Jennifer Allan-Hagedorn - Prospect with Soul for Real Estate Agents: Discovering the Perfect Prospecting Strategies for Wonderful, Extraordinary One-of-a-Kind YOU

Prospect with Soul
for Real Estate Agents

Jennifer Allan-Hagedorn

Copyright 2011 by Jennifer Allan-Hagedorn

Bluegreen Books
publisher@bluegreenbooks.com

ISBN: 978-0-9816727-5-5

Edited by Barbara Munson, Munson Communications,
www.MunsonCommunications.com
Index by Madge Walls, All Sky Indexing, www.allskyindexing.com
Cover design by Sheryl Evans, Evans Studios, www.evans-studio.com
Interior design by: Jonathan Gullery, RJ Communications, www.booksjustbooks.com

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First Printing 2011

Printed in the United States of America

The Story of Joe

As told to the author
by Dennis J. Giannetti

Joe was at a crossroads in his real estate career.

Business was okaynot great by any means, but it paid the bills, most months anyway. Joe couldnt really complain since many of his associates had no idea where their next mortgage payment was coming from and more than a few were on the verge of leaving the business altogether.

While Joe hadnt reached that point, he frequently felt discouraged and wasnt having nearly as much fun selling real estate as hed had in the past. In fact, lately hed had to drag himself into the office to do the three hours of focused prospecting his new coach recommended. He usually spent these hours calling expired listings and FSBOs, with occasional calls to friends to remind them to send referrals his way.

Even though Joe didnt really enjoy all this focused prospecting, he knew it had to be done. Especially in todays market, where buyers and sellers werent found on every street corner, it was even more necessary than it had been in years past to devote a significant amount of time and energy to prospecting for new business.

So, as much as Joe dreaded his daily three-hour prospecting routine, he told himself that the end goal was worth the painthat eventually hed have a more consistent stream of business coming in the door and then he wouldnt have to worry so much about where his next client would come from.

Because he did worry a lot about that. Some days the worry consumed him, to the point where he couldnt think about anything else. He knew the stress was affecting his business and his health, not to mention his marriage, and that he needed to make a change.

Butwhat?

One day, instead of going in to the office at 8:00 a.m. as was his habit, he found himself driving to the beach, almost as if a force beyond his control was steering the car.

When he arrived, there was no one else there. Well, almost no one. Standing along the waters edge, amidst the waves crashing into the shore, was a woman moving in place, slowly, with grace and fluidity. To Joe, it was almost as if she were one with the ocean. She seemed completely at peace and, in a moment of clarity, Joe realized that more than anything else, he too wanted that peace. He waited patiently for the woman to complete the exercise and, as she headed toward the steps leaving the beach, Joe hesitantly waved at her.

Sorry, can I ask what you were doing out there?

Sure, she answered, I was doing a little moving meditation. Is it something you want to learn?

Um, not really, Joe admitted. He paused. But I would really love to be at peace like that--you know focused, flowing, clear.

I see, said the woman. May I ask why you dont have this feeling now?

Thats the thing, said Joe, I dont really know.

Well, I have some time this morning. Would you like to join me for a cup of tea and talk about it?

About 10 minutes later, they were sitting in a small caf.

Joe asked the woman what she did for a living.

Oh, Im retired now, but I was a real estate agent for years, the woman responded.

It was like music to Joes ears. Could this woman hold the answers to his questions?

As the woman took her first sip of peppermint tea, Joe told her he also was a real estate agent.

Ah, said the woman, and that is where your confusion is coming from?

The womans soft voice and calm demeanor opened the floodgates for Joe. For over an hour, he poured out his frustrations and fears, his hopes and dreams. The woman listened quietly, occasionally taking notes on her napkin.

When Joe ran out of steam, he smiled sheepishly and apologized for monopolizing the conversation.

Not at all, the woman assured him. I have to go now, but Id like to meet you again. I think I can help you find what youre looking for. Meet me at the beach tomorrow morning and I will share with you how what you saw me doing on the beach today relates to what you need to do to change your business.

Cant wait, Joe said sincerely.

The next morning, Joe arrived at the beach and found the woman already there, in movement as shed been the morning before. Fluid, purposeful, and peaceful. In a few minutes, she concluded her exercise and smiled at Joe.

Ready? she asked.

Absolutely, answered Joe.

Tell me, what was I doing just then?

Um, meditating? Tai chi? Joe guessed.

Thats what its called, but what was I doing ?

Pausing for a moment, Joe took a shot at going deep. Um, connecting? Becoming one with your environment? Finding yourself from the inside out?

The woman laughed softly. Close enough, Joe, close enough. Now, let me ask you thiswhen youre prospecting, do you feel any of those things? Do you feel connected? Are you acting in a way that makes you peaceful from the inside out?

Well, no, Joe admitted, but Im just doing what I was taught. Is that wrong?

Does it feel right?

Well, to be honest, no, Joe answered.

Why not?

Joe paused.

I feel likeI feel like Im pushing people to do things they dont want to do. Like Im trying to be someone Im not in order to make things happen.

Go on, said the woman.

Well, I dont know how to explain it, but you know how you move so gracefully and effortlessly on the beach? I feel nothing like that day to day. I feel like Im stumbling on my own efforts. Im not excited about what I do anymore, or how I do it.

I see, said the woman. So, what do you think would make you feel more at peace? What do you want to change?

I wantI want to feel that Im bringing real value to my clients. I want to feel confident when I prospect that Im truly the best man for the job, not just a man who needs a paycheck. I want the people I know to think of me as an exceptional real estate agent who is deserving of their business and referrals. I want to build a successful real estate business without, well, without selling my soul, if you know what I mean.

Excellent, said the woman. Now heres the good news. Everything you say you want; everything you are seeking, is within your reach. Its already inside you. The problem is that you are ignoring your own quiet voice and, instead, youre listening to all those louder, more insistent voices on the outside telling you to do it their way. That emptiness and confusion you feel is just your soul trying to get your attention.