Stop Doing These Things

by | Jan 14, 2022 | Dealmakers

The longer you have worked in commercial real estate, the more unnecessary “stuff” you accumulate in your brain and on your calendar. Sometimes that stuff needs to be purged.

I challenge you to ask these questions: “What do I need to stop doing?” What bad habits should you eliminate?

The year 2022 is now two weeks old. Hopefully, you’re off to a good start making this year your best one yet. But success is more than just doing new things; sometimes you must stop doing things in order to take the next step in your life and your real estate practice.

Brokers are notorious for adding things to their plate without taking things off. That’s because they’re ambitious and confident in their abilities. Brokers want multiple ways to prospect even if one prospecting method hasn’t paid off much in the past. They tend to be independent personalities, who think they can do it all. Brokers know they need to persevere in an eat-what-you-kill environment, so they don’t give up or accept defeat lightly.

Those are beneficial traits, essential for long-term success in real estate, but those traits can burn you out. Here are some things Brokers might want to stop doing here at the start of 2022:

Blowing off leads

Fifty percent of leads don’t receive proper follow-up. That’s probably the greatest waste of resources in the brokerage world. If you let leads fall through the cracks because you’re focusing on less important things, by all means, stop it.

Poor Qualification

Stop wasting time on people who will never buy. For whatever reason, many brokers latch onto prospects who look good on the surface, but deep down, you know they’ll never do business with you.

Inefficient Prospecting

Too many brokers make a call here or there and have irregular prospecting schedules. They experience no success, which leads them to proclaim, “It’s a waste of time to call prospects on the phone!” Well, of course it’s a waste of time if you don’t have a systematic plan that dictates your prospecting efforts. Of course, it’s a waste of time when you don’t have the discipline to do it right.

Counter-Productive Thinking

No matter how successful you are, you probably cling to some negative ideas. Every broker is at least occasionally afflicted with self-doubt. Whatever negative things you harbor in the deep recesses of your brain, now is the time to purge them.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 6 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.