“My real estate business has always been a consistent source of income. Then business just stopped.” --Mike
SITUATION
When Mike joined the Productivity Booster Coaching Program he had doubts that his business would recover in the current real estate market.
He was going through his savings while attempting to keep up with the market changes. Mike was taking training to learn new tools necessary to keep up with the market changes but to no avail. His production numbers barely changed.
What Mike didn’t realized was the impact this struggle created on his emotional state of being. He had internalized a state of hopeless and had not recognized the signs.
He felt as if the weight of the world was on his shoulders and he had no idea what to do to change it. He just kept showing up for his business and taking more classes trying to get something to change as he watched his debt grow and savings disappear along with his sales production.
OBJECTIVES/GOALS
Mike knew he wasn’t going to leave the real estate business. But he also knew that he was not equipped to find his way through the massive changes that had swept through his business and life.
Mike wanted to resuscitate his real estate business and bring his production up.
TASKS AND SYSTEMS TO REACH SOLUTIONS
Coach Linda asked Mike to organized the systems and procedures he had already established in his business. He was to redefine his goals with quarterly benchmarks. She asked him to reassess his way of doing business including how he allocated his time and money.
She knew that in order for Mike to overcome the hopeless state he was in, it was imperative that Mike create very well thought out and realistic goals. He would then make a plan with precise action steps to take, and time tables to follow, in supporting his goals.
This would give him a daily focus with benchmarks placed in strategic locations to empower Mike in knowing he was making progress.
BUMPS IN THE ROAD TO A BREAKTHROUGH
Mike told Coach Linda that he had made goals in the past that had not been met; wouldn’t it be the same? “I keep showing up for work day after day, month turning into another month without a commission check.”
This was Mike’s hopelessness speaking; he was programmed to be being disappointed again. What he didn’t know was that this time it would be different because he had a few safety nets in place. Mike hired a coach and his goals were realistic, not based on trying to keep up with the top producers in the office.
By trying to keep up with top agents, Mike inadvertently set himself up to feel inferior, thus allowing hopelessness to set in.
AH HA MOMENT
Mike followed Coach Linda’s instruction to the letter. He got his ah ha moment when he realized that even though he was taking new classes and learning new skill levels he continuously put himself down by comparing his current production level to his past and the production level of other so called ‘top producers’ around him.
Mike was too busy putting his performance down to acknowledge the impact that the market changes had on everyone’s business. Other agents were also feeling the effect of the market shifts; they just showed it in a different way. And that maybe they were hopeful in their business, all the while Mike had allowed the energy of hopelessness to weigh himself and his business down.
BREAKTHROUGH: RELEASING AN EMOTIONAL BLOCK
Mike had experienced that refocusing his thinking and being realistic in his goals created hopefulness inside of him. Now, Mike was aware of his internal change from hopefulness and purposeful direction to hopelessness and inferior thoughts.
BREAKTHROUGH RESULTS
Mike developed systems inside of himself and his business that would help him red flag a change in his emotional attitude by the increase or decrease of his sales production allowing him to make timely changes back to meeting his goals.
When sales production drops dramatically, look to your emotional state for disappointment and grief which can easily lead to hopelessness. --Coach Linda
Tuesday, July 28, 2009
Thursday, July 16, 2009
REAL ESTATE AGENTS FILLED WITH INDECISION AND FEAR
Dorothy knew she wanted to sell real estate BUT she wanted to do it on her terms. In the twenty plus years she had spent selling real estate she knew there were aspects of the business that did not peak her interest anymore.
After all, she was a veteran and had paid her dues long ago. Now it was time for fun while making money. And then reality hit…the real estate market took a drastic turn to the left and Dorothy had to make some important changes.
She had choices to make…does she stay and learn the skills she needs, continue down the road she has been going, or leave the real estate business and start a new career or job?
