CEO Micromoments: The Juggler

CEO Micromoments: The Juggler


The Juggler

Alrighty, let's do this. So welcome back. Well, this is the Valentine's Day week edition of The Micro Moments. I'd love to say this week that I have a Valentine's Day inspired moment for you, but maybe next week. That's not the case for this week. So sorry for all the romantics out there, whoever you may be. I think we'll find out when we watch each other's Facebook this week anyways. So as always, I want to get right into this as Monday mornings are the most valuable time of your week, I think. And I respect that fully. So I hinted that today's topic, I gave you a name, it's called the juggler.

  Not like the juggler, like this, but like the juggler, all right? So just the other week, I was hanging out with the little ones, and my wife Becky. We were playing in the play room. And someone brought up the topic of juggling. So I watch for a moment as Becky attempted to show the kids a little bit of juggling, and also kind of explain what juggling is, because they'd never really seen this before. It wasn't working. But I jumped in, I said, "Hey, I can juggle. I can juggle. I can do this." Becky perked up because she'd never heard those words from my mouth, and I was a little bit surprised.

 So we, the kiddos and I gathered up a bunch of balls that were as close to the same size and texture and weight as possible. And then I started demonstrating this idea of the juggle. A couple of things that became very apparent to me. I completely lost all of my ability to juggle that I had from long time ago. The balls were definitely not similar enough for my junior basic skill sets to handle, they were all so different, which made it difficult, and sitting too close to me was an accident waiting to happen. So we stopped that pretty quick. So I put the balls down, humbled, and we went back to playing.

 So that was my little intent at juggling. I used to be able to do this. But if you know anything about my by now, seeing that I sucked as badly as I did at that task, I wasn't going to end the idea of juggling for the day. I was going to look a little further into this. I was going to find some time to research the best way to juggle and also book some time to practice so I could actually do this active, three ball, air manipulation is what I was kind of calling it. So this is what I did. I researched and I learned a few things.

 Number one, learning to juggle involves starting with two items, not three. Number two, you start with something that's a little more forgiving, like a scarf or a plastic bag, or even feathers, but something that will take time between when you throw it and it lands so you can get the rhythm down. And then third thing that I learned was focus on the accuracy first by ensuring that you can actually catch the balls before trying to keep pushing this rhythm forward. So that act of the catch is very, very important. So I have yet had the time to go back and practice my juggling skills. But Becky and I that evening, we started to talk about the juggle, because she always knows that I'm preparing these Micro Moments. And once in awhile, she'll throw some stuff at me to say, "Hey, what do you think of this?"

  Well, this conversation of juggling turned into some parallels to business, and this is what I wanted to open up on with you guys this morning. So how does this story of the juggler parlay over to anything to do with us as realtors and business people? Well, let's 

start where my juggling research led us. Number one, start with the scarf, not the ball. So I think this is a really good reminder for us as realtors that we need to focus on walking before we run. Basically, in simple terms, this can mean we can at times look for that shortcut rather than put enough time in at the front end to hammer out some of the basics. We think to ourselves that by taking a little prep time up front to build our foundation, that we're actually holding ourselves back.

 Usually it's because we're super excited, right? That's what we do. We get excited and we want to run and we want to get out there, and without setting our intentions and our focus first. So to me, the scarf signifies time. It signifies the fact that it's a new skill, and we naturally need to take our time to learn it. So jumping right to the ball, without practicing with the scarf before we've learned that technique, will certainly cause some version of failure. So I'll hit you with a couple examples that just kind of came across my mind when I was writing this is, how about the simple act of real estate conversations? For those of you that have business planned with me, and we've broken down our goals down to something like, "Conversation amount per day, and appointment set per week."

 So you might be somebody that needs to hit three, four, five, six, seven, plus, doesn't matter, whatever your goal [inaudible 00:05:51] is your conversation goal per day. So one of your activities to get real estate conversations might be going after and doing open houses. The brokerage is growing, there's tons of opportunity for us to work a never ending list of open houses if we want to. So what happens? You put your hand up in the Slack thread, you say, "I'll do one Saturday." Book off that Saturday or that Sunday time slot, and then we ensure Sheila knows it, and we go about our week. We go about our week and we run through our rhythm.

 And then what happens the day of the open house? We book that in our calendars, we make sure we have those two, three hours set aside, our signs with us, and then we go to hope to land a new client. Sound pretty normal? So to me, that would be balls. That would be going right to the balls. But what if we were okay playing with the scarf for a little bit? We would take a further step back. Yes, we'd book that open house. Yes, we'd do all those steps. Yes, Sheila would know about it. Then we'd plan a door knock to bump the traffic that might come to our open houses. We'd plan maybe a role play session with some of the other agents that put their hand up that they're doing open houses that week, and you have maybe one or two of those and then just walk through that conversation, what it might sound and feel like, as well as what it would sound and feel like being at those front doors when you're trying to invite people to this open house.

