Gabrielle Jeans’s Weblog

Let’s put things in perspective by considering some numbers and looking at how someone who works on their business spends the hours of each work week, and contrast that with someone working in their business. (more…)

A rep who works on their business recognize the more expensive education courses are usually priced that way because of their quality, not because the teacher is greedy, and recognize that such courses can utterly transform their business.  They recognize there is always something new to learn about the real estate business and sales in general, no matter how long they’ve been in the business or how much they learn.  If they have only a single ‘Aha!’ moment during any course they take or book they read or listen to, then it was worthwhile for them. (more…)

A rep who works in their business is usually very guarded when it comes to spending money on continuing education. (more…)

A rep who works in their business allows the lesser tasks of their business to drain them of the energy they could be using for working on the higher level tasks in the business.  They figure working on these tasks is a necessary evil of running a business.  They‘re also reluctant to let go of them because they want to ensure they’re always done in a timely, professional, accurate manner.  To them, transferring all that knowledge to someone else would take too much time, and what if this assistant screws things up with clients or quits a month after I finish teaching them everything? (more…)

Typically, this rep only spends time and money on advertising their business when they’ve got a new listing.  “After all,” they reason, “why should I advertise if I don’t have any inventory?”.  This rep figures once their business from referrals starts picking up, they may be able to afford hiring a part time assistant so they can devote the necessary time to handling the increase in prospects.  It may take them another 5 years to get to that point, but they’re making enough money for now, so they’re willing to wait.

By then, they figure the economy will have picked up, so there will be more opportunities for them at that time in any case.  They think the top producers in this business are mostly reps who have been in real estate for so long that they’ve built up enough clientele and contacts to give them a steady stream of referrals, often more than they can handle.  The rest are lucky or “know computers well”.

Do you find yourself in this typical rep?  Let’s take a look at this typical rep’s many flaws and understand how they differ from top producers. (more…)