I frequently encounter a problem in small businesses which, if untreated can be lethal.

Procrastination.

Unfortunately, I've even encountered this problem in myself from time to time.  Of course, self-diagnosis is very hard as none of us really want to admit that we're putting off work.

So why do we procrastinate?  I've found it's because I'll view a task as too hard, so instead I'll focus on all of the nice easy tasks at hand.  The problem is, it's usually the hard jobs that are urgent or really need to be done.  So, instead of calling the client with the news about the declined loan, you'll spend your time photocopying or filing, for example. 

The funny thing is that most of us find that when we take a big breath and actually get started on the jobs which we have procrastinated over, they're not usually as bad as we thought.  That is, unless they've been left for so long that they have turned into a serious problem.

I can't say that I'm a guru of not procrastinating, as I still find myself doing it from time to time.  I now try wherever possible to put the hard jobs to the top of my list and get them done first, because after they're done, the rest of the day becomes easier.

Loan scenarios are a perfect example of procrastination in action.  Have you ever done this?  You begin speaking with a client and their situation seems very difficult.  You tell them that you'll research it and get back to them.  When you get off the phone to them, you have no idea where to start.  The consider it for a while and then you call a BDM or Relationship Manager with either your aggregator or a particular lender.  As usual you don't get them first time (BDM's are notorious for being busy) and so you leave a message for them to call you.  You can then forget about that scenario until the BDM calls you back as you've done all that you can do in the meantime.  Correct?

Probably not.  Are you prorastinating by handing the problem off to someone else?  Remember, while you are waiting for the BDM to call you back, the client may not be just sitting around waiting, they may be speaking with other brokers or researching their own options.  And if by chance they find someone who is a bit more pro-active, then you may lose a customer.

So, how do you avoid procrastination in that scenario?  Try exploring all options as a matter of priority.  Here's an example of an action plan:

1. Post the scenario on the scenario section of the BrokerMentor forum - you've then opened up the opportunity for many people to provide you with a solution.
2. Call your aggregator BDM.
3. Do you have a network of other brokers who you know?  Pick up the phone and call other brokers in your network and run the scenario by them.  If you don't know anybody, look on visionms.com.au and find brokers who have identified themselves as specialists in that particular area.  Call them.

The best brokers are proactive, if they call one number and can't get hold of somebody, then they'll try another number and then another number until they find the answers they seek.

Now I just need to make sure that I practice what I preach...