*Starting is the hardest part

One of KJF Partners’ Core Values is:

“We are driven by our personal commitment to create value for our investors, tenants, teammates and brokers.”

To serve our broker partners, we send occasional emails that focus on things that I have learned through my brokerage history or that I notice from my current role on the principal side of the business.

Brokerage is a very challenging business and maintaining your prospecting volume is a key ingredient in building a great business and creating consistent results.

I recently had a Seller decide not to sell me a property after we had agreed to an LOI outlining all relative deal terms. It was disappointing and it left me short of my acquisition target for the year.  I decided to increase my chance of finding a deal by making calls to our broker network…. a lot of calls. Some things that I noticed were eerily similar to my days in brokerage. The following is a list of “blockers” that I noticed and, my recommendations of some things for you to keep in mind. You already know these things but, I thought it may be nice to hear that everyone encounters the same sh*t. It is how we deal with it that differentiates us.

Here we go:

  • If I did not already have my target prospect list prepared before I got to work, my success in hitting my call goal was at least 50% reduced. (Know who you’re calling well in advance of your start time).
  • If I did not pre-plan what time I would be making my calls, something “important” always got in the way. (Set appointments on your schedule to make your calls or, you will not hit your call goals).
  • Some of the numbers that I called were not accurate or someone moved or left the business. It is tempting to try and track that person down and correct the database during your call block time; don’t do it. Separate research from active calling time. Don’t waste “call time” doing research. Make a note and come back later to do your research for new phone numbers.
  • I noticed when some names came up, I made up with reasons not to make a particular call. I had to fight that and just dial. Sometimes the call turned out better than my expectations. (Do not allow yourself to shy away from calling certain prospects because of past events—today is a new day for you and for them.)
  • Making calls can be a hard task, and it is easy to procrastinate and allow yourself to become distracted. I noticed that almost every day, when my call time approached, I got anxious. There were a few days that I really did feel like making the calls. Although I relish that feeling, it rarely came for me. I literally forced myself to start making those calls. The second call was easier than the first and by call 5 or 10, it was no problem to continue. (FOR CERTAIN….STARTING IS THE HARDEST PART).

My calls may be different than yours but, I recall the same feelings as a broker as I’ve had recently. I’m not sure that my calls will result in a deal but, I have been revitalizing relationships, learning a bunch and, every day that I make those calls feels like a good day when the day is done. I set a goal, I achieved the goal and, every day that happens, I have something in the “good” column. So much of the business is about rising above your “feelings” and doing what’s necessary. That gives you the chance to win and doing it every day is the way to increase your wins to the level that you have a great career. Keep fighting and, as always……..

Happy Hunting!



Joe Faris

KJF Partners, Inc.

Cell Phone: 949-275-5038

Email: jfaris@kjfpartners.com

Website: www.kjfpartners.com

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