Dorothy’s situation is more common than not in the real estate market as brokerage companies’ profits are hitting an all-time low. There are more agents making up the complexion of the real estate offices like Dorothy than there are high performers.
Brokerage offices are facing lower production levels because many of their agents are hitting production walls like never before.
Even the veterans have to upgrade their business tools and suffer through the time-consuming learning curve to keep up with the market changes. Or do they?
SITUATION
Coach Linda Berger spoke to Dorothy about her situation. Dorothy did not want to leave the real estate market, although her priorities had changed; real estate now was strictly a vehicle for money to pay the bills and supplement her other sources of revenue.
She didn’t want to build a business –Dorothy just wanted to sell a few homes a year and enjoy her life. This goal filled her with guilt and then anger for feeling guilty.
Her dilemma was the fear of having this conversation with her broker, as she had been feeling that she must produce at a high level of production for her office. She knew that her heart was not into higher production and her guilt kept her from even a few closing a year.
Dorothy’s inner struggle to do it ‘her way’ impeded her ability to do it anyway!
OBJECTIVES / GOALS
Coach Linda suggested Dorothy have a heart to heart talk with herself and determine what she was willing to give up in order to have a few closings a year. And where would she draw the line as to not moving one more step forward.
How could she give up the anger blocking her forward movement? What would she need to move forward in agreement?
SOLUTIONS
Dorothy knew she didn’t want to build a business. She just wanted to work a simple plan and use the rest of her time doing other things that she loved to do and be with the people she wanted to be with.
TASKS AND SYSTEMS TO REACH SOLUTIONS
She acknowledged her past successes which empowered her to understand that she no longer had anything to prove with a high production level. She had been there …done that. Dorothy just wanted to make some money.
By empowering herself within the boundaries of her working agreement she became very clear on what she would generate within the walls of the company she worked for.
The final step would be to create action steps supporting the choices and agreement she had made with herself and her broker.
AH HA BREAKTHROUGH MOMENTS
Dorothy’s ah ha breakthrough moment came during her heart to heart moment, when life opened to the wide angle as Coach Linda calls it… and revealed that it was okay to work in real estate for the money.
She knew that her desire to always do the best for her clients would continue to be her focus and just because her financial priorities had changed, Dorothy’s work ethics had not.
In that one moment she felt stronger in her choices.
RELEASING A BLOCK TO A BREAKTHROUGH
There were so many other things she wanted to do and the feelings of guilt locked her focus on one choice; and that one choice barred the door to create a few closings that year.
BREAKTHROUGH RESULTS
Dorothy made the breakthrough she so desperately wanted to, and released the block to her production.
Now she works for her production level, does what she loves outside of real estate, and touches the lives of people with her talents and knowledge.
In being true to herself, Dorothy opened the door to her own potential and closed more real estate transactions along the way.
When we are in inner turmoil our financial supply starts to diminish. Reconcile the turmoil and the flow starts. Coach Linda
After all, she was a veteran and had paid her dues long ago. Now it was time for fun while making money. And then reality hit…the real estate market took a drastic turn to the left and Dorothy had to make some important changes.
She had choices to make…does she stay and learn the skills she needs, continue down the road she has been going, or leave the real estate business and start a new career or job?
Dorothy’s situation is more common than not in the real estate market as brokerage companies’ profits are hitting an all-time low. There are more agents making up the complexion of the real estate offices like Dorothy than there are high performers.
Brokerage offices are facing lower production levels because many of their agents are hitting production walls like never before.
Even the veterans have to upgrade their business tools and suffer through the time-consuming learning curve to keep up with the market changes. Or do they?
SITUATION
Coach Linda Berger spoke to Dorothy about her situation. Dorothy did not want to leave the real estate market, although her priorities had changed; real estate now was strictly a vehicle for money to pay the bills and supplement her other sources of revenue.
She didn’t want to build a business –Dorothy just wanted to sell a few homes a year and enjoy her life. This goal filled her with guilt and then anger for feeling guilty.
