GET OUT OF BED AND GO TO WORK IN THE MORNING, EVEN IF IT'S JUST DOWN THE HALL.

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GET OUT OF BED AND GO TO WORK IN THE MORNING, EVEN IF IT'S JUST DOWN THE HALL.

John MacArthur, a gentleman and a scholar, who uses grace and finesse to inspire agents in the office he manages, inspired me to render a bit of HARD CORE REAL ESTATE ADVICE.

GET BUSY. Do a business plan where you determine your market and your resources and and and work it hard. If the market changes, be nimble and ready to change focus with the market.

THINK ABOUT YOUR BUSINESS EVERY DAY. Remember that being a real estate salesperson is a full time job and get up in the morning and go to work, even if it's down the hall. Put in as much time as you would on a salaried job including travel time, that's about 10 hours a day at least 5 days a week.

PUT IN SOME OVERTIME. If you work 6 days a week, you'll sell more real estate and just consider that Real estate agents overtime pay. If you work 7 days a week, you'll soon have more business than you can handle and more money because you'll be closing more sales with satisfied clients.

NETWORK WITH FRIENDS AND RELATIVES. There is business there, but only if you project a professional and successful persona.

LEARN THE MARKET AND WHAT PRICE RANGES ARE SELLING. Don't pooh-pooh the small sales these days, one settlement will pay your rent or mortgage payment for a month.

LEARN TO USE YOUR COMPUTER PROGRAMS FOR PROMOTIONAL MATERIALS so you don't have to buy them from your broker. Keep your virus protection current. If your computer is down you not only have computer repair costs, you may also have to rely on office support, which can be time consuming and costly.

BUDGET YOUR MONEY. If you have spousal income until your business is profitable, you are very fortunate indeed.

SAVE WHAT YOU CAN. If you have no other source of income, stay out of the mall.

DON'T SCRIMP ON AUTO MAINTENANCE. Automobile trouble will take you right out of business. Agents need not only a clean and comfortable vehicle, the dang thing must operate safely and reliably.

TAKE CARE OF YOUR HEALTH. Real estate practice is far easier if you can climb those town home steps, walk that country lot, drive all day showing homes and not be tired. Good diet and regular exercise will pay off in stamina and that will pay off in buyers and sellers knowing that they can count on you.

The above doesn't sound like fun, does it? It isn't meant to. HARD CORE REAL ESTATE ADVICE means working hard, planning your activities and follow through, day after day after day.

ENJOY THE WORK YOU DO AND YOU'LL BE REWARDED. If you have planned your work schedule, just completing the tasks on your daily list will be rewarding and you'll realize a successful day.

Success leads to more success.

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Posted by Lenn Harley, Real Estate Broker, Virginia & Maryland on 02/27/2009 05:55 PM

Comments (69)

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69 Comments on GET OUT OF BED AND GO TO WORK IN THE MORNING, EVEN IF IT'S JUST DOWN THE HALL.

FEB

2009

Just this one statement would make 100's of Realtors immeasurably more successful - "Put in as much time as you would on a salaried job"

Lenn, your post reads as a pretty good road map for lfe in general. Especially the car maintenance one. I would add taking good care of numero uno however.

Thanks

Lenn...

The budgeting has become easier as of late ... most vendors don't even want to talk to me anymore!

Treat it like a job, a well paying one at that. If you work at home, don't sit in sweats but dress as if you were in the office. That way you are ready to go and just perform at a higher business level while in the comforts of your house. Nice thoughts and if observed will make you successful!

Excellent post! Excellent! Thank you! 10 hours a day 5 days a week is a very slow week for me. I'm living it and breathing it!

Steve. You bet. I think that's very important. Work full time and put in some over time from time to time.

Bo. Thanks. I added it.

Connie. Thanks. Good advice. Even when I'm home all day, I usually dress to be ready to go out. Of course, I do answer mail and stuff in my PJs but that's 5:00 a.m.

Richard. That's funny. Hey, maybe some of our sales calls will cease.

Jared. Me too, but I love every single minute of it.

" If you work 7 days a week, you'll soon have more business than you can handle and more money because you'll be closing more sales with satisfied clients."

This is very true the more work you put into your business the more clients you will get. Hard work pays off

Lenn, very solid points on this entire post. It is surprising how many don't want to do the "work" of work.

