Stop Making Excuses - Start Marketing Yourself Today

By
Real Estate Agent with PREA Signature Realty - www.preasignaturerealty.com

 Now, as some of you may know, I often will use a private conversation with my current and former colleagues - both inside and outside my brokerage - as a source of inspiration for my blog posts.  I use a variety of devices to protect the innocent such as waiting several weeks or even months before commenting on a particular discussion or series of discussions. 

TOP EXCUSES FOR NOT DEVELOPING NEW BUSINESS

So I was engaged in a discussion regarding the reasons "why" we procrastinate and avoid doing personal marketing, networking, prospecting and business development activities.  Here are the top excuses actually uttered by real estate sales professionals as to why they do not like to engage in business development and personal marketing activities:

•  "I am booked with showings and just don't have enough time in the day."  It isn't always about now.  You have to build a pipeline and keep it stocked so you don't have those dry spells.

•  "It's a bad market.  Why waste my time and money with client development when the listings won't sell anyway?"  There are good and bad markets.  In bad markets, people are still selling and purchasing homes.  Get back to the basics; stop living in 2005; and roll up those sleeves and get to work.

•  "I don't get paid to do this."  Really?  I bet that isn't really true.  Let me explain the sales cycle.  It goes something like this:  marketing generates customers; customers generate sales; sales generate commissions. 

•  "It isn't a good use of my time.  I'm in sales.  Now, I'm supposed to be your marketing department too?"  I love that entrepreneurial spirit.  I know there are a lot of brokerages that provide extensive marketing support, but the only person who is looking to get you more business is - well - you.

•  "I'm a worker bee, not a rainmaker.  Sales is just a numbers game.  My broker should be sending me leads."  You can stick by the telephone and wait for it to ring.  However, personally, I would rather have my own customers and my own book of business because, that way, I control my own destiny.

•  "Networking doesn't work.  Jim sells 2 homes a month and he doesn't do that."  Or "When I worked for ABC brokerage, I didn't have to do that."  How do I address this one?  Maybe Jim is a better salesperson.  Maybe Jim won't admit that he does networking - but just not in a formal way.  Maybe you should go back to ABC brokerage.  When your competitor isn't doing it, it may be a sign that you should be doing it.  Think out of the box and dare to be different.

•  "I don't want to sound like a used car sales person.  If I market to people, they will get the impression that I just want business."  Well, business development isn't about hawking yourself.  The most effective business development strategy is often just getting out there and talking to people.

•  "I am afraid to talk to people.  I really don't like selling.  I let the property sell itself."  I hear the museum has an opening for tour guides.  Personal marketing is about keeping in constant or regular contact with potential customers.  Sometimes, it is as simple as the old adage "Out of sight, out of mind."

•  "I tried that once and it didn't work."  I know it didn't work - you only did it once.  Marketing requires multiple contacts in multiple mediums to multiple audiences.  I know that advertising works - but I just don't know which advertisement will work or even when it will work. 

TIPS FOR GETTING MOTIVATED

Sometimes, you have to find success you need to take a different direction.  Now that the excuses are out of the way, let's make a commitment that we will break the cycle of excuses and start developing new business today.  Here are some suggestions:

•  Respect the Effort.  Business development requires a substantial investment of your time, money, energy and effort.  It is extremely important that you understand that business development takes time to produce results.  It will not happen immediately or overnight.  Your activities today may not produce new business for 12 or more months. 

•  Develop an On-Going Strategy.  As you proceed, give your initiatives time to develop.  There will be false starts.  The answer is not simply to stop.  You must make adjustments and explore other avenues.  Always evaluate your progress and ask "why" something didn't work before you abandon it completely.

•  Ask for Assistance.  When you do anything for the first time, there is a certain fear of failure.  There is often a learning curve.  Don't let the fear of failure stop you from succeeding.  There are some remarkable real estate professionals out there.  I have yet to meet a single person who said "no" when I asked for assistance.  Asking for assistance is not (and should not be considered) a weakness.  If you don't have a mentor locally, then consider the thousands of people on ActiveRain as your mentors.

Now stop reading and start developing new business.  The best time to start is TODAY!  If you are still procrastinating, fess up and post a comment stating the excuse that you have most recently used or heard.

