"Did you take time off over the holidays when you could have been networking and prospecting?"
No - we closed several Short Sale listings and added another 6 listings to our inventory. When dealing with Short Sales there is literally no time to lose to avoid foreclosure!
Giving 100% even when you're at the top of your game…
Many times I see associates who've seen success start to relax and lose their edge …They stop pushing the envelope when it comes to client service …They cut back on relationship building processes …or they let assistants and buyer agents be the direct contact for the client …some or all of this “relaxation” usually results in a loss of net income.
Let me share a story with you…
The year is 1941 …The game is Baseball …The Team is The Red Sox …The player is Ted Williams ….It is the last day of the season and Boston had a scheduled double-header with The Athletics ….Williams went into the day with a .39955 batting average (which rounds out to .400).
Only 34 players until that day had finished their season with a .400 average or better…The Red Sox manager Joe Cronin strongly suggested to Williams that he sit the games out to protect his .400 average …Williams chose not to “relax”…He decided to gamble his average and play. The last player before Williams to achieve a .400 average was New York Giants’ Bill Terry in 1930…
In the games Williams ripped a homer, a double and four singles in eight at-bats and finished his season with a .406 season average. No other player has finished above .400 since that day …a record which has stood for 69 years!
What if Ted Williams had decided to take the advice of his manager and take the day off? Would he have still made the MLB history books? Sure he would have …But would he have done it in style, giving everything he had …Giving 100%? …I don’t think relaxing is the style of any true professional.
So back to my point ….I personally know very successful appearing agents who never personally stay in touch with past clients after a transaction …they prefer instead to use the “shotgun” approach to marketing …letting their assistants cast a broad (and very expensive) net of farming propaganda and advertisements hoping to land a “bullet” on someone considering buying or selling real estate.
Does it work? …on the surface one could say yes … but as I look at their P&L statements the associate’s net income is seriously eroded by marketing costs and the labor costs of assistants and buyer agents. Another added detriment I see is their average commissions are lower than associates who use the “By Referral” Methods …due mainly to the fact the associate have no established relationships with most of their clients, no loyalty, and no earned deposits of trust …Resulting in deep commission cuts to keep the client.
So answer this: Do you want to be known for giving 100%? …Few will answer no to that question … and most who answer yes will fail to swing for the fence up until the last day of the season to improve their “averages”.
Did you take time off over the holidays when you could have been networking and prospecting? It’s OK to be honest with yourself … If you did, your business will most likely suffer in January and February …It’s time to get busy giving 100% and make 2011 your .406 year!
P.S. (For those of you wondering … the highest season batting average record is held by Hugh Duffy of the Boston Beaneaters at .4397 …The year was 1894 …that’s a 116 year old sports record!)
Eddie Brown ©2011
If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with the BVO Luxury Group @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.
Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!
Tony Marriott - Chief Operating Officer - BVO Luxury Group @ Keller Williams Arizona Realty
Suzanne Marriott - Chief Learning Officer - BVO Luxury Group @ Keller Williams Arizona Realty