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“Do I Really Have to …?”

Do you have too much time on your hands? Probably not! In today’s world, it’s awfully easy to look for a more efficient system, a quicker method, and a more streamlined approach to doing whatever it is you should be doing.

Especially when it comes to our real estate careers, we’re all inclined to search for the most efficient strategy to get our to-do lists marked off so we can feel good about ourselves at the end of the day.

As someone who helps real estate agents be more successful, I’m often asked by my students if they “really have to” do whatever it is I’m advising them to do, specifically when what I’m advising them to do will take more time than doing it a “more efficient” way.

My response? “Of course not, but … .”

For example, I advise agents to handwrite the addresses on any mailed communication they send to their spheres of influence. So, recently an agent asked if he “had to handwrite his because he has over 400 names in his SOI database.”

My response? “Of course not, but do you agree that handwritten envelopes have a better chance of being opened?” The agent concurred that they did.

I continued, “And if you’re going to spend the time and money writing and mailing to your SOI, you’d like to make as big of an impression as you can with your time and money?” The agent again, concurred. “So,” says Jennifer, “do the best you can, realizing that every envelope that gets opened gives you one more shot at a paycheck.”

Another student asked me if she “has to” (as I recommend) preview competing listings prior to a listing appointment.

My response? “Of course not, but don’t you agree that the more you know about the seller’s local market, the more knowledgeable and confident you’ll be when you meet the seller?” The agent concurred that she would. “And if you’re going to take the time and energy to go on a listing appointment (not to mention whatever time, money and energy she spent getting the appointment), you might want to give it your best shot?” Again, the agent agreed. “So,” sez Jennifer, “do the best you can to prepare, knowing that your competition probably isn’t, and give yourself the best shot at getting a paycheck.”

Having fun? I am, so how about one more?

Jennifer Allan asks (herself): “Do I really have to put up all these open house signs?”

My response (to myself): “Of course not, but don’t I agree that having more open house signs as opposed to fewer open house signs might bring in more potential buyers?” Yes, I concur. “And if that’s true, doesn’t it make sense that if I’m going to spend my Sunday afternoon sitting in an open house; I might as well bring in as many potential buyers as I can?” Of course. “So, self, do the best you can and give yourself every opportunity to enjoy a $10,000 paycheck for your efforts.” Well, okay.

So, do you “have to” do more than you absolutely have to? Of course not, but …

Written by Jennifer Allan

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