Note:  The opinions and statements contained herein represent my personal opinions and observations.  These blog entries are not reviewed, endorsed or approved for publication by Gilded Age, L.L.C., Gilded Age Sales, L.L.C. or Preservation Real Estate Advisors, L.L.C

Posted by

________________________________________________________________________________________________

PREA SIGNATURE REALTY

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PREA Signature Realty is a full service brokerage located at 1709 Park Avenue in the Lafayette Square neighborhood of the City of St. Louis.  PREA Signature proudly serves the following city neighborhoods:  Lafayette Square, Soulard, Benton Park, Benton Park West, Downtown Loft District, Forest Park Southwest, Central West End, Tower Grove East, Tower Grove South, Compton Heights, Shaw, The Hill, Dogtown, Carondelet, Holly Hills, St. Louis Hills, Dutchtown, and the Other Historic Neighborhoods of the City of Saint Louis, Missouri. 

The opinions expressed herein represent the opinions of the author only and do not reflect the opinions of PREA Signature Realty.  All photos and written content were produced by PREA Signature Realty.  All Rights Reserved - PREA Signature Realty (2009).  This content may not be reproduced or reprinted, except for Active Rain re-blogging, without express written permission of PREA Signature Realty.

For more information, visit our website at www.PREASignatureRealty.com or contact Ryan Shaughnessy at 314-971-4381 or send an email to Ryan@PREASignatureRealty.com

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Re-Bloggged 2 times:

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  1. Amber Noble-Garland 11/30/2008 07:16 PM
  2. Michelle Silies 05/12/2009 03:20 PM
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Topic:
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Tags:
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Comments 60 New Comment

Ambassador
226,839
Ryan Shaughnessy
Broker/Attorney - Your Lafayette Square Real Estate Partner
PREA Signature Realty - www.preasignaturerealty.com

Rich:  Sometimes you have to fail to succeed.  But you at least have to try...

Steve:  Thanks for the comments.  "It's not my job" is a big one that I hear.  Heck, as a small business owner for more than 10 years, there isn't much that wasn't my job.  When we really think about, most real estate professionals are their own company or brand.  If you don't promote it, then your personal business won't grow.

November 07, 2008 09:09 PM
Rainer
37,632
Renee Eubanks
Selling Real Estate One Home At A Time.
Coldwell Banker Residential Brokerage

Ryan,

I was a successful agent a couple years back,  I moved here a couple years ago and am having trouble.  I have done all the things, like a website, I'm on every site like linkin etc.  I'm having trouble moving outside of my comfort zone.  I get all the expired listings ready to call and then I get distracted and fail to make the calls.  It was something I enjoyed doing when I lived in a community for years and was well known.  I have got my old cd's from Tommy Hopkins, Rodger Butcher out am listening to them.  What's the worst thing that could happen.  They say no. 

Renee

December 02, 2008 04:58 PM
Rainmaker
219,658
Marjorie Taylor
New Homes in St. Augustine Florida
Landon Homes

Ask for help -- YES!  Sites like AR are such a valuable resource - AND IT'S FREE - you got to love that now a days!  

Thank for the post and the tips.

December 02, 2008 05:04 PM
Rainmaker
107,941
Melanie Hedrick
972-816-7205
Elite Texas Properties, Dallas & Collin Counties best homes!

Reading your post today was perfect timing for me -- I'm pumping up the marketing and it was nice to get an unexpected boost of encouragement.

April 19, 2010 08:10 AM
Rainer
425
Wendy Swanson

Terrific! I personally love the line, "The only person who is looking to get you more business is - well - you." I don't think it could be said any better. I currently work as a Real Estate Virtual Assistant to Mike Russer of Online Dominance (www.onlinedominance.com) and found this information both motivational and timely.

Wendy Swanson

May 12, 2010 03:47 PM
Ambassador
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Ryan Shaughnessy

Broker/Attorney - Your Lafayette Square Real Estate Partner
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A Blog for New Home & Other Sales Professionals and for Sellers and Buyers Interested in City Living PREA Signature Realty proudly serves the communities of Lafayette Square, Soulard, Benton Park, Benton Park West, Downtown Loft District, Forest Park Southwest, Central West End, Tower Grove East, Tower Grove South, Compton Heights, Shaw, The Hill, Dogtown, Carondelet, Holly Hills, St. Louis Hills, Dutchtown, and the Other Historic Neighborhoods of the City of Saint Louis, Missouri.

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