“To flee or not to flee, that is the question.” – Associated Press (regarding state evacuation orders in anticipation of Hurricane Irene)
“Our daddy may have advanced delusionary schizophrenia with involuntary narcissistic rage. But he is a very gentle person.” – from Me, Myself & Irene
It is said that successful people make decisions quickly and change them slowly. In contrast, those who fall short of success make decisions slowly and change their minds all the time. With the benefit of hindsight, some criticized the evacuation orders that were levied in some states in anticipation the hurricane they named Irene a couple of years ago. “The grandiosity in the face of nature’s unpredictability and the incongruity of being told one thing about the weather and seeing something else on the TV screen made [many] take the warnings with a grain of salt.” [Washington Post, Aug 30/11] While the storm didn’t hit some areas with as much force as anticipated, the sobering fact remains that Irene knocked out power to millions of homes and businesses and killed at least 44 people in 13 states.
Weather is unpredictable. Even with the highly sophisticated science and tools in the hands of meteorologists, we can’t control the weather … the best we can do is react. And hope that we’re making the right decisions.
In the movie Me, Myself & Irene, the Irene of the film’s title, played by Renée Zellweger, was not as psychotic as the hurricane of the same name. It was the character played by Jim Carrey who had a dissociative identity disorder which caused his nice-guy self to be displaced by his maniacal alter-ego when the going got tough. On the surface he looked like the same guy, but emotionally and psychologically he swung so far left that he became virtually unrecognizable.
Does your business suffer from schizophrenia?
Most agents’ businesses are a little schizophrenic in this way. One day you’re flying high on a string of good luck, and the next you can’t seem to get past the word “no”. One month you feel able to conquer the world but then spend the next month (or two) wiping boot prints off your back. Many months you have no idea where your next sale is coming from.
Your bills come in with clockwork regularity
Have you ever had a month when you didn’t sell a single house? How about two in a row? Scary isn’t it. Because even though you didn’t have income coming in, your bills still arrived with clockwork regularity. The bank who holds your mortgage doesn’t forget to collect your payment month after month. Your hydro bill doesn’t come due “once in a while”. The college your teen goes to has a firm due date for tuition. All of these institutions have a system that ensures your payment is collected on a regular and predictable schedule even if you don’t have a predictable system for generating the revenue necessary to meet these obligations. The stress that breeds when the bills are coming in faster than your commission checks is what heart attacks are made of.
The problem is, most agents don’t have a “system”. Sometimes they follow up their leads and sometimes they don’t. Sometimes they cold call, sometimes they place ads, sometimes they do nothing. If I asked the average agent which ads generate the best leads for them and how many leads each will generate in a week, most couldn’t answer my question with any precision. Why? Because they’re looking at their marketing as an expense vs. an investment … and they’re not measuring response in an objective and quantifiable way. In other words, they’re treating their real estate business like the weather … like something they can only react to because it’s not within the realm of their control. This is a travesty … because it doesn’t have to be that way.
They treat their real estate business like the weather … something they can only react to because they don’t know how to control it
If you’ve learned nothing else from your association with me, you should have learned that you must have a system for every part of your business: a lead generation system, a lead conversion system, a presentation system, etc. Your real estate marketing engine should be as consistent and predictable as your utility and mortgage. It should interest you to know that those members who have embraced the proven systems I teach can have days when they’re up and days when they’re down and it doesn’t make a single difference to their outcome. They can come into the office or goof off at home all day; they can work a solid week or take a vacation; they can get up and go play golf or work out or relax at a spa … and it won’t make a bit of difference to their business because the systems they have in place make things happen even if they skip work for a day. These people did the work upfront to put my systems in place and this gave them the powerful tool called “control”. Now they can control how many leads flow regularly into their pipeline. They can control how many of these leads they’ll convert into face-to-face appointments and how many of these appointments will result in a signed contract. Nothing is left to chance. Because they are proactive, they never have to be reactive. As a direct result, their income is consistent and predictable.
Because they are proactive, they never have to be reactive
Many agents psychologically evacuate their businesses and leave far too much to chance … and chance is not a reliable platform to build a business on. If your income is not predictable, consistent and growing exponentially in the current market, you must make it a priority to learn a better way of doing things so you can change your outcome.
P.S. You can test drive my ideas and systems absolutely free by signing up for Free Weekly Training which includes live weekly webinars, a monthly newsletter and priority invitations to free half day training events. This Free Weekly training will expose you to inexpensive and highly effective methods of lead generation (with no cold calling) -- what I call “Reverse Prospecting”, where qualified prospects actually hunt you down rather than the other way around, and then how to follow these leads through to maximum GCI via proprietary lead conversion and prospect presentation systems. This is the easiest way for you to find out with no risk or obligation what my system is all about and how it can help you profitably grow your real estate business and vastly improve your quality of life. JOIN MY FREE WEEKLY TRAINING PROGRAM HERE