Day #50

Posted By on Feb 19, 2016 | 0 comments

Day #50 of 100 Days of Prospecting

So here we are at the half-way point of this 100 Days of Prospecting campaign.  Here are a few things that are front and center on my mind now that I’m halfway through.  Maybe you’re reading this a few years down the line and are doing this same type of thing and can compare to see if your experience matches mine.

  1. There’s too much to do – that’s how I feel anyway.  There’s a lot of stuff to do that isn’t calling and a simple 4-hour time block of calls slices out half your day.  I start calling and all of a sudden it’s noon and 5pm seems like it’s right around the corner and because there’s so much “other stuff” to do…I feel like I’ve not done anything for the entire day and wonder how I’ll even get “the essentials” done before 7pm.
  2. I have a chronic backlog of material to send out – we’re here at the end of February and there’s a truckload of people who never got initial stuff sent out in the mail.  Truth-be-told these are people who asked for CMAs to be MAILED to them.  Those just got put on the back burner unless they were HOT leads.  Those who gave me an email address to email the report have faired better….but if I open the database there will be plenty of those who fell through the cracks too I’m sure.
  3. Follow Up Calls are Suffering – I can’t even explain what’s going on but making follow up calls is very very difficult for me.  I don’t even know why.  I think it has something to do with my schedule and my wife’s schedule and not knowing what days I can schedule appointments freely and stuff combined with the push to make more calls, and other general chaos of the day.  I seem to have ideas to fix this problem but I don’t actually FIX the problem.  I kinda feel like the REAL solution is to NOT do front-end cold calls but rather to farm those out and only do follow up calls.  The whole “you can only be great at one thing” kind of idea.

Obviously, this doesn’t sound like the typical “rah rah build you up” type of stuff that coaches, trainers, and gurus spit out.  You’d never see Tom Ferry putting this type of stuff out there.

I really don’t care.

I’m tired.  I’m not exercising.  I’m eating crap and thus I feel like crap.  I’m calling and working and believe that my work will pay off in the end but I don’t feel particularly good right now.  I’m going to keep doing what I’m doing regardless of how I feel though and in the ends we’ll let the results speak for themselves.

Again, maybe you’re calling.  Maybe you’re on Day 50 and you’re feeling like you’re behind the 8 ball and are frustrated that you’ve not gotten more listing appointments than you have.  Maybe today when you’re reading this you are feeling exactly the same way I was feeling 2/3 of the way through February 2016.  The cool thing for you though is that if you’re reading this years down the line you can just skip to the more recent blog posts to see how it all turned out.

I don’t have that advantage.  I have to keep pushing forward on faith.

Awards Tonight

Tonight is the RE/MAX of Southeast Michigan awards gala.  There’s a guy there that brought in over a Million in GCI this year.  Tons of people have gotten awards.  I’m getting zero.

Now I don’t put a lot of stock in awards anyway but the simple fact that I’m not getting one when you only have to make $50k to qualify is saying something.  And it’s not something good.  My hope is that 2015 will be the last “bad year” that I’ll ever have.  I work too dang hard and to dang consistently to not make good money.  I don’t care if we have another “great recession” – doing what I do at the level I do it should never see another year south of six figures.  It’s ridiculous.

In regards to that, I often get people calling me and asking for advice.  Sometimes I wonder if that’s a good idea on their part.  I have a plan and I’m executing on it but I’ve not “arrived” yet.  Makes me wonder if I’m really the best person to get advice from.  My guess is that if people called me this time next year it might make more sense because there will be some substance to back up all the words.

It all comes down to the commission checks.

You can “know” your doing the right stuff but until it translates into cashable checks that prove that you had what it takes to get large numbers of people to put their trust in you to get the job done and then you DID get the job done…that’s the measuring stick that we measure by.  Nothing else.  Which is why I’m looking forward to tomorrow’s listing appointment.  We’ll see if I can get someone to put their trust in me again.

The Numbers




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