By Verl Workman
RISMEDIA, July 2, 2011—For the past few months, I have opened my speaking engagements by asking this simple question: “How many of you wish you were making more money?” It’s not a trick question. Not surprisingly, the answer is always a huge majority of hands being raised in the affirmative. Most agents and brokers “wish” they were earning more income, especially in these troubled times.
Then, with hands still raised in the air, I ask a follow-up question: “How many of you are prospecting two to three hours a day?” Almost every hand goes down.
I grew up in a religious family and try to teach my children that there is a higher power. My dad used to quote from the Bible, “the Lord helps those who help themselves.” Whether you are religious or not, the concept that you are the one who is responsible for your success or failure certainly rings true.
If you are the breadwinner in your family, but find yourself struggling to make your monthly payments, then it’s time for you to do something about it. “Wish marketing” is not effective; it is an excuse for failure that does not pay the bills. If you need more money, it’s time to refocus your efforts on money-making activities.
Here are a few money-making activities to help you get back on track.
-Get to work. This seems simple, but sometimes you just need a kick in the rear end. Get out of your non-productive environment and go to work. Surround yourself with people that are focused and working on making money.
-Stop hanging out with people that are worse off than you are. They say that misery loves company and that may be true, but whiners and naysayers can’t be part of your life if you are going to change your situation. Find positive people and hang out with them. Don’t steal their precious time and don’t complain about your circumstances, simply associate with them and follow their lead to increased productivity.
-Prospect every day. I’m not talking about getting ready to prospect two to three hours a day, I’m talking about actually prospecting. You could work expireds, FSBOs, Internet leads, open houses, knock doors, call your past clients and prospect database, join networking groups, work on distressed property leads, or countless other methods, but you must prospect every day if you are going to change your situation for the better. If you say that you don’t have time to prospect, I challenge you to identify the activities you are doing instead and ask yourself if those activities will make you money or not. If the answer is no, put them lower on your priority list and get to them once your prospecting is done.
-Practice scripts and dialog. If what you are currently doing is not working, change the way you do it. Try new dialog, systems and methods until you find what works for you.
-Believe in yourself and have confidence that you can help people. That confidence and positive attitude will attract more buyers and sellers.
-Get help. Hire a coach or find a mentor that will hold you accountable. A coach can look at your game from a different perspective and help you focus on the right things.
-Never give up. Every “no” you get puts you one step closer to a “yes.” If you are not getting any nos, you are not trying hard enough.
I believe in you and I know you can accomplish great things. It is time for you to help yourself. You simply have to decide that now is the time…and then do it.
A founding partner of Pinnacle Quest Consulting, Verl Workman has been educating, motivating and training sales associates, entrepreneurs, and real estate agents worldwide for more than 20 years. For more information, please visit www.VerlWorkman.com.
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