I think many Realtors neglect to operate as a small business. For what ever reason many of us seem to think of ourselves as employees who can rely on our brokers as a source of business and development.
If you are someone who came out of the corporate world...or maybe you had a previous career in law enforcement or the military...you always had a boss. That boss set not only a schedule for you to work, but also gave you goals and direction to hopefully help improve your performance.
...now some of you do a great job in all aspects of the business. You may be a top producing agent that long ago decided to run your business as a small business. If I just described you...congrats...you are likely in the top 3% of our industry.
If your goal is to get to that point here are a few pointers to help:
Start planning for 2013 now! If your plan is not FULLY in place by December 31st...you will not be able to hit the ground running! Here is a quick list of the opportunities you have...and can set as goals for the New Year:
1. Put you plan on paper
2. Set goals (home many listings, how many buyer controlled sales). Realize you will not sell every listing (I suggest assuming you will sell 3 out of every 4) so figure how many listings you will need to achieve your sales goal.
3. Come up with a plan as to how you will do the business you intend to do. How many deals will come from direct mail, the Internet, neighborhood prospecting, farming, friends and family, etc... If you are looking to do 20 deals figure out how many will come from each category you have selected.
4. Schedule vacation time and days off. This is one of the most important things you can do. Decide on days off and set your schedule up with those days off in mind (I am not telling you to blow off a client if they can only go out on your day off...I am saying do not schedule any work or follow up on those days and you will rarely have a situation arise that you will need to work them). In terms of vacations I suggest in your first year to schedule two firm weeks you will be away (one in Spring and one in Fall). As you begin to attract clients and you plan for showings you can let them know in advance your vacation schedule...it gives them time to plan a visit or other work related items such as inspections.
5. Layout a weekly work schedule! This may be the single most important thing you do. Schedule yourself for a 40 hour work week. Schedule your time for work, excersize, date nights, etc...if you do not allow for family time you will quit the business of get a divorce.
6. Now...determine what you will need to get to your goals (equipment purchases, blog writing, videos, visual tour software, etc..) and begin working NOW on having it all in place.
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