The Good News About Bright, Shiny Objects

In my business, I talk to a lot of agents. I talk to agents about their successes. I talk to agents about their challenges. I talk to agents who love what they do; I talk to agents who are struggling to stay afloat in this economy. No two conversations are alike, because no two agents are alike.

There are two things, however, that I can count on:

1. The agents who tell me, "Denise, the last few years have been a huge struggle for me!" are the agents who can be distracted by the newest bright shiny object, hoping that it will rescue their business. These are the agents who tend to fly by the seat of their pants and seem to scramble to get things together.
2. The agents who tell me, "Denise, right now, in this economy, I'm doing as well as I've ever done!" have built a business that is based on tasks, organization and systems. While they might like the newest bright shiny object, they don't really need it. They know exactly what they need to do to be successful. They don't often have things fall through the cracks.

What I want you to realize is this. There can be room for an occasional bright shiny object, but before chasing one, take some time to really think through how you are really going to implement it in your business tomorrow, next week, next month, next year. Is this something you really need? All the bright shiny objects in the world will not help if you don't have a plan for how you're going to use them.

So, what DO you need? First of all, give yourself these 3 very important things:

• Give yourself a shot in the arm - get re-engaged with your office! Go to your sales meetings. Go on tour with other agents in your office. Get out of the house, and get back in the game!
• Give yourself tools. You can even give yourself the bright shiny new object, if it really will help you.
• Give yourself a PLAN. You have to know what you're going to do, and when you're going to do it.

What kind of tools, you ask? What kind of plan? How about starting with this list:

1. Action Plan: With an action plan, you're on top of your game and you'll see the results. And if you have an action plan (which is NOT a business plan), you'll know what you need to do every day, every week and every month for the next 12 months. No more seat-of-the-pants style of business.
2. Follow-up Plan: Yes, you really can stop worrying about all those people you've ignored this past year. When you have a follow-up plan, you'll have time to touch base with everyone in your database. You'll know exactly what you need to send, what to call about or what to meet about, every single month. Instead of putting this on the back burner, it will be on the front burner, boiling away on its own.
3. Lead Generation Plan: I know, I know. I keep harping on this one. But really folks…this is important! Give yourself a huge gift. Create a lead generation plan. Replenish your database. Even if you tell me "All my business is referral-based." What are you going to do when all those referrals have settled into their long-term home? You will always, always need new business at some point.
4. Presentation Plan: Why not give yourself a bright shiny object that will last your entire career. That's right…your entire career. Create a presentation plan for every seller and every buyer. Have a complete presentation done that you just pull up on your computer, quickly customize for a client and print out. How about that! No more running around at the last minute. No more panic when the computer freezes, the printer won't print or the dog ate your charts and graphs and photo. Seller packages and buyer packages are wonderful, useful tools.
5. Personal Financial Plan: Talk about a gift to yourself! If you're really in need of a boost, why not create a financial plan that pays you first, has money enough to pay your bills and expenses, and puts money away for a rainy day. If you have a PLAN in place, life will be so much easier because you'll be in control of your finances - instead of your finances controlling you.

So here's the bottom line. I'm going to say it again. If you want the bright shiny objects, then by all means, get them! Just remember…all the bright shiny objects in the world will not help if you don't have a plan for how you're going to use them.

But a plan lets you get all those wonderful little gems and make use of them. If you make use of them, they'll help you. If use them to help you, you'll get your success back. If you get your success back, you'll get your life back. If you get your life, back... well... you can even get more bright shiny objects.

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