March 2, 2011

Back to Basics?

It’s a common phrase uttered by all real estate agents when the going gets tough. “It’s time to get back to basics.”

Have you ever said it? Have you said it more than once?

It amazes me that this simple statement about a renewed focus on basic activities is uttered by experienced agents year in and year out and usually the timing of the statement follows a period of inactivity or low results.

Here’s the question – “If the basics work so well, why do we ever have to get back to them?” Why don’t we just stick to the basics?

Major League Baseball players like Derek Jeter of the NY Yankees and Albert Pujols of the St. Louis Cardinals will be practicing things like throwing and catching and hitting and bunting and all of the other things that little league baseball players will learn and practice this spring and these guys are among the best baseball players in the world. They will focus on the basics throughout the spring and they will warm up before each regular season game with stretching, a game of catch, fielding some grounders or pop flies and batting practice.

When was the last time you practiced your listing presentation? I’m guessing it was the last time you delivered your listing presentation, right?

How about the last time you reviewed your objection handling dialogues? How about wrote a FHA mortgaged purchase?

Have you sat down and focused on business development activities for 30-60 minutes a day with no interruptions, seeking appointments with Buyers or Sellers?

These are what most would consider among the “basics” of a successful real estate business. Shouldn't these activities be as easy as playing catch?

The spring market is here.

Let’s “Play Ball!”