If you’re not used to it, taking off from John Wayne Airport in Orange County can be an interesting experience because of the unique protocol that pilots have to follow. Pilots use almost full throttle during take off; then when the airplane reaches about 1,000 feet the pilot pulls back on the throttle, which passengers can feel. In fact when the pilot throttles back it can feel like the plane is falling! It’s not-but it feels like it does!
Boeing 737 MAX 8
Why do they do this? Pilots pull back on the throttle once they reach a certain altitude as part of a noise abatement procedure, designed to reduce the noise pollution to the homes south of the airport. Full throttle is used because John Wayne’s runway is pretty short (a little over a mile, I believe) compared to other major airports in the area. So airliners need to use more power on takeoff (than they would on a longer runway) so the airliner can generate enough lift to fly.
An airplane requires the most power on takeoff. After all to get an object that is firmly on the ground up in the air takes a tremendous amount of energy! Once an airplane is at the proper altitude, the pilot can then ease back on the throttle and let the plane “cruise” in level flight, using less energy.
In the same way if you want to make your job easier everyday it’s important that you remain in level flight, as opposed to having to use so much energy to taking off and landing, taking off and landing, taking off and landing, day in and day out.
What do I mean by this?
When the market is “hot” (as it is right now) I often see that people stop doing the basic things they would usually do to close the sale or retain residents, because the demand for housing means that you could nothing and people would still rent! Then when the market gets soft and they have to work harder for every sale, or to retain every resident, they discover that they have to re-learn the same basic skills and get back in the habit of using to using those skills everyday. That takes time and energy … often resulting in they’re losing sales and/or residents.
What is the solution? Instead of throttling up and then relaxing and then throttling back up and then relaxing, why not simply stay consistent in what you need to do every day? In other words just get in the habit and stay in the habit of doing what you need to do, how you need to do it, when you need to do it!
Let me give you some examples:
- Block out time every day to follow up with prospects
- Instead of simply giving up when someone doesn’t want to rent from you, try to overcome their objections
- Wave, smile and say, “Hi” to that problem resident that you really don’t like (and secretly wish would move out)
- Answer the phone within two to three rings (especially when you don’t want to)
- Respond to messages and emails within one to two hours, and at least by the end of the day.
When you do this-when you remain in level flight- you’ll find your performance will not only increase now, but you’ll be better equipped in the future when success requires you to spend extra time, energy and effort. It may like more work now, but believe me, it’s worth it!
