If things have stalled or slowed down, it’s no time to panic…….it’s time for a blitz!

The most successful agents take action on a regular basis to build future business. They nurture their spheres of influence—especially that 20% that gives them 80% of their referrals. They have a marketing plan that is a coordinated effort at consistent, repetitive connection with their target markets in multiple media. They know they must continue to plant seeds for future business, especially when they are handling the details of having a flood of now business and they have systems set up so they stay on track with this. In spite of everything, sometimes there still is a slump or slow down.

Right now, I hear from many of my clients in different parts of the country that, despite the national news of a strong housing market, there seems to be a slowdown or hesitancy in the marketplace. The downturn in interest rates has been a boon, but there seems to be much less exuberance than the last few years. When there are shifts in the market, a wise agent knows that may call for a change in strategy.

It is easy to look around and blame the outside circumstances when your production isn’t matching your goals. Sometimes, you think, “ this is just short term and I’ll just ride it out...” Stinking thinking will often creep in if things don’t change pretty quickly, though. You start to question yourself and your competency. Isn’t it amazing that an agent can be in this business for 20 years and still think when a slump occurs that maybe this isn’t the business for them? The more you delve into that question, the more evidence you’ll find for getting out now or believing that you really don‘t have what it takes. The longer you allow yourself to stay in this mindset, the longer the conditions will persist. It requires action to move the situation.

Time to Blitz

When the strategy that you have been using is not producing the result you want, a blitz is in order to shake things up. The best thing about a blitz is that it is a short-term push. You can do anything for a week.

Here are the steps:

• Get your calendar out for the next week and block out time to prospect new business
• Plan at least 2 hours per day, or 10 hours over the week (you could do 2 five hour sessions)
• Start with warm calls to those who already know and love you
• Designate at least 3 of the hours to other “hot” possibilities like FSBO’s or Expireds
• Call people others might not be targeting: Expireds from 1-2 months back or FSBO’s from the internet FSBO sites instead of the newspaper (Editor's note: See Yahoo! real estate classifieds and eBay real estate for some leads)
• Create structure of support for yourself-get a coach or a partner to hold you accountable.
• Create a reward and/or a consequence so you'll be motivated (pay $100 to a cause you abhor, for instance)
• Celebrate and acknowledge yourself each session
• Remember your goal on the calls is to connect and find some future possibilities-it’s not about closing someone; it’s about finding out if they have a need that fits with your offerings and then about educating them as to how you are different from the others.
• Have in place a great system for follow up. Most agents will contact a FSBO once. Most FSBO’s will choose the agent that stays in touch and contacts 5+ times.
• Have some fun! Make it a game! Try playing the “no” game: Decide you’ll call until you get 20 "No’s." Let go of the result and have fun in trying different approaches and just connecting with the people you talk to. When you aren’t needy, people sense it and relax with you.

Published: May 4, 2001

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Joeann Fossland ePRO, GRI, MCC, PMN, SRS is a dynamic, international speaker and business coach. She personally coaches a small number of extraordinary agents who want to leverage their production results and have a life they love! She was recognized as one of the 25 Most Influential Women in Real Estate in 2008 by Stephan Swanapoel. Subscribe to her free Tuesday Tips, attend Fossland's Forums, free monthly tele-seminars, and find out about classes delivered by email and personal coaching by visiting Joeann.com or email her at . You can also connect at Facebook and Twitter.