Understanding What It Takesyou might lose a Post-it Note to follow up with
someone six months or a year from now. I highly
recommend acquiring one of these software pro-
grams. You may also want to look into a PDA
that offers scheduling software that is compati-
ble with your computer.4.Don’t procrastinate.You can’t do the same thing
every day and expect different results. That old
definition of insanityis still valid today for a good
reason. Every real estate company has one or
more agents that never set foot outside of the of-
fice. They talk on the phone most of the day, but
never to potential prospects or clients; they also
always have something negative to say about
what the new agents are doing or how the market
conditions are worsening. Their action is called
procrastination. If you are one of these agents,
good!Reading this book means, I hope, that you
have recognized your problem and won’t be one
of these agents for long. But once you get into the
bad habit of doing the same thing every day and
expecting new results, it’s hard to get out of that
rhythm. If what you’re doing is not working, then
change what you’re doing.
Procrastination is a disease that affects many of
us. You sometimes don’t know you have it until
you recap what you’ve accomplished for the day.
In order to prevent procrastination from taking
control, you must change your pace. Don’t let bad