Prospecting 101. Slow and Steady Wins The Race
In Part three of my video series on how being an awesome realtor is like running 1000 kilometres I want to focus on pacing yourself. As any turtle can tell you, slow and steady wins the race. When you start out like a hare you have a better chance of burning out. Last year I made the committment to run 100 ten kilometre runs. In order to do that I had to stick to a schedule. From the beginning I knew 2 runs a week would get me there but I also knew there would be days when I couldn’t get a run done so I made a point to “bank” a few when I could. Turns out that was the right thing to do. I never expected to have to hang up my running shoes for seven weeks (after getting hit by a car) but even with that, I accomplished my goal. Seriously though, there were days when I just wasn’t feeling up to it, but even on those days I still managed to get out. I just took a little longer to get my distance done and herein lies today’s lesson. Particularly in the job of prospecting it is important set a goal for yourself. Say your plan is to contact 10 people a day. Perhaps you have set aside an hour to do it. On a good day you burn through the list easily, but lets face it, some days we are just not terribly motivated. The trick is to keep your goal but just take longer to get it done. Call 3 or 4 then take a break. Go outside and do something else. Come back and contact a few more people. Take another break then finish up strong. You will be happy you did.