Have you ever stopped in the middle of the day and wondered, "What am I doing?" It's not that you don't understand some paperwork, or don't recognize your surroundings. But a feeling comes over you that where you are, and what you are doing in life, is not bringing the rewards and satisfaction you want.
That's your wake-up call that it may be time to step back and evaluate how you are running your business. Start with these two questions:
- Do you accept every client who comes your way?
- Do you take every listing you can get no matter what or where it is?
If you answer "Of course!" to either or both, you may soon find yourself wandering in that "What am I doing?" haze. Because your best work will always be done when you are associated with people you like, and when you are doing what you do best.
When you take the time to identify your ideal customer – and avoid working with those who don't fit that model – you are much more likely to be both fulfilled and successful. I once worked with an agent who had a toxic seller. Through the coaching process he realized it was his fear of lack of business (and money) that caused him to lower his standards so that he ended up with the seller from hell. Knowing that, he was able to make meaningful changes.
Another time I worked with someone who lowered his standards to do a favor on a referral and took a listing from a client he knew was not cooperative. He took the listing because he feared losing that referral resource, but it was such a nightmare that the relationship now has bad blood. It would have been better to tell the referral source, "Thank you, but no thank you." He would has saved his credibility and self-respect. For me personally, all of my business is through word of mouth. I'm clear on who my ideal clients are, and I work only with them.
When you know what your niche is, and cultivate that niche for now and the future, you will be moving your business to where it best serves both you and your clients. As you separate yourself from your competitors, you become memorable. When you let people know you and like you, the barriers come down.
Next time you have doubts about taking a listing, or working with a potential client, listen to your inner voice. Ask yourself if this is in your niche, if this the kind of person you want to work with. Then listen to the answers, and make the choice that's right for you.
Coach Patti
Patti Kouri, Accelerated Performance Coaching
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Heck, I have always been in the weeds and am not tall enough to see over them. Once I get through a clearing there comes another patch of weeds. Nearly every month of my life I wonder what the heck am I doing. These are normal human feeling that most people will not admit they have.
The trick is to find a place to get away on a consistent basis to clear your mind to find a means to get out the weeds into the next clearing. There will be more weeds.....then find your quiet time....and back into the weeds you go.
I have seen good looking people , ugly people, skinny people, fat people, nice people, mean people, dumb people, smart people, handicap people and even blind people in this business. The only common denominator is passion. Even drive does not cut the mustard. You have to have a passion for what you do or, in time, you will burn out and quit. If you don't have passion for this business, get out asap and enjoy life...........
Great info Patti Thank You for sharing. Great tips are always welcome!
Patti - I'm glad to find a great coaching blog on AR. I agree that you need to avoid client who don't fit your target profile. It is hard in this market, however it is much easier than spending time and regretting it.
Not everyone we meet do we click with. You usually know in the first five minutes if this relationship will work.
Agree, best to go with your gut feeling.
Thanks everyone for stopping by to read my blog. I know this subject will stir up some feelings.
Patti - I have worked with both sellers and buyers that were "toxic" and it almost turned me away from Real Estate. BUT - I have gotten a little older and a whole lot wiser. I figured out a couple of years ago that it's OK to tell a potential client no. I do it nicely, but I still can say no without feeling guilty.
Funny, I just wrote a blog about a "buyer customer" that I did not work with, he came back to my office and berated me for not helping him find a house.
Dick Beals