Practice What You Preach...YEAH RIGHT!

So for the last 3 years I had the great honor of mentoring a number of agents through 100 Days to Greatness - a new agent training program created by Buffini & Company. Sean, my co-instructor, and I spent countless hours in front of the classes; watching the DVD's; imparting our "words of advice" and giving guidance and suggestions to agents who were working hard to build a successful career in real estate.

Our primary frustration was always the low numbers that the agents reported every week that related to their proactive business-building activities. I mean come on, how hard is it to write a few notes every day, make a few calls and meet a few people?! We wondered what else could be occupying their time since most were new to the business and not yet involved in actual sales transactions yet. Week after week, class after class, the same problems and excuses brewed....

"I have run out of people to write notes to."

"I am worried about what people will think when they suddenly start hearing from me all the time."

"I didn't get my CAP item out because I am struggling with the wording. It just doesn't sound like ME."

" I was too busy doing a CMA to do all that stuff."

These were just a few of the many excuses we heard.

We tried to be creative with techniques and ways to help hold everyone accountable to themselves and each other. We ourselves tried implementing these skills within our own business - but we weren't NEW agents. As such, I have come to realize that we had a different mindset on all this & a vastly different set of tools to work with.

So here I am in Maryland. PUSH has come to SHOVE. I AM the new agent. I have to put my money where my mouth was and do all this Buffini stuff with a bunch of people I don't know and in a place wherein I have no database to speak of.

Write 5 notes each day!? Hahahahaha. Yeah RIGHT!

Call 5 people today!? Hahahahaha. Yeah RIGHT!

Hand out 5 business cards each day using the mayor campaign?! You've got to be kidding.

But then again...what AM I spending my time doing?

So I introduce my business partner to the Buffini way. He has been a real estate agent for over 15 years - never heard much about Buffini & has primarily worked transactionally - not by referral. His Broker gave him 100 Days to Greatness DVDs. He watched Days 1 and 2. He ran out to the mall and handed out 5 business cards using the mayor campaign, added several people to his database and wrote notes. Awesome result. Um. That was easy. But it actually made me mad. It made me realize that I was missing out and just not working smart. And the thing is, I KNOW BETTER!

So what's my problem? It's between the ears!!! Stinkin' thinkin' (as both Zig Zigler and my Dad were so fond of saying) has a tremendous power over our ability to succeed. Success requires ACTION.

But the days seem to slip through my fingers....

My Broker called me in to his office on Friday and we had a heart-to-heart. He asked me the question, "Amy, what have you been doing with your time since you arrived that will bring new business?" Oh boy. He put me on the spot. This was weird. I used to be the one behind the desk asking such questions. (By the way, if you were ever on the other side of that from me, I have a whole new appreciation for how you felt!) So I rattled off a few things and realized how lame it sounded.

However, if I had been truly using the Buffini systems and able to tell my Broker that I went out and met 5 people everyday and handed out my business card, added people to my database, followed up with a note and call, I would have felt much better about the whole thing. I would have had a database and maybe even some business!

So I have been thinking about that conversation and why I haven't been doing those things very well. I see three main themes: fear of social humiliation, lack of systems, lack of motivation.

On point number one - fear of social humiliation - I don't really know anyone anyway. What do I have to lose?

Number two - lack of systems. I have been working on that. I am organizing my weekly schedule on Sunday evening. I will proactively PLAN to meet people and put it in the schedule.

Number three - lack of motivation. A regular assessment of my bank account during the Sunday planning session should do the trick!

What are my alternatives? Door knocking, cold calling, or getting a "real" job. I looked at the job ads a few times. No thanks. Door knocking & cold calling...not happening.

So I need to practice what I was preaching. Get motivated NOW - not after the resources wear out. Get organized - create simple systems and USE them. Get a GRIP. No one will bite.

I must plug Buffini & Company here though. Having a coach that has followed me through from my decision-making process in Seattle to landing here in Maryland has been a great help. Having a system already in place with the "Buffini in the box" items of value every month is awesome - no need to re-invent the wheel. Having the small group experience here in Maryland has reminded me that everyone is facing the same challenges and through the Buffini network we are here to lend support and cheer each other on.

Tomorrow, I am putting 5 cards in my pocket and striking out. I'll report my numbers if YOU report yours!