What Happens When You Become "Too Available"?

Are You Too “Available”?

I often see many associates who get sucked into the “interrupt-us all-the-time-us” black-hole when they become too “available” to clients and prospects. The key to long-term success is a constant focus on your business prospecting. Your focus is lost when anyone can break into your schedule at will. You have to padlock your availability into pre-designated times…

A Top Level Producer minimizes their distractions by “booking” their appointments.

REALTORS are the most interrupted professionals in the world. As Professionals we need to better educate our clients to how they may only have access to our time in a controlled manner. I am not suggesting prospects shouldn’t be able to get a hold of us easily ...I am saying you can’t allow the phone, e-mail, other Agents, clients, and other things to become such a distraction where you lose focus on prospecting for new business. A good tip is when you need to be 100% focused …shut down anything which could cause you to be distracted from your time block …(turn off your cell phone, e-mail, office phone, and shut your office door)

Direct your prospects and clients into time slots, or time blocks when you schedule appointments. {Dialogue}: “I have 2pm Monday or 4pm Wednesday …which is better for you”? This is precisely what your dentist, your attorney, and your accountant does. Why not you? The #1 mistake I see with REALTORS time management is most don’t operate through appointments and they end up meeting with clients on the client’s schedule, not their schedule. This instant availability causes you to miss or cancel other important activities like …Prospecting Time, Children’s activities, Time with spouse/partner, or loss of just “Me Time”.

For some reason, REALTORS have a false perception that total and immediate access equates to a higher level of customer service. (I feel this perception is completely false). The most highly respected professionals operate on an appointment-only basis. Immediate access can also send a clear message to prospects and clients that you are not busy. Ben Franklin said, “If you want something done right, ask a busy man to do it.”

Time blocking is one of the most important disciplines you will need to master on your journey to becoming a Top Level Producer. There is a direct connection between your ability to time block and your income. Follow the path and you will be happy to see where it leads you.

Eddie Brown ©2011

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