January is one of my favorite months of the year, despite the chilly temperatures up here in Canada. It’s a time for fresh starts, new beginnings, and the motivation to make this
the best year yet.
As it often does, life can get in the way and prevent us from carrying this wide-eyed optimism through to the end of the year. But I find that capitalizing on the January “momentum and passion” can produce significant changes and results for your business.
One area in particular that I know you can absolutely, positively start to improve this month is your mindset regarding how you should get paid.
The Dollars for Hours Philosophy
Let’s take a trip back to when you started out in real estate. If you’re like me, you had the mentality that if you put your nose to the grindstone, worked hard, and delivered top-quality service to your customers, you would eventually enjoy wealth beyond your wildest dreams. It all depended on your diligence, and you believed that hard work was always rewarded in time.
This value-focused mindset is fantastic for providing great service, but it has one critical flaw: it can only grow so big, and then it becomes unsustainable.
Sure, when you’re starting out and your goal is to sell one home a month, you can devote everything you’ve got to that project to provide exceptional service. You can spend hours pounding pavement, knocking on doors, and talking to strangers to convince them to work with you. But what happens when that one home a month becomes three? Ten? Twenty? Fifty? More?
The Better Way
I am so passionate about this topic because I lived it. I was exhausted, overworked, and completely run down, thinking that if I just pushed myself a little bit harder, I would “make it”. It took a knock on the head —literally — to wake me up to the understanding that even when I “made it” under those terms, I would have to keep working at that unsustainable pace.
My survival instincts kicked in, and I knew I had to come up with a better way.
And after years of studying from marketing greats, I found it. The solution was so simple that I couldn’t believe no other realtors were following this system.
Instead of going out and chasing prospects, you make prospects come to you.
My Time/Money Philosophy
Think about it. How much more time would you have if you cut out the client attraction piece of your business? How many more hours of the day/week/month/year could you spend on things you love if you didn’t have to chase down prospects?
And how about money? You make absolutely nothing for spending time trying to win over unqualified leads. You waste your time with no financial reward for all the hours and days you’ve devoted to cold calling prospects that don’t turn into customers. How much more financially secure would you be if you could spend that time on the activities that actually do
make you money?
The truth is, you don’t have to chase down prospects and you don’t have to trade time for money. You can spend your valuable time on the high-level activities that line your pockets instead of the grunt work of finding prospects. With a series of a few small changes, you can automate the client attraction process so those ideal clients come straight to you.
As you’re going through this month of new beginnings, I want you to really understand this concept, because it can truly change your life.
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- Reverse Prospecting – a highly effective lead generation that gets qualified prospects to hunt you down rather than the other way around.
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