Her dilemma was the fear of having this conversation with her broker, as she had been feeling that she must produce at a high level of production for her office. She knew that her heart was not into higher production and her guilt kept her from even a few closing a year.
Dorothy’s inner struggle to do it ‘her way’ impeded her ability to do it anyway!
OBJECTIVES / GOALS
Coach Linda suggested Dorothy have a heart to heart talk with herself and determine what she was willing to give up in order to have a few closings a year. And where would she draw the line as to not moving one more step forward.
How could she give up the anger blocking her forward movement? What would she need to move forward in agreement?
SOLUTIONS
Dorothy knew she didn’t want to build a business. She just wanted to work a simple plan and use the rest of her time doing other things that she loved to do and be with the people she wanted to be with.
TASKS AND SYSTEMS TO REACH SOLUTIONS
She acknowledged her past successes which empowered her to understand that she no longer had anything to prove with a high production level. She had been there …done that. Dorothy just wanted to make some money.
By empowering herself within the boundaries of her working agreement she became very clear on what she would generate within the walls of the company she worked for.
The final step would be to create action steps supporting the choices and agreement she had made with herself and her broker.
AH HA BREAKTHROUGH MOMENTS
Dorothy’s ah ha breakthrough moment came during her heart to heart moment, when life opened to the wide angle as Coach Linda calls it… and revealed that it was okay to work in real estate for the money.
She knew that her desire to always do the best for her clients would continue to be her focus and just because her financial priorities had changed, Dorothy’s work ethics had not.
In that one moment she felt stronger in her choices.
RELEASING A BLOCK TO A BREAKTHROUGH
There were so many other things she wanted to do and the feelings of guilt locked her focus on one choice; and that one choice barred the door to create a few closings that year.
BREAKTHROUGH RESULTS
Dorothy made the breakthrough she so desperately wanted to, and released the block to her production.
Now she works for her production level, does what she loves outside of real estate, and touches the lives of people with her talents and knowledge.
In being true to herself, Dorothy opened the door to her own potential and closed more real estate transactions along the way.
When we are in inner turmoil our financial supply starts to diminish. Reconcile the turmoil and the flow starts. Coach Linda
Saturday, July 11, 2009
TACKLING INCONSISTENCY A COMMON REALTOR PROBLEM
TACKLING INCONSISTENCY IN CLIENT AND PROSPECT FOLLOW-UP
Emily is a full time real estate professional who falls into the all-too-common habit of inconsistency with client or prospect follow-up.
According to best selling author, Ken Blanchard’s book, KNOW CAN DO! He stated “People don’t put their know-how into action because of lack of follow-up which is the most difficult roadblock of all.”
Coach Linda Berger worked with Emily during their coaching sessions to identify some of the habits she had in place that worked against the business systems she set up to create a thriving real estate business.
It was Emily’s ‘internal systems’ that got in the way of her ability to be consistent follow-up with clients.
Coaching helped her to unlock beliefs trapped in her unconscious behavior which lead her down the path of inconsistency and lack of follow-up. She was consistent in finding herself back on the financial roller coaster on which many real estate professionals find their business.
SITUATION
Emily couldn’t afford not to follow up any longer. She was losing business that was hers for the asking. The last straw was a client that was ready to list, which he told her, but Emily did not follow up. Then she saw the listing on the MLS listed by another agent. She said that was it! This would not happen again.
Emily focused on what she wanted—to stay motivated—with the vision of her client signing with another real estate agent reminding her of dropping the ball.
OBJECTIVES / GOALS
Coach Linda had been working with Emily on her systems and her focus in their coaching calls. She reminded Emily to go back to the success she had in her business, and when to make her mind up that there was no stopping her. Emily realized she kept stopping herself.
SOLUTIONS
Coach Linda suggested that Emily understand that many people in sales have a problem with follow-up and it is just a matter of discipline and consistency. She needed to just keep showing up for her business whether she wanted to or not.
