What Happens Behind the Scenes
I was speaking to a mover and shaker in real estate today (at her request, she will remain nameless so that I can quote her with impunity). She was at a convention recently and was speaking with a person on the floor of the expo area who was whining about his lack of business.
"Are you taking your down-time to catch up on your CE's?" she asked.
He said he wasn't.
"Are you taking some professional development classes?" she asked.
"No" was once again his reply.
"Are you even prospecting?"
His half-hearted response was that he was "trying but it just wasn't working".
Her response to me (although she didn't say it to this agent's face) was that it was NO WONDER he had no business! The best agents are out there doing what it takes to get the business, not sitting on their hands failing to be proactive about anything except their whining!
I Had To Agree
I've got coaching clients all over the place who are telling me that business is picking up. They are saying that they are busier than they know how to handle at times. We're working on TIME MANAGEMENT issues, not on prospecting. Why? Because they are ALREADY prospecting and doing it systematically so that it's not dependent on their actions, but happens automatically. These agents have plenty of business and I almost NEVER hear them complain about the market. Rather than complaining, they are out trying to figure out what's next and how they can get things to work better now. One of my agents who has been actively pursuing foreclosures is starting to slack off now, seeing the end of the trend, and is focusing on the next hot item in her area based on her research. She knows that being proactive and putting thought into action are the keys to success in this - or any - marketplace.
Then There Are the Other Guys
We all know them, they're the ones who find it easier to whine than to prospect. They're the victims of the world, the "woe is me" contingent. They will find no business because that's what they expect to find. They were around when I first got into the business over 15 years ago and they're still around now. The faces have changed, but it's the same voices plaintively mewling "why me?" over and over again. And you know what I say? GOOD! FABULOUS! WONDERFUL! Keep complaining! It leaves more business on the table for the rest of us who are willing to work for it.
Because, as my friend said to me earlier today (and she was right), it is going to be the guy who was sharpening the saw, not the person who was sitting at home trying not to slit their wrists that ultimately gets the business.
Great post - thanks for sharing --- Stay positive!
So true, it is easier to whine that it is to get going. Of course I find myself slacking a little here and there also.
No whine in 09!
For those who still don't have any business after 2 years of a down market -- it's time to hang up your hat and try something else! Stop whining, just find a new career path.
I agree, I do hear some agents being negative about the market, but from who's perspective are they looking at it? I think it is a great opportunity for many people to get into homes that could never have afforded before.
Jessica - I couldn't agree more! I got into the business in 1993 (a very similar market to this one) and I'm STILL kicking myself for not buying everything in sight. Now is the time to buy. My sweetie and I are looking at a property right now. I'd suggest that everyone do the same. If you're going to be there for the next 5-7 years, you'll be fine. You'll ride through the bottom and come out sitting pretty in the end.
Regina - You are correct! Ding! You win the prize!
Patty - Better watch it - your cheerleader is showing ;-) Great rhyme!
Charles - Slacking every now and again is a good thing. It recharges us to go gangbusters again later.
Norma - You're quite welcome!