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The quality of the dirt in your garden will determine the quality of the produce it yields. The quality of prospects you’re working with will determine the level of income you can expect. You know this! Many professionals need to remove the False Evidence Appearing Real, F.E.A.R., from their daily activity in order to prospect better and yield more production. Here’s how.
Stop hanging on to the ‘Maybe’s’ and focus on the ‘For Sures’. I know a professional who goes to work every day and spins his wheels by ordering farms, property profiles, tweaking his website, blogging and sending out letters and updates to his farm. He is going broke! I know another professional who is devoting all her energy to a few clients who ‘Have’ to move, ‘Must’ sell or ‘Must’ buy. She has eliminated those clients who are just testing the waters, refuse to follow her program, or are deadbeats looking for a hand-out or miracle. She limits her farming letters to those owners that today, still have 15% or more equity in their property. She refers all others and requests a referral fee for doing so. She said it’s amazing how short the conversation becomes when she tells a ‘Maybe’ client that she wants to refer them to a professional and that she needs all of their information so as to receive her referral fee. They usually expose themselves right there and get off the phone which is the best thing that can happen for a professional in this economy! The False Evidence Appearing Real, F.E.A.R., is paralyzing those professionals who are doing the same things they were doing before the economy became weak. They are like the gardener whose soil has turned to sand and they can’t understand why nothing is growing! They must bring in new topsoil or change their gardening site. Don’t let FEAR paralyze you! There are still transactions happening and you can still survive if you remove the FEAR and focus on what will feed you! Today is the day to plant a new garden!
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