My relationship with my broker is like a father and his 15-year-old. He makes a point; I look for a way to argue it. I used to believe everything he said; then I grew up. The problem with his opinion is that he’ll take it to his grave. His belief for a time was that postcards were the way to success. Not making enough money? Mail more postcards. Still not making enough money? Mail more often to more people.
He hated cold calling, door knocking and open houses. Stupid waste of time. Then I got a listing as a result of an open house. The sellers were jumping from open to open one Sunday interviewing agents. What a concept. Not having my consumer hat on, I hadn’t thought of that. I did cold call for awhile. I don’t have the stomach for it, so it didn’t last. Door knocking? I really enjoy that. I’ve met a lot of super people and it’s great exercise. It’s amazing how much nicer they are when you’re standing at the door.
Then open houses became the way to make money. Not making enough money? Do an open house. Weekend open house. Weekday open house. Twilight open house. Lunch time open house. He suggested that my business plan should include 15 hours a week of open houses.
Cold call? That’s disgusting. How intrusive, annoying and agressive.
Don’t do business with family. They’ll hate you no matter what you do. You’re too involved to be able to advise them professionally.
Then he jumped on the Buffini bandwagon. Got the whole company involved. 48 agents were taking the 100 Days to Greatness class. Oops. Buffini says hit up your family – backpedal on that one.
Not making enough money? Notes. Notes are the way to make money. Write lots of personal notes.
Not making enough money? Pop-bys. Pop-bys are the way to make money.
Floor time? Doesn’t matter that you’re sitting at a desk anyway. Oh, you got a sale from a walk-in? So what. Stupid waste of time.
Business cards! That’s the answer. Standing in line at Starbuck’s? Hand out your card to everyone in line. After the meeting, hordes of attendees run over to get coffee and scare the crap out of the barista.
My answer to making money is a multi-thronged approach. I like variety. I get bored easily. I recently read that 70% of my time should be involved in prospecting. So I call my clients regularly. Send birthday, anniversary, house purchase anniversary cards. I send a monthly newsletter – used to do the Buffini CAP, but I got bored with that one and changed to a newsletter promoting not only myself but my clients’ businesses. That’s a fun one. Client dinners/parties are awesome fun; inviting several clients to have a chance to meet each other and have a great time too.
Still not making enough money? Maybe I should reconsider those 15 hours of open houses.
