Good morning, committed salespeople and businesspeople! One of the reasons why we refer to ‘today’ as ‘the present’ is because it truly is a gift. Are you planning to open your gift and do all that you are capable of doing with it? Here’s to a day of dedicated effort to make something amazing happen in your business and your life!

The longer I do what I do, the more I find myself wondering why we so often feel the need to complicate the process of success. If you’re like me, you’ve no doubt watched videos of top-producing agents doing ‘their thing’, and you think to yourself, Wow … that really wasn’t that complicated. Or, Wow … there was nothing overly special about what they just did—they just do that over and over and over again—and do it really well!

Most of the time when you look at the ingredients for what makes great people great, they’re as plain as vanilla and as ordinary as common butter. The truth is, we often get tired of hearing that the ‘secrets to greatness’ are things like hard work … discipline … intense, regular practice … or getting up early. ‘Oh, they’re too simple,’ we say. ‘That’s just too easy!’ Well, if these things are so easy why don’t more agents do them?

Did you ever stop and consider the fact that two of the most essential, powerful questions that we need to master as real estate salespeople are, ‘Who do you know that is talking about selling, or buying a home in the near future?’ and, ‘Oh, and what about you folks … do you have any plans ~yourself~ to sell or buy a property?’ I mean, let’s be honest … it’s NOT going to take months of script practice to nail those is it? And, imagine if you were to do something as boring, mundane, and simple as asking 50 people a day those questions—5 days a week. How much business do you think you’d uncover in the course of a year? Complicated? Heck no! Easy? Fairly. Will you do it? Hmmm ….

I realize that in one sense I’m drastically over-simplifying the process of building a strong real estate business … but hey, that’s my point! What if you made the commitment that for the next six months you only allowed yourself to do four things between 7:30-11:30 AM:

  • Spend 30 minutes working on your mindset. Read 10-20 pages of a motivational or training book, watch some videos of great agents doing relatively simple things well, listen to a motivational message, write out your goals and rewards, focus on 3-5 powerful affirmations—just do something to get your head in the game!
  • Spend 30 minutes in intense script practice and rehearsal or role play. Become a master of the basic skill sets of this business … period.
  • Spend 30 minutes persistently and enthusiastically following up on the hottest leads you know about. Ask the following question, ‘What else needs to happen before you would be ready to put me to work on getting your home sold?’
  • Spend 2.5 hours in energetic, highly focused lead generation. Call at least 4 different sources looking for anyone who has to sell their home right now. Remember—this is about consistency … do this for 250 days out of the year and you will succeed in spite of yourself.

Now—the complication of this SIMPLE formula begins with one word: ‘But … ‘

But what about returning phone calls, texts, and emails? But what about the deal that I have going that is looking shaky that I have to work on? But what about the offer that I am waiting to hear back on? But what about the inspector who says that they can only be at the house at 9:30? I’m going to share some thoughts on these, and other ‘buts’ next time.

Meanwhile, back at headquarters … why not just raise a toast to simplicity and decide that life is complicated enough—why make our businesses a part of the problem? Instead, let’s just go make today count!

(Photo courtesy of eurotins.co.uk)