I agree that the budgeting has gotten easier and I think we're all paying more attention to the bottom line. You're absolutely right though, success leads to more success!

I love your list Lenn...even if it's down the hall! I live oh so simple...and we cook more at home LOL (okay, Gary does :)

Lenn, this is excellent advice for everyone in this business!...

Lenn ~ I think this is great advice for a lot of professions. I had to nod at the car point because I've been thinking about whether or not to move onto a new one. My going-on-7-year-old car is paid off. In "good times" I would have had a new car when it was 3-4 years old. Now, I make sure it is maintenanced, the mileage on it is great for it's age and it still looks good. I do a few of the other things you mention too, and until I can quit the "day job", and just walk downstairs in the morning to start work, these are common sense tips to keep in mind.

Lenn, you mean agents don't want to WORK in this market??

Heaven forbid.

Lenn I am an organized person trapped in an unogranized persons body...but I am a work in progress...and strive to do what you say.... its amazing somedays...how much time you can lose, getting lost on the Internet... :) :)

Put in as much time as you would on a salaried job

LOL. I don't think I can afford to cut back that much, in this market.

Lenn, great points, as usual. I was at a casual gathering of agents the other night and mentioned that the local numbers and stats were disappointing prospective sellers at our listing appointments. Some people were surpirsed we were even getting appointments! Of course we are, we have to keep working and going. Hopefully some day it will pay off.

have a great weekend!

Good solid advice Lenn. Seems like with all this new technology more and more people have forgotten Real Estate is a lot of work. Maybe we should go back to the MLS books and get some exercise lugging them around.

Lenn, Thank You for the free coaching lesson. I just saved who knows how much just by reading your blog, instead of paying some darned 'Real Estate Coach' to tell me! The advice you offer is much more valuable, and practical. Yes, now is the time we have to work hard, work smart, and most of all, actually work!

Excellent advice, Lenn. I love my commute - about 20 feet from the MBR adn adjacent to the kitchen with views of the backyard. No problem putting in the hours - I seem to be a 7-day per week kinda guy - and always thinking about RE since I enjoy the heck out of it. Yep, IU could balance things a bit better...

Jeff

It is difficult to have the self control to get up and do what you need to do every day. The old saying have a plan and work the plan. If you con do that this business can be very rewarding if not very frustrating . Thanks for the reminder.

Hi Lenn, It is good "Hard Core" life advise. I start my work day at 6:30 am. And I work late. I play hard, and often. I guess I pass the advice test. Oh, and sometimes I even take power naps-though I will also admit, when I awake, I usually feel the worse for it.

Sage advice, and all good points. I work from home. And you're right. I have to walk down the hall to my office, and work. Blogging is party of my work. But it's just the fun part. Too bad it's not all this fun.

Work - Work - Work ... Funny how the agents who never come to the office or want to take a low-end buyer; are the ones who are whining about a slow market.

My philosophy is ; I'll take anything and everything that is closable (and even some that have really low odds of closing). Why turn business away?

FEB

2009

Kim. Agreed. In this business, new clients can come in by phone or e-mail any day of the week. We need to be prepared.

Gary. I don't believe that many new agents were prepared for the tasks of generating their business. I know that as a new agent I wasn't. I learned quickly.

Colleen. The bottom line become more important as it shrinks.

Sally. Cooking at home is fun and saves a bundle of money. Better for your health too.

Lourdes. Thanks. Enjoy.

Kathy P. Good for you. I'm absolutely religious about automobile maintenance. Every 3,000 miles. . . . . . .

Missy. Funny. You have an office. How often do you see agents just sitting around? Mmmmmm.

Konnie. I too am trapped in the Internet. However, I multi-task and play with web site maintenance and ActiveRain at the same time.

Marilyn. HA!. Me either. At least, my commute is only about 12 feet.

Linda. Good for you. Me too. However, were it not for the buyers I send to agents in my network, most would have little to no business.

Cameron. GLAD YOU MENTIONED THAT. With the pleathora of "lead generation" systems out there today, folks think that just getting a lead is making sales. Far from it. Knowing what to do with a lead is the only thing that will lead to sales. Of course, getting leads is important but then what do you do???

Michael. Thanks. I never understood the value of real estate coaches, but I know some folks benefit from motivational speakers. I've always found them to be quite contrived, and just not real life.

