Residential Real Estate
Are You Falling Short Of Your Income Goals?
You start out your year in January with the best of intentions of having a great year in your real estate business. And as the months progress you find yourself constantly busy, working on one thing after another to make this year the productive one you intended to have. Then sometime during the summer you realize you"d better pickup the pace and find more transactions to close so you can still achieve your income goal for the year. Then, sometime in the fall, you realize you now need to really pull off an amazing miracle before the end of the year in order to make it all happen. Has this ever happened to you? If so, welcome to the real estate brokerage business! Why does this happen? You were busy the entire year and you really had the best of intentions of having a great year. And when you looked around the office, you seemed to be just as busy as the agents who were making more money than you were, too. The problem lies not in how busy you are, but in how you"re spending your time. The top agents in our business are the ones who continually focus on doing the activities that make them money. The majority of their time is spent talking directly with clients and prospects, negotiating, and meeting with people face-to-face. In addition, these agents are masters at enrolling people in working with them exclusively. If we were to track the activities of both a top-producing agent and a mediocre agent, we"d find some very interesting distinctions. Both of the agents might be working the same number of hours throughout the year, but how they"re utilizing their time will be very different. And if we took a video camera and videotaped the actions of both agents throughout the year, the differences in their activities would be obvious to us when looking at the two videos side-by-side. The top-producing agent will continually be working on a greater abundance of high-quality leads throughout the year, and they"ll be closing a higher percentage of their prospects in working with them exclusively, too. The mediocre agent will be clinging to many more marginal leads with desperation, their people skills will be inferior, and their system of prospecting and developing great leads on an ongoing basis will tend to be very poor, also. In addition, the mediocre agent will probably be spending far less time talking directly with clients and prospects than the top-producing agent will be. The mediocre agent will find other activities to fill their time with throughout the day that are far less confrontational to them. If you"ve been trying to improve your level of productivity for awhile now and you"ve fallen short of your expectations, you"re probably caught in a pattern of behavior that"s really holding you down. Unfortunately, you may or may not be able to see this right now. Since you"ve been trying to do it on your own and this may not be working for you, you"ll probably just repeat this pattern with the exact same results if you continue trying to fix the problem by yourself. Find a top-producing agent you can talk with, sit down with your manager, or discuss your situation with a real estate coach. Even Bill Gates has top consultants he works with because he recognizes he can"t see the entire picture objectively on his own. If Bill Gates can"t see his opportunities and his best course of action objectively on his own, then what hope do the rest of us have of doing the same? When you find yourself falling short of your desired income goals in real estate sales and leasing, recognize that your own best effort and intentions are probably not going to get you there. Find someone who can help you create new learning and new behaviors for yourself, and you"ll finally begin making the kind of money you"ve dreamed of, working the exact same hours that you"re working right now.Team building games commented:
It is very difficult to maintain the income goal forever. I really appreciate your hard work in this post. Thanks for the brilliant stuff.
20.04.2012