What do you say to your clients when they are Fearful of the future.

I had the pleasure of visiting with Larry Kendall, author of Ninja Selling, while attending the Leading RE Conference in Las Vegas. He is an incredible person and has positively affected the lives and businesses of 70,000+ Real Estate Agents. Larry often talks about his daily ritual and how he reads his gratitudes when he wakes up to begin his day. 

I've been reading Larry's book and finished it on my flight out to Vegas. Larry often says, "What you focus on expands." What are you focusing on right now? On Thursday I began to focus on how Las Vegas was changing faster than a bad hand of Black Jack, as they responded to the epidemic sweeping across the globe. By the time I landed in Atlanta, Las Vegas was preparing to shutdown all the casinos/hotels on Monday. They were moving swiftly and delivering the bad news in a direct manner, which seemed to have a calming effect on the thousands of workers employed by each casino/resort. They were laser focused on making the right decision at the right time. 

The past 2 weeks have been stressful and I doubt any of us could have prepared for the decisions we've faced. As I reviewed my notes from the conference work sessions and my general observations of how businesses and people were responding to the Corona Virus, 1 theme emerged: PROACTIVE

Dr. Stephen Covey is the Best Selling Author of "The 7 Habits of Highly Effective People" which offers timeless advice for all of us today.

"I am not a product of my circumstances. I am a product of my decisions." 

To read more about Habit #1: Be Proactive click here: https://www.franklincovey.com/the-7-habits/habit-1.html

Some of us are also caring for children as we are being asked/instructed to socially distance ourselves by working from home. Are we being PROACTIVE or are we being REACTIVE? If you are unsure, your language is a good indicator of how you see yourself. 

Be PROACTIVE with your database. Your FaceBook/Instagram posts might get lost in the whirlwind of Covid-19 news. Spend time this week calling your past clients(if you are a new agent, call anyone in your database) to check in. The only way to know how much your clients appreciate your phone call is to........call them. You will hear their gratitude in their voice if they do not express it with their words. If you don't know what to say, review the F.O.R.D. questions from Larry Kendall.  


Family: How are you and the family?

Occupation: How is business? How is working from home?

Recreation: Have you been able to enjoy the backyard?

Dreams: Did you ever dream you would spend this much time in your home?

You have the freedom to choose how you will respond to the whirlwinds circling your life right now. Choose to be proactive. 

To learn more about "Ninja Selling" or "Thanks! How the New Science of Gratitude Can Make You Happier" or "The 7 Habits of Highly Effective People" pick them up on Amazon or the BPRE Library next week. 

Posted by Reynolds Bickerstaff on


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