There’s always a short game running within your long game. This involves day-by-day activities that help you reach your long-term goals. However, you must manage your short game in a way that protects your long game.  Your short-term game is your daily knocking activity. You must do it while keeping your long game of a steady client pipeline in mind. You don’t want to damage your reputation or your long game by making the wrong decisions in your short game. 

For example, if you are door knocking in the rain and you're drenched, and look horrible, it’s time to quit. It’s no longer acceptable to continue that day’s game in your current condition. It doesn’t matter that you haven't yet hit your daily target. You are not presenting yourself in a favorable light. Finishing will damage your long-term game. Meeting your daily target in that state is not worth it.  

Another consideration to your short-term game is how much time you are spending servicing clients. This is time lost to acquiring new ones through door knocking. The job of your short game is to fuel your long game. Your short game picks up the leads that you’ll nurture over the long game. If you are servicing leads in your short game more than you are generating new ones, it’s time to re-evaluate your game. Your long game won’t have enough traction without those steady leads. Your long game won’t be self-sustaining. Until it is, you need to redirect your time to prospecting and feeding that long game pipeline. Keep managing your short game decisions as part of your long game. This is how to best manage your time and keep your long game healthy.

I tell all my new agents this. You’ll never have as much time to feed your pipeline as you do in the beginning of your game. Take advantage of that. Keep knocking, even if you think you are already leveling up in your game. A well-fed pipeline will continue to fuel your business for years to come. Even when I have a well-fed pipeline, I continue to door knock. I continue to make time for it because I know how valuable it is. 

ACTION STEP: Start Long Game Tracking. After this video, I want you to look at your long versus short game. Track how much time each week you spend servicing your clients compared to door knocking.  I’ve included another downloadable worksheet to help you track and evaluate this. 

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