 We prepare recent sales figures. Not just for the open house, but we'd also do it for the door knock, because you never know what conversation's going to happen. So that's one thing. That's the scarf, taking the time, planning it out versus just jumping right to the ball and hoping things are going to work out. So the other example that I thought about as well was lead generation, paid lead generation. So again, that's been pretty easy. We set it up for everybody. We said, "All right, what's your budget? Are you interested? It's increments of 125 bucks." What we'll do, we've done a little boom town training, a little bit of us got a little familiar with it. A couple one hour sessions on the phone with me. And we've paid our money, I think we've paid your money, if not, I'm going to invoice you.

 But if we paid your money, by the smiles I think probably haven't invoiced you. But yeah, so the leads start flowing in, we start using the system, and we hope we can convert the best of our knowledge. But again, if we took the time with the scarf versus the balls, we might do something a little different. We might become master users of the consumer side of the website so we have so much value to offer. We'd master the functionality of the platform from the back end. We'd know how to work it from the app and the desktop. We'd book role play sessions with the other people in the paid lead to generation group to talk through what it's like when you get an online lead gen, to hone our script skills.

 We'd create smart drips, qualified drips, botch drips, nurtured drips, text templates. We'd even subscribe to something I didn't tell you guys about yet, which is there's a Boom Town agents community out there that you can actually find on Facebook. And so join, because you guys are all users, so that's on me. But you'd plan an hour of power just to focus on the paid lead generation. So I think you're probably getting what I'm putting down is that the scarf versus the ball is we jump to the doing without enough prep time to ensuring we're set up for success.

 At the end we would get up and juggle sooner by starting slow, starting with the scarf, rather than if we tried to jump in both feet right off the bat. So that's just number one. Number two is this. Remember they said start with two balls, not three. So to me, this relates so nicely to the idea of spreading ourselves a little too wide, a little too early. What I mean by this is we start and try too many different things before we master a few simple ones, just like the act of two balls. We as humans are naturally impatient. We are this way by nature, especially in this new world of instant gratification, and even more especially in this dog eat world of real estate where competition is everywhere.

 So because of all this, we can often times feel it necessary to keep a lot of balls up in the air. We feel that if I have more balls in the air, the juggle is more impressive, or we feel that it's needed to really feel like we're in the juggle, like we're in the act of being a pro realtor. Really ... And we think that's probably what we need to achieve our goals. But like juggling, it's better to hunker down and focus on a smaller number of chosen lead generation sources, put in the time and prove you're truly a master of that before adding more balls.

 Put in the time to prove that you ... Put in enough time in to see the rewards of your work, and then also that starts to become second nature. You can only add that third ball if you can toss two. You can only do that if you can do that like you're sleeping, or if you're breathing. So number three, from the research of juggling was the catch. The catch versus just keeping the rhythm going. They tell you to stop and catch it, right? Throwing those two balls, three balls up and catch them, stop and pause before continuing that rhythm forward.

 So this part might not be as inherent or obvious to you guys. And when I first read it in terms of juggling, I thought it was actually kind of silly. I thought this step wasn't needed. That I have ... Here, hold on. I'm just changing papers. I see. I've been an athlete all my life. I didn't think I'd have to worry about the catch. If I could actually figure out how to toss these balls up in the air at the right interval and the right height so they wouldn't hit each other, but the catch was going to be simple. My eye hand coordination was pretty good, and I'd be able to keep those balls moving, no problem. That I wouldn't need to just stop that momentum that I created, pause, and then restart all over again.

 So for us in business, I relate this catch idea to accountability. So often, us as realtors start to get a good habit going. It starts to happen day in, day out. We end up having a good week, a string of couple good weeks together. This is exactly what we want, right? Because quite possibly, this isn't something you've been able to accomplish for awhile, or if you're lucky, it's been a long time since you ever achieved that kind of rhythm. But for me, the catch is accountability is the ultimate step to ensuring the skill gets fully learned. Stopping, reflecting back on the actions that you've been taking, making notes in your daily wrap up or your journaling, and ensuring you've reflected back to see you are truly on the path you set out to be, not just doing.

 It also allows you to stop and make some necessary course corrections. And then the next day, you go again with those little minor tweaks, just like if you stopped with the balls, and you realized, "Well shoot, those almost hit each other," you would stop and reflect that you need a different angle. The same type of feel. Yeah, you realize what you did, assess how this happened, and get all jacked up to do it again and keep building this momentum. See, to me the stop, which I thought would be just a momentum killer, this is actually a momentum insurance.

 This ensures that you are going to continue to catch day in, day out, and you'll be able to get into full juggle. So guys, as I end today, I hope this provides you like a really visual point of reflection to remember, as you kind of continue on your path, this is the seventh week of the year. For some of you, your 2018 is in full swing and you're starting to look like a juggler. Some of you have tried a few things out, jumped past a few steps, and have had the balls fall without knowing why. If that is you, reflect back on these steps, one, two, three, and see how this can apply to your day, to your plan. And as always guys, if you need me, hit me up. My goal here is to raise the bar for each of you. So we can all juggle as best as we can. Have a good day guys.

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