A number of years ago at a real estate training seminar, the trainer told the story of a new agent named Bert who went into the office everyday for three months yet never made a sale or listed a property. His wife had lost her patience with him and finally gave him a deadline: "If you don't make a sale or list a property by the end of the week, you're going to have to go get a real job." So as he had done everyday for the past three months, Bert went into the office on Monday, and on Tuesday, and on Wednesday, each day growing more anxious about the looming deadline and prospect of looking for another job if he could not make a sale or get a listing. On Thursday as he looked out the window and stared at the phone, he was loosing all hope that anything would ever come of his dream to become a successful real estate agent. (An aside here would be the definition of insanity: Doing the same thing over and over expecting different results.)
Bert lay away all night knowing that in the morning, he would go into the office and sit behind his real estate desk for the last time. As he prepared to leave for work that dreadful Friday morning, his wife issued his final warning: "This is it. Today is the last day of your real estate career if you don't write an offer or listing by the end of the day."
As he trudged his way out to the car, briefcase in hand, head held low, thinking about the loss of his dream career became too much for Bert. He suddenly became overwhelmed by the urge to show his wife - and himself - that he could do this. He trained for this. He's dreamt of this his entire life. He was going to make it happen.
Rather than turn into his regular parking spot and make his way into his office, Bert turned into the lot of the local grocery store. He bounced his way into the store and went up to people waiting in line and one by one he asked every person: "Do you or someone you know want to buy or sell a house today?" He asked people in line at the deli counter: "Do you or someone you know want to buy or sell a house today?" He made his way over to people waiting for the butcher: "Do you or someone you know want to buy or sell a house today?"
Next he made his way to the coffee shop and eagerly approached every person and asked them the same question: "Do you or someone you know want to buy or sell a house today?" At the drug store he did the same thing: "Do you or someone you know want to buy or sell a house today?"
As he was waiting in line for a sandwich at the sub shop, he asked every patron the same question: "Do you or someone you know want to buy or sell a house today?" And sure enough, a gentleman waiting for his lunch as well said to Bert: "Actually, I do want to buy a house. I saw a little place and would like to make an offer on it, and would like to sell my present house as well. And because of all of your enthusiasm that I've seen in you here today, I think you are just the person to list the house."
While over the years I have taken many continuing education classes and attended many seminars, this trainer left his mark on me. I vividly remember him telling the story of Bert and still today, when I feel myself slipping into a funk, unable to make the next move or see a possiblity for tomorrow, I remember Bert on the verge of loosing his dream until his activity led him on a path of activity that led to his successful real estate career.
The next time you feel like your business is too slow, or you don't know your next move...do something, do anything. Make a few phone calls. Write a few letters. Stop in to see someone you have not seen in awhile. Talk to people in line. Network. Make connections...you'll quickly find what I learned years ago in that seminar: Activity breeds activity.
Good luck! Now go DO SOMETHING!