Tortoise and the Hare
No doubt you have heard the story about the tortoise and the hare. A wonderful fable from most of our childhoods. But have you ever pondered the lesson of that book and how it pertains to real estate sales?
Who are you, The Tortoise or the Hare? Did you start out one and then morph into another?
I identify with being a tortoise now, but it was not always that way. In the beginning, I would run crazy with every lead I could. Saturday, Sundays, 8 pm, 7 am it did not matter. I ran with them all. I took calls at 9:30 pm and answered emails at midnight.
But all that comes at a price, a price if I could go back and change, I would. In fact, when I see agents now saying “I negotiated a deal at midnight” with pride, I actually get a chill up my spine. It brings back many horrific memories of a time gone by.
At the end of it all, sure, I made a ton of money, but man I was totally burnt out. I remember being at my daughter’s dance recital and walking out to take a call. I also remember being at my son's basketball game stepping out to answer a talk to a new lead. I can’t even tell you if I actually converted those calls into sales. But I will never get those memories back with my kids.
So the Hare was beaten, tired and miserable. With the help of his coach, the Hare developed a plan that would turn him into a Tortoise. And since you know the story, you know who wins. Right?
Over the next several months I started to leave my phone in the car for events. It was an addiction and I was tweaking. The first thing I did was check it when I got in the car. But it was a step in the right direction. Funny thing is, I did not miss anything. Everybody still replied or answered the call when I returned their call.
The next thing I did was to start shutting the phone off at 7:00 NO MATTER WHAT. I created a message that said I will return calls at 9 am. Ironically people respected it. I can’t say that I can put a finger on missing one sale. And if I did miss a sale because I was with my family, then it probably is not anyone I wanted to work with anyway.
The next step was to start to focus all of my energy on listings. Doing this created a level of control, and control is freedom. Having buyers call you and make you jump through hoops was not my idea of a good time. Matter of fact it always seemed that at 4 pm on a Friday when you had no appointments and planned to spend some time with your family, someone called and HAD to see a home tonight at 6:00 pm. I am sure you know the drill…. And the pain.
By focusing my energy on sellers, I was able to control when our appointment was. I was able to put systems in place to ensure they were staying abreast of the situation. I was able to leverage services to schedule showings and chase feedback, which took a huge amount of time off of my shoulders. And since I was in charge of the areas or people I prospected in, I could increase my sales price just by focusing my efforts in other areas.
I was not dependent and hostage to whatever the big Z or RDC sent. If someone called me on my listing then it was a buyer in the price range I wanted to work with. So that is another place where I gained control. And again, control is power.
I focused heavily on the management level of my business. This is the level that creates business plans, goals, and action plans. I was now armed with exactly how many calls I needed to make, how many appointments I needed, and so on. Now I just needed to execute the plan and track it.
All this allowed me to create laser focus and it put me into a high yield zone. I only did high-yield activities. And when you do only high-yield activities, you create high-yield income. So my income stayed the same, yet I was working less and there was less stress in my life. I was spending more time with my family and I was able to arrange my schedule and conduct business from our summer camp. I would rather wake to a cup of coffee on the lake than to a buyer chirping any day of the week.
I say all this as a caution to agents that are running crazy and being taken advantage of or basically abused by buyers who really don't care about you. Take back control, build your business where YOU are in control.
When I was growing, there were no tools for automation. Matter of fact the big Z did not even exist. Oh boy, I feel like a relic now! There are now several companies and systems that can actually automate a large portion of your business. This can help control the clients and restore time so burnout may not come as easy as it did back in the day. There have been lots of concepts shared like Riley, Call Action, and Recently Agent Legend.
I would suggest you become the Tortoise of technology. You will then become unstoppable and live your wildest dreams. Explore My Town is an incredible way to become a Tortoise, but one who is also a local celebrity! I’d love to teach you how to stop running yourself ragged and start taking control of your business, and therefore, your life.
Till next time,
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