Sometimes you are probably fortunate enough to generate all the business you want without much work, but other times, you may hit the down side of that roller coaster ride where it takes some chugging to get up to the top for the next downhill ride! This is when you know you need to get into action. Often, I find ANY action will stir up the cosmic dust and attract business to you.
There are, however, some actions that will bring better and faster results than others.
So, if you want to boost your business, try these three ideas:
Pick The Low Hanging Fruit
There is most likely business right under your nose that you are not asking for or noticing. Start with the people who know and love you. When was the last time you called or stopped by to see each of your past customers or clients or those folks in your sphere of influence who are most likely to refer to you? No, I don’t mean because you have been sending them a mailing every month that you've done enough.
You’ll triple your results by personal contact at least three times a year.
ACTION: In the next 4 weeks, call all of these people. Or better yet, invite them for breakfast or lunch.
Now, think about where else you are not leveraging the relationship opportunities you have. Have you asked all the folks you do business with to refer business to you? Does your hairdresser, masseuse, dentist, or CPA have an easy way to let you know if they hear of someone who needs real estate services? Or do they have your card or brochure to pass along?
ACTION: Make as long a list as you can of all the people you do business with and call or meet them to ask for their help. People like to help others. Assure them the people they refer will get the kind of service that will make them look good.
Here’s a form to help you expand your thinking about categories you might have a contact in.
Be Willing To Do What Others Won’t
Most horse races are won by just a nose. The winner gets lots more money but really isn’t but a second or fraction of a second faster than the competition. And so it is in real estate. The agent that has one really wow marketing tool, or more consistent follow up or does something differently enough to get noticed will usually get the listing or loyalty from the buyer. After all, most agents are selling pretty much the same set of services. How can you differentiate yourself or take an action that will give you the lead by a nose?
ACTION: Look for the opportunity that fits the kind of business you want to increase AND do something that sets you apart. Don’t make it complicated: identify a small consistent action and do it regularly.
Some ideas would include:
Setting up a page for FSBO’s on your website
Following up with something of value on a regular schedule with prospects
Spending 1 more hour a week prospecting
Make 1 more call before you leave each day (this would translate to at least an additional 100 contacts a year!)
Pick a niche and become the expert in it (out of town owners, gardeners)
Do A Blitz
Back to the notion of stirring up the cosmic dust…let me explain: I know when I want to generate business, I will begin to make calls and prospect likely candidates. It seems the more focused and consistent I am with this, the more business that comes in. Now, I realize that probably doesn’t seem strange, but the strange part is, often the business that comes in has nothing to do with the calls I have made. When this happens for my coaching clients, they will often say something like, “I got 3 listings this month, but it was just luck.” I believe we are putting energy into the universe when we get into action. Saying to the powers that be “I am doing my part.” And then you are rewarded by attracting what you want, but not necessarily in the way you expected it. I don’t know about you, but not getting what I expected has been a fairly common occurrence in my life. I used to think I wasn’t getting what I wanted or I was just lucky, but, these days, I realize when I have stirred up the cosmic dust, I see results.
ACTION: Just take action! Any action - but take it every day, consistently. A blitz is nothing more than giving yourself a timeframe in which you will take 5-10 times more action than you have been taking. Whether you choose to increase the number of prospecting calls or the time spent prospecting, a blitz makes this your number one priority for a week or a month or whatever timeframe you choose. The important criteria is that you really amp it up and you know for how long or what the conditions of satisfaction are. Either decide you’ll prospect until you get an appointment or until you’ve made 50 calls.
For best results, have a structure that keeps you accountable:
Get yourself a partner or a coach. The key is putting yourself between a rock and a hard place so you won’t wimp out! When you share with others your goal, you give yourself some insurance you will take the actions. Most people will sleaze out on their promises to themselves more readily than to others.
Next time you are struggling and you want to get to the top of that roller coaster, so you can do some coasting, choose one or all of the actions above and before long, the phone will be ringing again.
And it won’t just be luck!
Published: May 1, 2002
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Joeann Fossland ePRO, GRI, MCC, PMN, SRS is a dynamic speaker and business coach. Co-creator of THE REAL ESTATE GAME® and NoBloggerLeftBehind.com, she provides coaching solutions to enhance your effectiveness and life balance. You can subscribe to her free weekly tips, attend free monthly tele-seminars, and find out about classes delivered by email and personal coaching by visiting Joeann.com or email her at .
Joeann Fossland ePRO, GRI, MCC, PMN, SRS is a dynamic speaker and business coach. Co-creator of