I was on the phone with a client that was in a bit of a rut with her Real Estate business. It had been a good year, yet she found herself coasting and feeling like nobody wanted anything to do with her.
“What should I do? I know I can do more? I don’t know what to do?”
I think most people feel like that from time to time. When that happens to be me, I always remember two things:
“What you practice in private you will be praised for in public.”
“The fortune is in the follow-up.”
While that sounds good, the reality is that you will be spending a lot of time alone with your thoughts and discipline, building your future while everybody else is living and having fun.
And follow up?
What do I say? Who am I going to call? What if they don’t want to hear from me?
Word for word, that’s what my client said. My advice was simple:
“You need to stay focused on how YOU do things so that you are prepared to show up and impress, and that’s the practice part.
Next, you need to start “Making The Five.”
“Making the five?”
Yes. You need to connect with five people every day, no matter what gets in the way.
“So you’re telling me I need to make sales calls?” she said.
No. I’m telling you to make a relationship call.
I’m telling you to reach out and check in with folks to be cool.
I’m telling you to call your kids, clients, spouse, boss — anybody you can think of and see how they’re doing.
“Oh. I can do that, and I like to do that. But what about making more sales?”
Don’t worry about that. Just connect with five people every day. Do it as if there is nothing more important and nothing to gain.
With that, she told me she trusted me and would start making her calls to reach the goal of three more home sales before the end of the year - only two months away.
Today, as I write, I received this text message:
“Hey Scott, good news.. that showing I had after our coaching call the other day… We are under contract and closing before the end of the year, and also it was a multiple offer bid that we won :-)”
Wow! You are rolling, girl! Congrats! That’s 4? Right?
Yes! Isn’t that amazing? I thought I had nothing going on, LOL!
Yes. YOU are amazing, and YOU have it going on. All those other folks were waiting for you to show up, you did, and it’s working.
Practice in private and make the five. I promise it will change your life.
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