_______ 1. I often promise Sellers more
than I can deliver when I list their home.
_______ 2. I often find myself missing
deadlines or turning in paperwork late.
_______ 3. When I list a property, I
give the sellers a written marketing plan including dates. I almost
always complete every item on the marketing plan on schedule.
_______ 4. If I have a price reduction
on one of my listings, I call back all the brokers who have shown the
property to let them know the property has been reduced.
_______ 5. I call back my open house
leads after every open house I hold.
_______ 6. If I received a call to go
on a listing appointment in 30 minutes, I would have no trouble being
prepared since my listing presentation is already complete except for
the comparable sales.
_______ 7. I have at least one customer
or client I really should "fire".
_______ 8. I have a hard time getting
rid of people who drain me of my time and my energy.
_______ 9. When a customer or client
strongly disagrees with my pricing on a property, I often get into an
argument because I know I'm right.
_______ 10. When a customer loses their
temper over an inspection report or something that has nothing to do
with me personally, I still feel hurt when they take their anger out
on me.
_______ 11. My income last year was
90% or more of what I projected it would be.
_______ 12. When I start a new prospecting
program, I stay with it a minimum of six months to really find out if
it works.
_______ 13. In the last year, I have
at least four projects I started but never finished.
_______ 14. I seldom make the same mistake
twice.
_______ 15. I believe in the old adage:
If you keep doing the same thing you keep getting the same results.
Scoring:
On items 1, 2, 7, 8, 9, 10, and 13
Give yourself 1 point for each item you
answered "TRUE"
On items 3, 4, 5, 6, 11, 12, 14, and
15
Give yourself 1 point for each item you
answered "FALSE"
Interpretation
0-3: Congratulations! Your habits strongly
support your business. You learn from your mistakes, are realistic about
what services you can deliver, and you follow through and complete what
you start.
4-7: Your business will probably experience
a major improvement if you eliminate some of the self-defeating habits
and replace them with some of the positive suggestions in this inventory.
Even eliminating as few as one or two can produce dramatic results.
8 or above: Many of your present habits
are undermining your business. Review the inventory. Can you incorporate
some of the positive suggestions above as well as eliminating those
habits that really do not support you? Hiring a coach can help.
