April 6, 2010

The Games People Play

What a great week to be a sports fan. The Final Four on Saturday, a Major League Baseball season opening night game between the NY Yankees and the Boston Red Sox, the traditional Opening Day for 26 other teams along with the NCAA Men's Basketball Championship, the NCAA Women's Basketball Championship, the Masters and the final week of NHL regular season action. Wow! That is a lot of games being played.

If you're a real estate agent who has a competitive side, here's a game-like challenge that you may enjoy. It won't cost you much to get involved, but it could cost you if you don't stay involved. I'll even make you a money back guarantee that if it doesn't work, I'll reimburse your entry fee.

It's called "Prospecting Makes Cents" and it will help you stay focused on those business building activities that you'll need to achieve success.

What you'll need is $1. Yep, just one dollar is all it will cost you to "get in the game." Take that dollar bill to your nearest banking facility and ask them for two rolls of pennies. You'll leave with two rolls of 50 pennies, 100 pennies in total.

To make it simple, divide the 100 pennies into two small Dixie cups - 50 pennies in each cup. Keep one cup on your desk (home office or office - whichever place you spend most of your business hours) and the other will be kept in your spare drink holder of the car.

Now all you have to do is throw away pennies when you don't stay engaged in prospecting activities. That's right - just throw the money in the garbage can or out the window of your car because when you consciously avoid these activities, you're throwing money away. It's actually going to cost you money to not prospect.

Here are the ways you can lose money in Prospecting Makes Cents:

Any week with no face to face appointment
with new customer/client opportunity - 5 cents

Business day with less than two contacts - 2 cents

Any Sunday with no open house - 2 cents

Miss an office sales meeting and/or Broker tour - 2 cents

Any day you do not smile or laugh at least twice - 2 cents

Drive past a FSBO without writing down the
phone number on the sign or knocking on the door - 1 cent

Writing down a FSBO number and then not calling them to obtain an appointment to see the house -1 cent

Miss a scheduled training session in your office - 1 cent

Miss a scheduled coaching session - 5 cents

Any week you do not show/preview 5 houses - 1 cent/house

Business day with no personal note sent
via US Mail - 1 cent

Opportunity Call (non Realtor) where you
do not ask for an appointment - 1 cent

Do you think you could make it through a month without losing all of your money? Do you think those who ended up keeping their pennies the longest would have the most business to show for it?

Now some actions will cost you money and that is okay. You should make it a calculated move like in any other game. You may decide to hold Open Houses on three out of four weekends, knowing it will cost you two pennies but that might be worth it to get a day off with the family or on the golf course.

Are you willing to put your money where your mouth is? Are you willing to see how a penny saved could truly turn into a penny earned? What have you got to lose? Try it for a month or two. I'll even reimburse your $1 if it doesn't get you business.

Until then...Build Relationships...Solve Problems...and Have Fun!