She had to buck-up and tough it out through her own obstacles.
Emily stopped making excuses and start making calls. She followed her proven systems and just put one agonizing foot in front of the other. She likened it to exercising –she didn’t have to like it to be healthier –she had to do it to be healthier. And so it is with her business.
TASKS AND SYSTEMS TO REACH SOLUTIONS
Emily knew the tasks needed to get off the financial roller coaster. She had done it many times with great success. Her systems were solid and complete.
The systems she had to own up to were her distraction and excuse systems.
As long as she said yes to them – she was saying no to her business success.
AH HA BREAKTHROUGH MOMENTS
Emily’s ah ha breakthrough moment came when she realized she had the tools, skill level, experience and success history to fall back on. All she needed to do was consciously follow what she knew worked in her business. It was that easy!
RELEASING A BLOCK TO A BREAKTHROUGH
Emily didn’t like to admit that she had a hand in putting her real estate business on the financial roller coaster once again. But she owned up to it, and saw the pattern she followed that had keep her stuck time and again.
BREAKTHROUGH RESULTS
Emily told Coach Linda she had had enough and she was determined to break the old habit and create a new one. She started showing up whether she wanted to or not and the sales started coming in almost immediately.
A little determination and a lot of consistency go a long way on the road to creating a successful real estate business.—Linda
Emily is a full time real estate professional who falls into the all-too-common habit of inconsistency with client or prospect follow-up.
According to best selling author, Ken Blanchard’s book, KNOW CAN DO! He stated “People don’t put their know-how into action because of lack of follow-up which is the most difficult roadblock of all.”
Coach Linda Berger worked with Emily during their coaching sessions to identify some of the habits she had in place that worked against the business systems she set up to create a thriving real estate business.
It was Emily’s ‘internal systems’ that got in the way of her ability to be consistent follow-up with clients.
Coaching helped her to unlock beliefs trapped in her unconscious behavior which lead her down the path of inconsistency and lack of follow-up. She was consistent in finding herself back on the financial roller coaster on which many real estate professionals find their business.
SITUATION
Emily couldn’t afford not to follow up any longer. She was losing business that was hers for the asking. The last straw was a client that was ready to list, which he told her, but Emily did not follow up. Then she saw the listing on the MLS listed by another agent. She said that was it! This would not happen again.
Emily focused on what she wanted—to stay motivated—with the vision of her client signing with another real estate agent reminding her of dropping the ball.
OBJECTIVES / GOALS
Coach Linda had been working with Emily on her systems and her focus in their coaching calls. She reminded Emily to go back to the success she had in her business, and when to make her mind up that there was no stopping her. Emily realized she kept stopping herself.
SOLUTIONS
Coach Linda suggested that Emily understand that many people in sales have a problem with follow-up and it is just a matter of discipline and consistency. She needed to just keep showing up for her business whether she wanted to or not.
She had to buck-up and tough it out through her own obstacles.
Emily stopped making excuses and start making calls. She followed her proven systems and just put one agonizing foot in front of the other. She likened it to exercising –she didn’t have to like it to be healthier –she had to do it to be healthier. And so it is with her business.
TASKS AND SYSTEMS TO REACH SOLUTIONS
Emily knew the tasks needed to get off the financial roller coaster. She had done it many times with great success. Her systems were solid and complete.
The systems she had to own up to were her distraction and excuse systems.
As long as she said yes to them – she was saying no to her business success.
AH HA BREAKTHROUGH MOMENTS
Emily’s ah ha breakthrough moment came when she realized she had the tools, skill level, experience and success history to fall back on. All she needed to do was consciously follow what she knew worked in her business. It was that easy!
RELEASING A BLOCK TO A BREAKTHROUGH
Emily didn’t like to admit that she had a hand in putting her real estate business on the financial roller coaster once again. But she owned up to it, and saw the pattern she followed that had keep her stuck time and again.
