Another consideration I teach my new agents is to not avoid areas with other agents. 

When picking your area, go where other people avoid. People tend to avoid areas they believe are dominated by somebody else. When everyone believes this, it becomes the perfect place to go. These areas are like the hills. They haven’t had any new agents around for years. 

That is how I got established in the game. I went to areas others were afraid to go to. I set my territory up where others supposedly dominated. You can do the same.

Don’t listen to someone who tells you, “Don’t go there, someone already dominates that area.” 

No one is ever as dominant as you think. Never shy away from going to someone else's area. By going there, you are taking action. Most of the time, those who are “dominant” in an area aren’t still doing the work. They are riding on residual business from past efforts. They are no longer really active there. This makes the area an easy target for a takeover.  

The fact that you are there and doing the work is your great advantage. 

It’s a pay-to-play game. You can outspend anyone with any of your resources. That includes time. By putting in the time, you can outwork someone who is no longer putting in the work. 

That is how some agents go from being zero to number one in as little as a year. The person who supposedly rules an area doesn’t have time to actually go visit their zone. They are busy with other things in their business. The y are not putting energy into their established ones. They spend their valuable time resource on maintaining their top clients. This means they can’t defend their territory. Areas supposedly controlled by top agents are ripe for takeover by new agents. 

Established territories are the Achilles heels of top producers. Mark these territories on YOUR map and go after them! I’m sure you will surprise yourself with how successful you will be there! 

It’s time for another ACTION STEP!  Go back to your notes on the neighborhoods you identified earlier. It’s time to research them further.  You are going to research and evaluate everything we’ve just covered - turnover rates, hill slopes, other agents etc. I’ve included a downloadable worksheet to help you.  

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