Succeeding In Real Estate And The Perfect Daily Schedule
Why a daily schedule? Why a schedule at all? If you are not controlling your time then who is? If you do not have a specific plan and goal in mind for your work day then will anything get done? Maybe the things that do not matter. Do airports just let the planes land and take off whenever they want to or are they scheduled? To succeed in high volume you need a specific plan and schedule. Your success is not going to happen by accident. You are not that lucky. You do however, have to be that good.
So here goes:
07:30am - 08:00am - Arrive at the office, check the files, prepare your areas of prospecting
7:30AM!! Are You out of your mind?? That's the response from the non or low producer.
In this market do you think you have to work more or less? Does it take more time and effort to put and keep a transaction together or less? If you are making less money then you did - then do you have to work less or more? When there is less business out there then you have to work even harder and longer than you ever did before. Get in - get ready - get to work!
08:00am - 08:30am - Role-play, practice scripts and work on skills
When you are making less money - do your skills have to improve or can they stay the same? When the competition is getting better - can you stand still and not grow? Athletes, performers, etc. practice every day - so why don't you? And they are making more money then you - aren't they? What better way to start the business generation process then to warm up and sharpen your skills.
08:30am - 8:45am - Review production goals and personal goals, do your affirmations
What are you trying to accomplish? What is the big picture? Why are you here anyway? Remind yourself why you are going to prospect and how it is going to help you and your family. Focus on the ultimate prize, tell yourself that you can do it. If you believe it - you can do it
08:45am - 10:00am - Prospect, lead generation
This is the most important thing that you can do every day. Everything starts here - in lead generation. Remember that if you do not do this then you are not going to get paid in the amount that you and your family deserve. The buyers and sellers are not looking for you then you had better be looking for them. If you don't then someone else will - it is your choice - succeed or fail.
10:00am - 10:15am - 15-minute Mindset Break
OK, so you got rejected a little, you got knocked around a bit, SO WHAT! Have a 5 minute Pity Party and then fill your head with all of the positive things that will keep you going. There are so many things that you have to be grateful for, so many wonderful things in your life. Don't let some idiot stranger throw you off track and keep you from having the great life that you deserve.
10:15am - 11:30am - Prospect
Back to work. Your goal for today is between 25 - 50 contacts. You can do it. You are ready to conquer the world. This is your year to make MONEY. Nothing is going to get in your way. You are the best there is. The buyers and sellers are waiting for you to call. The buyers want to buy - make reasonable offers - do what it takes to close. The sellers want to sell - price their home correctly - have you handle the transaction. You will do whatever it takes to succeed. You have the knowledge, the skills, the determination, the commitment, the power to succeed. You are unstoppable! So go get them, tiger.
11:30am - 12:00pm - Organize leads generated for follow-up and return phone calls
Income producing activities are important and so are income servicing activities. Take care of the details that are part of giving great service. Follow up with your leads, clients, customers, engineers, appraisers, mortgage brokers, attorneys, expediters, other agents, etc. A portion of your day should be devoted to income servicing but not all of it. You need to strike a correct balance of income producing and income servicing activities
12:00pm - 01:00pm - Lunch
You worked hard, so go relax and get a bite to eat. Go to a different place each day and talk to someone new. Take a past client out to lunch. Get together with someone from your center of influence. Just don't go to the same place every day and with the same people. Be versatile, explore, expand your knowledge, learn and grow even as you relax.
01:00pm - 01:30pm - Lead follow-up and set appointments
On average you have to close 5 or 6 times before you get a positive answer. Most agents, however, quit too soon. Remember, it may take several attempts to set an appointment. It may also take several follow up calls to list or sell a property. You just have to keep trying. Cliche time - A winner never quits and a quitter never wins.
1:30pm - 02:00pm - Pre-qualify all appointments
Do you like wasting your time? Do you like going on unqualified listing appointments? Do you get paid for chauffeuring around unqualified buyers? Pre-qualify ALL appointments. Ask all of the right questions (you want 'em - I got 'em), get all of the right answers and then make a decision whether YOU want to work with that particular client or customer.
02:00pm - 02:15pm - 15-minute Mindset Break
Read a book, listen to a motivational CD, take a walk around the block, go feed the ducks, take a nap, get away. Then come back even better then ever, more relaxed, more focused and re-charged and ready to take on the rest of the day.
02:15pm - 03:00pm - Prepare administrative work for appointments
Get your CMA together, make sure you have all the right forms, fill them out as much as possible - basically get your paperwork in order. How do you look to your seller with the wrong or incorrect paperwork? Know where you are going and how to get there. If you get lost with your buyers - how professional do you look then? You don't want to show up on your appointment (buyer or seller) unprepared. If you do then your credibility goes out the window.
03:00pm - 06:00pm - Go on appointments, preview homes for sale, or do additional prospecting
Your daily activities have led you to this moment. Your goal is to have 2 appointments (buyer or seller) per day. One at 4:00pm and one at 6:00pm. If you have not scheduled any appointments then prospect, preview, practice or anything else that will benefit your business.
Then GO HOME with the knowledge and satisfaction that you did your job today - no matter the outcome. AND come back tomorrow to do the same.
Are you wondering whether you should follow this schedule or not? Then ask yourself this - If I show this schedule to my clients: 1. Will they feel that I am actually working? 2. Will they think that I have a real job? 3. Will they tell others how professional I am? 4. Will they want to refer me or work with me again? If the answer is yes - then follow the schedule!
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