Today’s Market Realities Part I: When to Venture Out of Your Comfort Zone… and When to Stay in…


posted by on Prospecting & SOI

As promised, I’m writing a little series of blogs on how I’m coping with this … ahem… more challenging real estate market that my not be going away any time soon. Phooey on affirmations and positive thinking – let’s get to WORK! (okay, so there’s nothing wrong with positive thinking – please continue to do it).

In the past, I’ve written about how it’s just fine to stay in your comfort zone – especially if you’re an introvert. My assertion has been that most of us are just fine the way we are – that we have plenty of skills and talents and wonderfulness about us that we can utilize in our business-building efforts, without doing something new and, well, scary.

Been thinking about this lately, especially with the dramatic decrease in the volume of business up for grabs in this less-than-vibrant real estate market.

When the pickin’s are scarce, sometimes it’s necessary to be a bit more aggressive to get your share of the available pie. Let’s face it; in many markets there simply aren’t that many buyers and sellers out there, so it’s likely gonna take some extra effort to track down the ones who are.

For the Power Prospectors among us (which certainly doesn’t include ME), this is no big deal. In fact, the PP’s might actually enjoy the challenge. But what about us more Reluctant types? Those of us who shudder at the thought of chasing down our prey? Am I advising us to do it anyway? To ignore our fears, our hesitancies, perhaps even our conscience?

Probably, maybe and no.

Ignore your fears? Probably. Your hesitancies? Maybe. Your conscience? NO.

FEAR: Earlier this year I started speaking publicly which terrified me at first, but I got over it and now I LOVE it. I conquered that FEAR by facing it and am a better person for it (and a bit wealthier since now people pay me to speak!).

HESITANCY: I have a HESITANCY of approaching FSBO’s and Expired listings. I worry about making a fool of myself and dread the thought of being rejected, although I believe with all my heart and soul that I can help and might just be the best thing to ever happen to them. To date, my hesitancy to prospect to FSBO’s and Expireds has kept me from doing it. I also HESITATE to spend any money on advertising, farming or web-lead purchase because I don’t believe it’s an effective use of my precious dollars. However, if you think it might work for you, there’s certainly nothing wrong with such promotional activities.

CONSCIENCE: However, my CONSCIENCE will not allow me to do anything that resembles making a nuisance out of myself – that is – pestering my friends or pestering strangers with cold-calls, door-knocks or annoying pleas for referrals. No matter how desperate for business I might find myself, I will not subject other human beings on this planet to that desperation. That good old Golden Rule… don’t do to someone else what you wouldn’t want done to you…(and I tell ya, I despise telemarketers).

So, what’s the punch line?

Well, that it may very well be necessary to step out of our comfort zones in order to survive this real estate market. However, that doesn’t mean we have to abandon all our principles and throw ourselves on the altar of Old School sales philosophies.

When considering a new prospecting technique that you aren’t terribly excited about…check with your gut. If your gut is just nervous because you haven’t done it before, you might want to give that idea a shot. However, if your gut is telling you that it’s wrong, then mark that particular idea off your list!

What are some of your fears & hesitancies that you’re willing to explore? REO’s & Short Sales? Daily blogging? SOI’ing? FSBO’ing? Foreclosure auctions? Open houses? Networking? I’ll share mine if you share yours!

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