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Why Not?

Lately, a large percentage of my agent meetings have included at least some discussion on the topic of how to best navigate the lower band of this real estate cycle. For those of us who have witnessed ‘the cycle’ as experts call it, we’ve learned that it takes some strategic planning, a savings account, and a smart communications strategy to weather the storm (or tsunami or whatever weather phenomenon best describes it for you)

Now ask yourself this question: Are there missed opportunities right in front of you? You know, the low hanging fruit…family, friends, associates. If so (and most of us can say yes to this), then this is the first place you should look to bolster your business.
 
With these groups, instead of asking yourself Why?, ask yourself Why Not?. Why wouldn’t a close family or friend choose to work with you? Could it be that they don’t care to share their financial picture, credit issues, or income levels with someone close to them? Perhaps they’re afraid to cross the business-family barrier. Can your marketing message(s) address these potential objections and disarm those close to you? And if those close to you are/feel disarmed, can it lead to more business opportunities? I call it ‘supercharging your sphere’ and it starts by removing objections and then stimulating action.

If these are thoughts that haven’t occurred to you, it could be a simple reorganization of your cart and horse. Before you drop more jack on the Next Marketing Thing™, make sure those closest to you are residing in the sweet spot. The place where comfort and persuasion leads to action.

Email me if you want some individual help getting there.

Jeff
posted by Jeff on 07/09/07 @ 9:54 AM
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