Technology TransactionsPrepare for Emergencies
We all prepared for the Y2K computer challenge of the century that never
materialized, but having mastered Y2K, a simple power outage would seem like
a small challenge, but is it? With every obstacle lies a new opportunity.
Let me share with you what I learned from a simple power outage that
happened this week.
Print: If you keep your schedule in your computer, make sure to print
out a hard copy for the next day before you leave for the day. Also print
out the call list for the next day. It will allow you to make the lead
follow-up calls that are necessary. If everything is locked in the
computer, you are in trouble if a power outage occurs.
Charge up: Most of us are using the more mobile variety of cellular
phones. Charge up completely every night. It is amazing our reliance on
this tool. If you have a laptop, do the same; make sure you are charged up
nightly. When my power went out recently, at least I could coach my clients
using my laptop. Charging up caused little interruption of the service to
our clients. If you can still access your database, you are still in the
game. You can make calls to follow-up and service your clients.
Take a day to review: If you have put yourself out of business because
of lack of preparation, do as Zig Ziglar says, "Do a check up from the neck
up." Take the day to review your sales ratios to make sure they are in
line. Review your P&L closely to see where you can reduce costs. Invest
some time in reviewing your business plan - if you do not have one, write one.
Review the key numbers in this business:
Your value per hour
Cost per transaction
Marketing cost per transaction
Net profit per transaction
Lastly, take a look at where you are generating your business. Is it from
buyers or sellers? From what sources are you acquiring the business? Is it
past clients, referrals, strategic partners, Expireds, FSBO"s, sign calls?
Next compare the source to your time investment. You want to be investing
your time into the area that generates the most revenue. Take a hard look
at this one area. By readjusting your investment of time, you could easily
increase your commissions earned by over 25%.
With every challenge comes a new opportunity. It is all in your attitude
and perspective. Take advantage of every opportunity in front of you.
Sometimes with a simplification for a day or half a day comes a unique
opportunity at a new perspective. Grab hold of the opportunity that allows
you to slow down so you can speed up.
Also See:
How to Handle Objections
Avoid Roller Coaster Income with Scheduled Prospecting
Take Charge of Your Buyers and Sellers