Coach Patti's Blog

There's a small frog at the bottom of a well. He looks up and sees a circle of sky. Because it's all he can see, he believes the sky is only as big as that small circle. Then it rains, the well fills, and floats him to the top. How big is the sky now for that frog?

When we think about it, we realize that our view of the sky – or of our market  or our possibilities – is defined by how we think. We don't have to be in a deep well to know that there's more sky than we can see. But we do have to remember that, and think bigger!

What does this have to do with production for a real estate agent? Just about everything. If increasing your production is important to you, remember that you are the only one  to decide if a real estate market is good or bad.  Not your customers, not the economy, and not other agents; YOU decide how big your sky is. In fact, it really doesn't matter what cycle the real estate economy is in, because 15 or 20 good listing appointments a month will cure all of your production problems.

If you want to increase your production, first you need to know how you are doing. Track the number of hours you prospect daily for 90 days, and whom you call or get face to face with. While you are prospecting, check your energy and intensity  - are you bringing that positive mindset and approach that will make your prospecting effective?

Then every week, take some time to sit back and look at your listings as if they were products on a store shelf. Consider whether they are the right "products" for your "store," and answer these three questions:

1. Should I be giving some of my listings back?
2. What emotional price am I paying for some of the listings that I have?
3. What will it cost to keep a listing for 6 months that will not sell?

Your answers to these questions will tell you where you are spending your time and effort well, and what you could change to do even better.

And at the end of the day, settle back and do a little self-analysis. Ask:

• What did I do right today?
• Did I get off track, and if I did, where?
• What do I need to focus on tomorrow?

From where I am, tomorrow's sky is big and broad and full of possibilities. What's your piece of the sky like today?

Patti Kouri, Accelerated Performance Coaching
Helping You Through Self-Made Limitations! 

Will you Take My Challenge and increase your income? Here's what one student said:

"In 2006 I left REMAX and went to Prudential in West Chester OH. I was in a slump and Bob Daniel handed me $100 and told me to sign up for some Real Estate Game that Patti Kouri was conducting. It was the best money spent.  Last year (2008) I did 100 transactions. It all began with you, Ms. Patti. My thanks." - Pamela Bensen

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