Why do robbers choose banks to rob? The answer is simple, because “that’s where the money is.” It’s surprising just how profound this concept is because it can be applied to an agent’s entire real estate business. If you focus on activities based on which ones pay the most, the success you have should be phenomenal. This may be an easy concept to understand, but history proves that most agents struggle applying the logic to their daily activities. Ask yourself the following questions and adjust your behavior accordingly.
- Planning – Do I identify the 10 most important activities I can accomplish today that will make me money or do I go with the flow and lose the day staying busy with far less productive projects?
- Face-to-Face Contacts – Do the face-to-face conversations that I have each day help me grow my business or am I stuck meeting with people daily that will keep me in a rut? Remember, birds of a feather flock together (and so do successful people).
- Phone Calls – Do the phone conversations I have with people position me to generate more business, or am I wasting lots of time in conversations that keep my head barely above water? Worse yet, am I even making phone calls?
- Networking Activities – Are the clubs and organizations I belong to and the neighborhood I live in consistent with my long-term goals? It’s difficult to have high-net worth clientele if you spend most of your time associating with people who have no money.
So what’s the moral of the story? You don’t have to rob a bank, do you? But, you do have to spend your time on the most profitable activities or clients each and every day.