BREAKTHROUGH RESULTS
Emily told Coach Linda she had had enough and she was determined to break the old habit and create a new one. She started showing up whether she wanted to or not and the sales started coming in almost immediately.
A little determination and a lot of consistency go a long way on the road to creating a successful real estate business.—Linda
Friday, July 10, 2009
REALTOR TAKES RISK…WAS IT THE RIGHT ONE?
Jon entered the real estate business in 2008. He was ready, willing and able to jump right in the shifting market and start making money until…reality hit…the market!
Jon had the foresight to envision potential hazards in his new business without the right type of guidance.
Coach Linda Berger was referred to him by agents in his office and started coaching before he got lost in the chaos of lenders not lending money, sellers loosing their homes and buyers just wanting the best deal and then not sure they got the best deal.
SITUATION
Jon realized he was financially risking by hiring Coach Linda even though she had come highly recommended.
When weighing the risks he could –spend money and time marketing and hoping that he was taking the best steps to build a solid foundation for his business or risk adding to the initial investment -hire a qualified coach that knows the real estate business to teach him how to add value to himself and his business and help navigate him through the risk.
He made the investment part of his business start up costs determined it would facilitate a shorter lag time in finding his way around the volatile real estate market.
OBJECTIVES / GOALS
Coach Linda worked with Jon on building a systemized business that would support his goals and would make his growing schedule easier to manage.
Jon knew his most important responsibility to his clients was writing and negotiated contracts to close. Jon also realized that there are a million I’s to dot and T’s to cross so it was essential to his success that he create his operating manual and check lists supporting his systems.
SOLUTIONS
Coach Linda suggested that as Jon went through each aspect of his business that he write down all of the steps taken and the calls needed to create a successful contract to close. Also, to do the same for listings and buyer interviews. He built his systems around the essentials steps in real estate.
TASKS ANS SYSTEMS TO REACH SOLUTIONS
The most important action Jon had to take was ‘to take action’ and keep taking action in the direction of the closing table which is what his clients expected of him.
Jon worked a scheduled that was built around his goals and business objectives. When he didn’t feel like showing up that day he would review his goals and take out his action plan to motivate him to keep going.
AH HA BREAKTHROUGH MOMENTS
As Jon started to work with more clients and receive more and more referrals he realized the time he invested in building a strong foundation paid off with closings –sooner rather than later. The financial investment he made up front cast the foundation of a solid focused business. He said ‘coaching made all the difference for him and he wouldn’t be where he is now only months into the business.’
RELEASING A BLOCK TO A BREAKTHROUGH
Jon feared loosing his savings if he didn’t have a closing. He also realized he was in a catch 22. Hire a coach to close deals faster or not hire a coach and hope he could do it on his own. He took the risk and learned the value of calculated risk taking instead of blind faith.
BREAKTHROUGH RESULTS
Jon has had three closings and three more set to close. He has two listings and two pre-qualified buyers.
Now those are results worth risking for. Linda
Jon had the foresight to envision potential hazards in his new business without the right type of guidance.
Coach Linda Berger was referred to him by agents in his office and started coaching before he got lost in the chaos of lenders not lending money, sellers loosing their homes and buyers just wanting the best deal and then not sure they got the best deal.
SITUATION
Jon realized he was financially risking by hiring Coach Linda even though she had come highly recommended.
When weighing the risks he could –spend money and time marketing and hoping that he was taking the best steps to build a solid foundation for his business or risk adding to the initial investment -hire a qualified coach that knows the real estate business to teach him how to add value to himself and his business and help navigate him through the risk.
He made the investment part of his business start up costs determined it would facilitate a shorter lag time in finding his way around the volatile real estate market.
OBJECTIVES / GOALS
Coach Linda worked with Jon on building a systemized business that would support his goals and would make his growing schedule easier to manage.
