you set your mind to it. You may have come to real estate so that you could take charge of your time, earnings and/or destiny. Well you’re the only person in the world that can make a success of you. So, if you’ve already tried it your way without the desired results, consider some new options.
Create a work schedule that you will faithfully honor. Start and end your days at specific times. If you were working for a company as an employee you would have to adhere to a specific schedule because it’s a big part of being productive.
Realize that real estate involves three basic tasks that must be addressed each and every day. The first task involves converting contacts into appointments. The second task involves converting appointments into representation agreements. And the third task involves advancing representation agreements to closings. Real estate isn’t easy because you have to constantly and successfully manage the three tasks without ignoring any of them.
When people are great at doing something, they make it look easy. Maybe that’s why some agents underestimate real estate challenges. Successful agents plan to succeed and then follow through each day with fundamental activity in sufficient quantity to make success a certainty. They carefully measure everything they do and use the information to make necessary changes. If you’re not achieving your objectives or earning what you know you’re worth, look away from excuses and realize that you control the outcome.
Why would you not take control and get what you want? Your comments are appreciated.