We all prepared for the Y2K computer challenge of the century that never materialized, but having mastered Y2K, a simple power outage would seem like a small challenge, but is it? With every obstacle lies a new opportunity.

Let me share with you what I learned from a simple power outage that happened this week.

1. Print: If you keep your schedule in your computer, make sure to print out a hard copy for the next day before you leave for the day. Also print out the call list for the next day. It will allow you to make the lead follow-up calls that are necessary. If everything is locked in the computer, you are in trouble if a power outage occurs.
2. Charge up: Most of us are using the more mobile variety of cellular phones. Charge up completely every night. It is amazing our reliance on this tool. If you have a laptop, do the same; make sure you are charged up nightly. When my power went out recently, at least I could coach my clients using my laptop. Charging up caused little interruption of the service to our clients. If you can still access your database, you are still in the game. You can make calls to follow-up and service your clients.
3. Take a day to review: If you have put yourself out of business because of lack of preparation, do as Zig Ziglar says, "Do a check up from the neck up." Take the day to review your sales ratios to make sure they are in line. Review your P&L closely to see where you can reduce costs. Invest some time in reviewing your business plan - if you do not have one, write one.

Review the key numbers in this business:

• Your value per hour
• Cost per transaction
• Marketing cost per transaction
• Net profit per transaction

Lastly, take a look at where you are generating your business. Is it from buyers or sellers? From what sources are you acquiring the business? Is it past clients, referrals, strategic partners, Expireds, FSBO's, sign calls? Next compare the source to your time investment. You want to be investing your time into the area that generates the most revenue. Take a hard look at this one area. By readjusting your investment of time, you could easily increase your commissions earned by over 25%.

With every challenge comes a new opportunity. It is all in your attitude and perspective. Take advantage of every opportunity in front of you. Sometimes with a simplification for a day or half a day comes a unique opportunity at a new perspective. Grab hold of the opportunity that allows you to slow down so you can speed up.

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Published: January 31, 2000

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.