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