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Are you in a Slump?
By, Corey Wells

Every Real Estate agent has times in their career where they see their sales drop. It’s a normal part of the sales cycle. What you need to quickly determine is how your slumps are going to affect you. Is a slump a temporary set back, or is it possibly the end of your career?

In this business there are periods when everything you touch turns to gold. You’ll be congratulating yourself on your power to put together what were seemingly the most unlikely deals, and then, just when you believe you hold the keys to the castle, you end up in a period where absolutely nothing works. Deals that were all but finished fall through and no one wants give you a decent listing. You try twice as hard with no results. So you begin to believe you must be doing something wrong. You begin to question all you do or say. That’s when you start to work inconsistently.

What you need to remember is that this difficult phase will eventually pass. This is difficult to accept when you’re going through one of these phases. But keep working those daily actions you were doing before that brought you so much success.

A big problem is we often don’t know we are in a slump until it’s too late and it’s impossible to stop the damage. The best way to mitigate a slump is to continue your daily prospecting. Start by keeping a daily record of the number of people you prospect, and know your numbers. By being consistent with the number and type of successful prospecting activities you engage in, a slump, when it does come, will be short lived. The most successful salespeople are those who work the basics day in, day out and don’t allow cyclical ups and downs to interfere with their efforts.

Do not get caught in the trap of getting a closing, or a deal in escrow, and then stop prospecting. The death of most Real Estate agents’ careers is not a lack of a desire to achieve, but rather a lack of consistent prospecting. It’s human nature to want to celebrate when we have success, but don’t let your successes turn into month long celebrations. Let’s face it, one or two deals is a great achievement, but nothing you can retire on.

Keep in mind there is a delayed reaction for the activities you do today until you see some results. This can be from prospecting or lack of prospecting. If you decide to take a break from prospecting, it will affect your sales 2 or 3 months down the road. If you decide to prospect today, you will generally not see the benefits for 3 or 4 months. In order to make 5 sales in January, you may need to make 500 new prospecting calls in November. By knowing your numbers and remaining consistent with your prospecting, you can make your slump a speed bump instead of a deadly pothole.

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More.
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This article was originally posted on LeadingExample.com/Blog

Tags:   Consistancy · Prospecting · Real Estate Agent · REALTOR · Sales · SlumpNo Comments