Jon knew his most important responsibility to his clients was writing and negotiated contracts to close. Jon also realized that there are a million I’s to dot and T’s to cross so it was essential to his success that he create his operating manual and check lists supporting his systems.
SOLUTIONS
Coach Linda suggested that as Jon went through each aspect of his business that he write down all of the steps taken and the calls needed to create a successful contract to close. Also, to do the same for listings and buyer interviews. He built his systems around the essentials steps in real estate.
TASKS ANS SYSTEMS TO REACH SOLUTIONS
The most important action Jon had to take was ‘to take action’ and keep taking action in the direction of the closing table which is what his clients expected of him.
Jon worked a scheduled that was built around his goals and business objectives. When he didn’t feel like showing up that day he would review his goals and take out his action plan to motivate him to keep going.
AH HA BREAKTHROUGH MOMENTS
As Jon started to work with more clients and receive more and more referrals he realized the time he invested in building a strong foundation paid off with closings –sooner rather than later. The financial investment he made up front cast the foundation of a solid focused business. He said ‘coaching made all the difference for him and he wouldn’t be where he is now only months into the business.’
RELEASING A BLOCK TO A BREAKTHROUGH
Jon feared loosing his savings if he didn’t have a closing. He also realized he was in a catch 22. Hire a coach to close deals faster or not hire a coach and hope he could do it on his own. He took the risk and learned the value of calculated risk taking instead of blind faith.
BREAKTHROUGH RESULTS
Jon has had three closings and three more set to close. He has two listings and two pre-qualified buyers.
Now those are results worth risking for. Linda
Monday, July 6, 2009
TO DO or NOT TO DO - TIMEBLOCKING THAT IS!
Monday, July 6, 2009
Kathy asks Coach Linda for Help:“I know how you believe in Time Blocking. When I’m time blocking I feel like I am limiting my ability to be spontaneous. Help! I see the benefits but feel constrained. ” –Kathy
Kathy is facing what many agents feel when it comes to committing to a time blocked schedule in order get more done in less time. Many feel closed in—as if in a box. When in reality a time block schedule opens up your time and you accomplish more in less time with more time for leisure.
----------------------------------------------------------------------------------------------------------
Linda’s Response to Kathy:
SITUATION
Kathy wanted a focused schedule but wasn’t sure how she would actually follow the schedule she made up because up to this point it was only a piece of paper that she organized but did not follow. She would look at the schedule with dread rather than with confidence knowing it was the key for higher productivity and time to herself.
OBJECTIVES / GOALS
Coach Linda suggested Kathy write a schedule of her current workdays, listing what she spends her time on and what she accomplishes. Next she asks Kathy to be creative in what she wanted to create in her real estate business. She asks her to take out her original time blocked schedule and to review it to identify the areas that created the anxiety she spoke about.
SOLUTIONS
Kathy felt restricted in her business by her time-blocked schedule. The schedule reminded her of a strict teacher telling her how and what she was to do in her business. She already knew what she wanted to accomplish and was willing to make the time available but on her own terms. She didn’t “get” the context of her current time blocked schedule.
Coach Linda explained to Kathy that her way of thinking regarding time blocking was very common and it was all right to ease herself into her schedule in creating categories in blocks of time.
TASKS AND SYSTEMS TO REACH SOLUTIONS
For instance - creative time for real estate, use colors to coordinate her different functions in business, block in time for spontaneity. Just create blocks of time that build discipline her to keep showing up. Kathy needed to take some action on her schedule, and not just rebel against it.
While in action she could tweak it along the way instead of rebelling against it. Allowing it to sit dormant it would take up space in the back of her mind, zapping her time and energy.
In Coach Linda’s experience time and energy are wasted because Kathy would never really get her mind off of that time block schedule she was supposed to be following for her business to succeed. She knew Kathy would wrestle with the thought of how she could get her way and not let the schedule win over her.
