Having way too much fun with my niece showing her around San Francisco the last couple of days! 

And you can have a lot of fun getting new listings with a Japanese philosophy that works for Epic listing agents.

It’s called Kaizen.

Kaizen is based on the philosophical belief that everything can be improved upon.  In small things and large things.

And what this means for us listing agents is that we can make small incremental changes in our prospecting techniques.  And when they are small, they don’t seem so fearful.

For instance, let’s say you want to increase your listing leads by knocking on doors around listings and sales. 

Your amygdala in the back of your brain freaks out when you think of going and knocking on 50 doors in a neighborhood.  The amygdala, from the Greek word for almond, controls autonomic responses associated with fear, arousal, and emotional stimulation and has been linked to neuropsychiatric disorders, such as anxiety disorder and social phobias.  It’s your fight or flight response.

So to side-step the amygdala and not freak out, take small steps.  If you break your prospecting project down to baby steps, you don’t freak out.

So maybe instead of thinking about knocking 50 doors, day one, figure out which doors you’re going to knock on.  Day two, you write down what you’re going to say.  Day three, you go and knock on 2 doors.  Next day, 4 doors.

And the next thing you know, you have developed the confidence to go out there and knock on 50 doors without going into a panic.

Little by little.

Remember the Chinese proverb, “A journey of a thousand miles begins with a single step”.

You can use Kaizen for any prospecting method or any part of your listing business where you don’t want to do something.

And then once you become stronger doing it, your listing leads will start filling your pipeline!