good training and self-learning is
invaluable but….and there is always
a “but”… at Agent Dynamics we
think there is a better way.
The facts are that not all agents
enjoy door knocking, in fact most
hate it. At a recent seminar in a
room of 71 highly successful agents
only two said that they actually
enjoyed it. Most said that they only
did it when the boss sent them out
to do it and they had experienced
little or no success. However the
two agents that did door knock said
that it was a major part of their
prospecting and were getting great
Ask some sales people about
cold calling and you get a similar
response “it doesn’t work for me”.
Farming is the same, why do some
agents know their farming area
backwards? They can quote you
days on market, sale prices, market
share, withdrawn sales etc. like
they’ve swallowed their phablet
while others don’t even bother
farming. Why it is that one agent
can attend a networking function
and get five appraisals while others
will fall asleep after 5 minutes?
The reason is because we are in
flow when doing the tasks we
enjoy and out of flow when doing
those that we don’t enjoy.
Early in our careers we are taught
to believe that we must master all
the different prospecting methods
to be successful. The result is that if
we are made to carry out functions
that are not in our flow then we
can end up so out of flow that we
either leave the agency and look
elsewhere or exit the industry. In
short we just don’t want to turn up
I know that the agents who are
meeting their expected level of
success are all working in their flow.
They are leveraging the prospecting
elements that they enjoy the most
and are obtaining further leverage
by employing others to do the tasks
that they don’t enjoy. How much
sense does that make?
When we talk with some of the top
agents around the country we see
that they stick to what they enjoy
and it’s normally only one or two of
the myriad of prospecting methods
available to them. Each of them has
a different profile to the others and
all are working to their strengths to
maximize their return on time and
So are you in flow?
Are you jumping out of your skin
to get to the office as early as
Are you excited about your next
appointment or is it just another
hour you won’t ever get back?
Can’t wait to pick up the phone and
chase up that advertising money
that hasn’t come in yet?
Looking forward to an afternoon of
How is that accounting looking?
Have you managed to engineer
a harbour bridge out of receipts,
invoices and the like?
How are your ads looking? Is the
copy and paste of old ads going
Our profile testing has been
perfected over the last 20 years
and is specific to real estate. Taking
the Agent Dynamics profile will
not only tell you what personality
frequency or type you are but it will
highlight your in flow activities and
overwhelmingly emphasise your not
in flow activities. It is a reality check,
and AH HA moment you must have!
Successful agents are leveraging the prospecting
elements that they enjoy the most and are
obtaining further leverage by employing
others to do the tasks that they don’t enjoy.
How much sense does that make?