AH HA BREAKTHROUGH MOMENTS
Kathy got her ah ha breakthrough moment when she felt the freedom in the blocks of color for creativity and spontaneity in her schedule. She now looked at her time blocked schedule with excitement and wonder as to what she would create in the slot of time designated for real estate. She was well aware that her to do list needed to be accomplished although that was now an accompaniment to her creative time in her business.
RELEASING AN EMOTIONAL BLOCK
As with most real estate agents, Kathy felt blocked in (no pun intended) with time blocking. Coach Linda has found that most real estate professionals like Kathy are people oriented—and at times to a fault—in that relationships are all they want to establish in their business.
In fact, real estate is a business where systems in building and maintaining its structure must be in place—at the same time as establishing and maintaining client relationships—
which are an essential part of the internal business systems.
BREAKTHROUGH RESULTS
Once Kathy changed the context of her time blocking to be more colorful, with blocks of colored time slots to be a creative building process with additional time to be spontaneous, she was unstoppable. The tool that is designed to enrich her business was no longer restricting or confining her. It became her tool to open her schedule, not to inhibit it.
Kathy, just keep coloring your business the color of green because that is what you will be seeing after a short time of time blocking. –Coach Linda
Thursday, July 2, 2009
WHO IS RUNNING YOUR BUSINESS? YOU OR THE CLIENT?
Ann asks Coach Linda for Help:
“I am so tired of running around for demanding and unqualified buyers! I need to run my business instead of letting it run me!” –Ann
Ann was brand new to the real estate sales business, and as with many new agents who fall victim to pitfalls, she was jumping whenever and wherever the next call led her. As we all know, as experienced agents, that rocky road is one that ends in crash and burn. An agent’s energy and career can end up in a heap, without a bit of intervention.
So Ann was told to call Coach Linda to learn “how to run a business” instead of “letting the business run her”.
----------------------------------------------------------------------------------------------------------
Linda’s Response to Ann:
SITUATION
Working a business without a plan was Ann’s problem. As a new agent Ann had everything to learn and was already overwhelmed at the thought of not knowing where to start. She already had a steady flow of calls and was creating leads by doing open houses for other agents.
She needed some basic systems to follow to protect herself from burnout at such an early stage of her budding real estate career.
OBJECTIVES / GOALS
The first thing Coach Linda suggested was to determine a schedule with a minimum of scheduled time for four showing times per week, two open houses, time to build systems, lead generation and lead follow-up.
SOLUTIONS
Ann went through her date book and started coloring in time slots for scheduling appointments for showings - mornings, afternoons, evenings and on the weekend. She also decided she could do a weekday and a weekend open house.
She learned to block office time in to do all of her follow up and lead generation. She set aside time for building buyer systems since that was the bulk of her new leads. Ann started where she was and would build a strong foundation from there.
TASKS AND SYSTEMS TO REACH SOLUTIONS
Ann already had leads but did not have a system to qualify them. She created a buyers packet with all of the paperwork she would need and a few extras just in case. She set up a checklist for working with the buyers that she could follow and would no longer have to worry about whether or not she forgot something. She was making mind space by organizing. This gave her a sense of confidence and peace.
Ann also realized she was loosing leads by not following up right away, just because she would misplace the contact information. Another system was created with a day and time for follow up and a checklist of questions to ask and procedures to follow.
AH HA BREAKTHROUGH MOMENTS
Ann’s ah ha moment came when she realized she could actually create the ‘rules of the road’ on how she wanted to run her business. These healthy guidelines supported the well being of her life and business. The big surprise was that her clients ‘would’ agree to them in working with her.
RELEASING AN EMOTIONAL BLOCK
Ann felt a lot of apprehension in setting up the guidelines for her clients. She felt if they wouldn’t work within her business guidelines she would have to let them go and no more clients would follow. This is a fear that many new agents have, but her confidence came from the value proposition that her clients receive when working with Ann. That is what she would sell them, and not guidelines.
