By Julie Harris

This week is your money earning week. Of course, whatever you put in contract this week might not close for 30 days, but you know what?  That makes the 30 days that much closer, so if you’re not earning money this week and moving yourself towards that goal then something’s wrong.  Maybe you’re not doing the homework.  Maybe you’re not keeping your focus. 

Yesterday we talked about distraction elimination about whether you’re busy or productive. Today, I’m going to help you further with that. One of the things we continually hear is that somebody will take a little piece of information from somewhere and they’ll turn it into a big thing in their heads.  They’ll hear the rates are adjusting so the buyers can’t buy anything. They take a little bit of information and the negativity in their head turns them into something huge that’s not actually true.

I suggest for the rest of this month you practice something called the ‘Media Free Morning.’ Here’s how it goes. No newspapers, no magazines and no non-music radio. Music is permitted at all times, especially your favorite stuff it’ll keep you on the positive track. No news website’s. No television, except for an hour of your favorite show, something that’s positive not the news, the doom and gloom. No web surfing at your desk unless it’s necessary to complete the work task for that day.

Media free days are even better. If your market isn’t doing what you think it should, the only person that can change it is you.  Make your own market; you have the power to do that. Even if only 10% of your market is selling, as long as you’re part of that 10% you have a great market, so practice the media free morning.

“Learning to ignore things is one of the great paths to inner peace.”

– Robert Sawyer

What should you be ignoring?  Anything that’s negative.  In order for you to move forward this week, to make a high level of calls and be somebody’s miracle instead of waiting for miracles to happen you have to be positive. You may be the only person they’ve talked to today in terms of your client who is positive.

No matter how many listings you have in inventory today reduce half of them. The old rule of thumb was 10% of your inventory needs to come down I want you to at least have the conversations. It may take several phone calls. Talk about feedback. Talk about the seller’s motivation. If you’re not getting price reductions it may be because you have the wrong sellers. Remember, non-motivated sellers are script proof. 

The second thing, I want you to do is call, 10 for sale by owners.  You’ve got to let the world know about that that’s part of your job that’s part of your obligation to the people who are trusting you to sell their house.

1. Don’t listen to or watch garbage that’s where it starts.

2. Reduce your inventory

3. Call 10 for sale by owners and ask them if you can net them the same or better
    than they can do on their own.

When you do these things I can virtually guarantee you’ll make more money 30 days from now as a result, not to mention create a lot of raving fans with your sellers and a lot of for sale by owners that you’ve converted into wonderful sellers who you’re helping, to accomplish their goals and needs.