The Tomorrow Principle

Tomorrow

What is a result? In real estate only three things count:

  1. An exclusive listing obtained;
  2. A sale started;
  3. One of your listings reduced in price to a point where it is saleable.

The best advice ever given to me as a fledgling salesperson was to strive for one result each working day. “Learn to start working on this result as soon as you get into the office” I was told. “Keep working on the result until it’s achieved.”

Although sometimes difficult to accomplish, I have found that those salespeople who keep their careers this simple out perform those who arrive at the office each day wondering what task they will tackle first.

Get to the office; work for a result. Can Time Management get any simpler?

Now for the bad news.

I have seen many salespeople begin their careers with the intention of obtaining a result each day, but before too long they fall victim to what I call The Tomorrow Principle.

Having completed all of his appointments for the day with no result, the salesperson says, “I’ll do better tomorrow” and resigns himself to no result that day. Before you are tempted to write off a day without a result, give some thought to how you could get one even though you have no more appointments from which you could expect today’s result.

You might not have any listing or buyer appointments left that day, but performing the first of two jobs might still produce a result before you go home, while the second will set you up for a result tomorrow.

Job Number One: make a time to visit one of your sellers (vendors) – visit in person – talk with the sellers about what needs to be done to get their property sold. Talk about the Asking Price Adjustment you know they need. As long as you have listings, you can always get a result.

Job Number Two: make sure that tomorrow is set up with at least one listing appointment, one appointment with a qualified buyer, and one appointment with one of your sellers (vendors) to talk about an Asking Price Adjustment. If tomorrow is set up with good appointments, you will have a much better chance of getting a result.

You might still finish the day without a result, but by putting up a good fight before you give in to The Tomorrow Principle, you will at least assuage your guilt because you know you gave your best effort to get a result before going home.
If you have fallen out of the habit of striving for a result each working day, may I suggest that you join us at the next presentation of Winning Ways?

It’s not what you know that will make you rich, it’s what you do with what you know. Attending seminars regularly reminds you of the things you know, but may have ceased doing. We attend seminars to remind ourselves of what we’ve forgotten, and forgetting simple disciplines like obtaining a result a day, which leads to The Tomorrow Principle, can cost you thousands.

To find out more about the next presentation of Winning Ways please click here.

Recent Articles

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us