BREAKTHROUGH RESULTS
Once Ann realized that this really is her business, and like her doctor or dentist, she understood that her clients would adjust because they know the value that they receive by working with Ann, it became easier for her to have strong guidelines but to be flexible so her business would grow instead of creating realtor burnout.
Ann had to adjust, and be aware of, her own sense of self and her value in order for her clients to recognize it. She knew this was a start…a great start.
She realized that she could make up time blocked schedules and systems but she wouldn’t (and couldn’t) follow them in earnest if she really didn’t work on her sense of self and the value that she imparts to her clients. That value is: That Ann is the very best agent for them. She would have to work on selling her value proposition to herself first and then the client would be a piece of cake!
“I am so tired of running around for demanding and unqualified buyers! I need to run my business instead of letting it run me!” –Ann
Ann was brand new to the real estate sales business, and as with many new agents who fall victim to pitfalls, she was jumping whenever and wherever the next call led her. As we all know, as experienced agents, that rocky road is one that ends in crash and burn. An agent’s energy and career can end up in a heap, without a bit of intervention.
So Ann was told to call Coach Linda to learn “how to run a business” instead of “letting the business run her”.
----------------------------------------------------------------------------------------------------------
Linda’s Response to Ann:
SITUATION
Working a business without a plan was Ann’s problem. As a new agent Ann had everything to learn and was already overwhelmed at the thought of not knowing where to start. She already had a steady flow of calls and was creating leads by doing open houses for other agents.
She needed some basic systems to follow to protect herself from burnout at such an early stage of her budding real estate career.
OBJECTIVES / GOALS
The first thing Coach Linda suggested was to determine a schedule with a minimum of scheduled time for four showing times per week, two open houses, time to build systems, lead generation and lead follow-up.
SOLUTIONS
Ann went through her date book and started coloring in time slots for scheduling appointments for showings - mornings, afternoons, evenings and on the weekend. She also decided she could do a weekday and a weekend open house.
She learned to block office time in to do all of her follow up and lead generation. She set aside time for building buyer systems since that was the bulk of her new leads. Ann started where she was and would build a strong foundation from there.
TASKS AND SYSTEMS TO REACH SOLUTIONS
Ann already had leads but did not have a system to qualify them. She created a buyers packet with all of the paperwork she would need and a few extras just in case. She set up a checklist for working with the buyers that she could follow and would no longer have to worry about whether or not she forgot something. She was making mind space by organizing. This gave her a sense of confidence and peace.
Ann also realized she was loosing leads by not following up right away, just because she would misplace the contact information. Another system was created with a day and time for follow up and a checklist of questions to ask and procedures to follow.
AH HA BREAKTHROUGH MOMENTS
Ann’s ah ha moment came when she realized she could actually create the ‘rules of the road’ on how she wanted to run her business. These healthy guidelines supported the well being of her life and business. The big surprise was that her clients ‘would’ agree to them in working with her.
RELEASING AN EMOTIONAL BLOCK
Ann felt a lot of apprehension in setting up the guidelines for her clients. She felt if they wouldn’t work within her business guidelines she would have to let them go and no more clients would follow. This is a fear that many new agents have, but her confidence came from the value proposition that her clients receive when working with Ann. That is what she would sell them, and not guidelines.
BREAKTHROUGH RESULTS
Once Ann realized that this really is her business, and like her doctor or dentist, she understood that her clients would adjust because they know the value that they receive by working with Ann, it became easier for her to have strong guidelines but to be flexible so her business would grow instead of creating realtor burnout.
Ann had to adjust, and be aware of, her own sense of self and her value in order for her clients to recognize it. She knew this was a start…a great start.
She realized that she could make up time blocked schedules and systems but she wouldn’t (and couldn’t) follow them in earnest if she really didn’t work on her sense of self and the value that she imparts to her clients. That value is: That Ann is the very best agent for them. She would have to work on selling her value proposition to herself first and then the client would be a piece of cake!
Subscribe to:
Posts (Atom)
