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Condition Blue, Green & Red!
Condition Red
Thinking!
Part 3
(Print this for best
results)
copyright 2004, by Greg Nichols
Here is part 3 of the series to clean out
some cobwebs of thinking and get us on track in our production!
Condition Red! Part 3
You might have been wondering lately how
you can survive or just make it through the next six months! Maybe
the bills are piled up, or you are out of escrows with no new
business in sight. Maybe you owe taxes, or you have other bills
that were unexpected. Some might just be wondering how to do
Christmas. Whatever is going on, you feel some financial danger and
for a real estate agent, this is - Condition Red! I have a swimming
pool pump and filter and the pressure gauge on it has a white area,
that is, until you get to the red area. The needle going to the red
area indicates dangerously high pressure levels. We all know how
much pressure we feel when we enter the red zone financially.
Some of you do not have the ability to
begin Condition Green, as I shared about it in the last section.
You need to consider it Condition Red in your career. It is
possible to enter a period of Condition Red temporarily, knowing you
will fall back to Green soon, after 30-60 days. Do it now. Make a
personal declaration of Condition Red! You will be amazed at how
this can effect your daily attitude. You have no time to slack off
or delay once you are in Condition Red! Red is a hot color! Not
like the peaceful Blue, or the active Green, but rather Red is Red
Hot Sizzling fiery action and direction!!! Red is angry! You are
going to get angry here at your circumstances, your poverty, and
your slack attitudes!
Anything now that gets in your way will
be mowed down! Your own self- pampering will be mowed down! You
will not be un-alert! You are on Condition Red Alert! Like a
burning fire, you will consume every conceivable blockage to
production! Condition Red alert makes you alert. You will hear
about leads and opportunities that you wouldn't have heard about
otherwise! Your antennas are going up! Your level of awareness is
going up!
It is time to nail Condition Blue in
your career! This one stop at Condition Red will put you back on
track! Then, you will settle into Condition Green very soon! Your
career will never be the same!
How To Do Condition Red!
Get up daily at no later than 5:30 AM!
Be ready to hit the road by 7:00 to 7:30 AM five days a week. You
will be amazed at how few people are in the office and how much you
can get done. Here is the time to run comps, to do net sheets, to
plan your day, and to solve problems, before the prime part of the
day begins. (Do not be legalistic here, if you must drop kids at
school, or have other obligations, then just do your best and build
around those duties!)
Once 9:00 AM rolls around, you should be
ready to do listing or buyer appointments, and set your pace to work
with 2-3 clients each day, whether they be buyers or sellers. At
the end of the week, you will have worked with 10-15 people, and the
sheer numbers of this will break you through. Let your week begin
on Monday and end on Saturday night. Rest Sunday or work 2-3 hours
only. (These suggestions are also not etched in stone) This is a
rigid schedule, but it is Condition Red! You do not have time for a
break or several days off. If you do this for the next 30-45 days,
you can then revert back to Condition Green which is healthier and
slower.
What will working with 2-3 new clients
each day do for you? I mean just meet them. Have new appointments
everyday. You will put 5-6 deals into escrow very quickly and inch
towards Condition Green and out of Condition Red!
What is wrong with looking for one
seller in the morning to speak with and another one in the
afternoon? In between or in the evening, be talking to a hot buyer!
This is a time when you want to weed out the lookers or the
information seekers and get to the hot prospects. Judge each new
prospect carefully for their potential to sell or buy a home. Do
not let them screen you, you should screen them! Will they act in
30 days or less? If they have a 5 month plan, let another agent
work with them. You take the hot leads only.
For Perspective
If you set a real estate agent loose in
a city and told them that their life depended on finding 5 clients
who were qualified and willing to work with them within 48 hours,
they would do it. An agent would find 5 new clients in 48 hours to
save his or her life!!
Why?
Because of the high stakes! Here is the
million dollar question: Doesn't your life, or livelihood, depend
on it right now anyway? Do you see the picture? In Condition Red,
this "is" about saving your life!!
A paramount and monumental effort goes
with Condition Red! It is a huge undertaking of dynamic
proportions! Slash all peripheral things off the calendar. Do not
meet with the financial planner. Do not paint the living room. It
is Condition Red and you have to save your life, and get 5 or more
clients this week, or 10 in 2 weeks, and there is no time to
waste.
"If you want to get a task done, give it
to a busy person!"
Have you ever heard that saying? That
applies to a real estate agent when they set out to catch up in
Condition Red! The momentum builds and the multi-tasked effort and
varied business undertakings make one super sharp and strong in work
ethic, and quite frankly, more competent. Before you know it, you
are accomplishing 5 times what you did in Condition Blue in one
day! Efficiency soars!
Here are some descriptive words to
describe you in Condition Red!
Purposeful!
High Density!
Prudent!
Upbeat!
Enthusiastic!
Fast and furious!
Caffienated!
Bulldozer!
Aggressive!
Hungry!
Confident!
Determined!
Intense!
Wired!
Here are some final thoughts about
Condition Red!
Go back and read all 3 sections,
Condition Blue, Green and Red! Then, if you are in the Red zone,
make a quality decision to do Condition Red in your production for
the next several weeks. Think about this and every time you see
your attitude slipping, re-read these writings! If you are not in a
desperate measure or set of circumstances right now, then get into
Condition Green and stay there, (Go re-read Condition Green) pacing
yourself steadily and surely, and see what kind of a year it can
bring you as far as your production is concerned!
A Condition Green agent is sure and
confident, working daily like the proverbial ant, storing up in
summer for winter, and always being about business development.
They sleep well at night! They are tired from hard work and at
peace about their money and bills which are all paid!
A Condition Red agent moves quite a bit
faster, and is mindful of his or her wristwatch, and their planner,
every hour! They have a voracious appetite for more business, and
are in the right speed to harvest business and work it! The
Condition Red agent is serious, does not have much time to
socialize, and is focused, extremely focused!!!!!!!!!!! Be
focused!! Use the "perception" techniques from that series we
taught you and go re-read that if you must, and use "perception" to
be focused!!!!!!
Greg Nichols
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