October 24, 2018

What is the ONE THING I must do today that will make everything else easier or unnecessary?

-Gary Keller

Tale As Old As Time

It has to be the oldest question in the book of selling… How do I Get a Customer?  One of the first conversations I had with a Broker soon after I got into Real Estate was an eye opener for me.  I sat down to interview at his office and the first question he asked me was, “What made you decide to get into the Lead Generation Business?”.

I knew from the outset of this journey that I’m on that the answer to that one question would define my Real Estate Journey from then on.  We are not in the “Real Estate” Business.  We are in the “Customer Acquisition” Business first and foremost.  One of our friends and coaches here in Middle Tennesse says “The number one goal of business is to get a customer.”  If you don’t have people to serve, then you don’t have a business.

And Real Estate is all about getting people to choose you over all the other Realtors they could pick in your area.

So…How are you going to do it?


One of the first books I read when I got into business for myself was “The One Thing” by Gary Keller & Jay Papasan.  I encourage you to pick up a copy of this book.  It is a must read.

In it, Keller & Papasan outline a simple strategy for prioritizing your business and even your life.  Answer this one question every day, and it will set you on a path to achieving your goals and living the life of your dreams.  “What One Thing Must I do today such that by doing it will make everything else either easier or unnecessary?”

For the Real Estate Agent… That ONE THING is Prospecting!


If you’re going to do anything today in your business, make sure the first thing you do is Prospect.  There’s a reason we use the word “prospecting” in the Real Estate business.  Just like the Gold Diggers of the Old Wild West, prospecting involves hard work.  Digging into your personal contact file, chipping away at the surface of your market, developing the right strategic partnerships, reviving and re-investing in old relationships, holding open houses where you get face to face exposure to potential buyers in the market, and knocking on doors and meeting new people everyday among other things.


As we continue this series of posts, I want to ask you one simple question:  Who do you know? 

We’ll dig into this deeper in our next blog post.  In the meantime, I want to offer you something helpful and free that you can begin using today if you want to begin learning some strategies for acquiring a client to help sell or purchase a home.  It’s called Prospecting Strategies of Giants.   If you’re interested, just follow the link.  Click on the picture to the right.




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