A coaching client of mine has been considering getting a part-time job to help make ends meet and asked for advice.

She doesn’t plan to leave real estate because she would not want to be “chained to a desk” in a full-time office job, but is feeling a financial pinch from setbacks, fall-throughs, and problem closings this year.

What if instead of getting a part-time job, you treated real estate like a job?

Go to an office five mornings a week by 9 AM prepared to work. Work at it until 12 noon. Go to lunch. Return by 1 PM and work at it until 5 PM. Go "home". Repeat Monday through Friday, or the 5-6 days that you choose to work each week.

Yeah, but I don’t have an office.

No problem. Substitute your desk behind a closed door at home for the office.

Yeah, but there are too many interruptions at home.

So true. And it’s also true that there are interruptions at a job, too, from co-workers and bosses and janitors and fire drills and coffee breaks and the water cooler. Interruptions and distractions are our way of life today.

Yeah, but what do I do all morning?

That’s easy. Producers make calls in the morning and take calls (or go on appointments) in the afternoon.

Yeah, but I don’t want to be chained to a desk making calls. 

No worries. You don’t have to be behind a desk to make calls. Stand up. Walk around. Go to the park or Starbucks or Panera or the library or the Y. Or sit in your car.

Yeah, but who do I call?

Start with people you know. Check in. Ask how they’re doing. Find out what’s going on in their lives. Chances are they will ask you about real estate.

Yeah, but I don’t want to bother them.

OK, then don’t bother them. Just check in. Be their friend. Let the conversation take its course. And by the way, almost all of the time they will be glad to hear from you. Especially if they haven’t in a while.

Yeah, but what if I run out of people I know?

Good question. Call people you don’t know (yet). Like For Sale By Owners. Or expired, canceled, and withdrawn listings. Or homeowners around a new listing or sale. Or probate filings. Or divorcing couples. Or bank asset managers. Or mortgage brokers. Or people who have owned their home for 7 years or more and have built equity. Or landlords with for-rent ads on their properties. Or builders.  Or… well, the list is endless.

Yeah, but how do I find their contact information? 

Ah, yes, that’s what you can be doing all afternoon. Research. You have more time than money right now, so there’s no need to buy leads. Find out how to find out. Google is a great place to start. And your CRM is a great place to store all that information.

Yeah, but what do I say to them?

Your approach will depend on who you are calling, so just follow the prospecting track and you’ll find the words.

What’s the prospecting track?

Identify the person you are calling. Introduce yourself. Ask a prospecting question. Give them the reason you are asking. And ask again. Listen for their answer and then offer them a reason to get together with you.

Yeah, but… 

Sorry to interrupt, you have reached your allowable limit of "yeah, buts". If you run into a snag, give me a call and I’ll walk you through it. For now, there’s work to do.

The Floyd Wickman Team Blog by Mike Pallin