Jeff. Forget balance. I'll take working my Internet presence over walking through a mall any day.

Terry. It isn't hard. It's a matter of conditioning. If you begin each day with at least 30 minutes on ActiveRain, you'll find it easier and easier. Doing what needs to be done is, IMO, largely a matter of conditioning.

William. No naps for me. If I begin to feel like I'm slowing down, I'm more likely to put in 15-30 minutes on my treadmill than napping.

Lisa. Agreed. If it were not this much fun, I wouldn't be doing it.

James. Interesting. I just polled the agents in my network last week to discuss our "low price" for referrals. They all came down in price ranges to accept from me.

All of this is great ways to get it done. I know a few fellow agents looking for jobs. Im looking for listings and buyers.

Laura. Way to go!!! That's what it takes to last in a down real estate market.

Lenn - Just when I don't think there is another way you can be supportive, you post a detailed guideline for success. Thanks. I will add sharing this to me "to do" list.

John

John. Supporting each other elevates us just one step ahead of our competition.

I'll find them. You sell them.

Lenn, I have to say that I also try to stay positive amidst it all and stay away from those who are not. Negativity spreads like a cancer...

Lenn, "Success leads to more success" - great quote there in the end. Super post in terms of getting back to basics, work hard, work harder and move foward. The agents that complain and whine will struggle the most. I just read another post regarding "The WIT - whatever it takes" program which is so true too. A strong work ethic leads to success every time I believe - just takes consistency and confidence. ~ Chris

I find the daily TO DO list invaluable, I have learned if I get two or 3 things crossed off its progress. If I get the whole list done, wow, and I make a new list, otherwise I carry over the yesterday one. Thanks for a comprehensive daily work schedule. Nothing better than having a good source to compare my own daily chores to. :)

Barb. Indeed. I'm not negative, just realistic and experienced. I know these downturns do not turn around overnight. It took about 5 years in the making and will take at least that in the mending. So, I plan and execute. Can't just sit around.

Chris. I read Teresa's post too. She's absolutely right.

Gail. I have a very real "routine" that I follow every day. It's fungible but it guides me to get the necessary things done timely, like post Localisms.

You know, I have to make it a point to be dressed and ready for business even on those days I am working at home! So often, there is a strong temptation to throw on a robe, grab a cup of coffee and head for the computer. But there is some sort of phychological edge to being ready to run.

Same here Patricia. I got a call from a builder yesterday that they had a finished home "come into inventory".

I was there in 15 minutes to get photos to feature in a post.

The local builders are good to me and I don't plan to keep them waiting.

Another great piece of advice and business and life 101. I do most of my work at home and must admit I enjoy dressing casually but when you work at home it doesn't take much to get into business attire. Sounds like you've developed a great relationship with your builders. I'm sure they appreciate your exposure on the Internet.

Alan. You bet. I closed three luxury homes in Loudoun County last year accounting for about $77,000 in commissions.

You bet I have a good relationships with them. We work together and it produces.

Lenn, what a clearly written method and plan for success in anytime. Didn't someone say, "Living with a plan in all ways is better than living without one?" I watch people sometimes who go to the office, sit and wait for the phone to ring. I call this, "playing office" and I have not seen it work yet. Much prefer your approach. Especially including self-care, auto-care, etc. It seems whole life oriented.

Hi Lenn... As usual, this is sage advice. These are challenging times for most of us, but nothing bothers me more than those who complain about their business but are not willing to make the sacrifices to be successful in this business. I believe that my only real competition in this business is the agent who is willing to work harder at being successful in real estate than I do.

Life according to Lenn - always a lesson to be learned. Getting up in the morning is the best advice to start. I see too many people who don't take that first very critical step - even if it's just down the hall to your office - as mine is. Too many people are 'fixin to' do something but don't follow through. I think it was Zig Ziglar who bemained the biscuit people. If you've ever watched biscuits cook, the first thing they do is settle out a little - kinda squat down before they puff up and cook. The problem is too many people kinda squat down to rise but get cooked in the squat. That mental image has stuck with me for years and motivates me to rise up every day.

Lenn --- great post ---- everything you said I agree with. I am going to re-blog this in hopes that I can get it to my sales agents. Thanks for writing this so that I don't have to.

Mama Liz's Signature

Lenn- I think we all can use more of the staying healthy tip. I tend to put my exercise on the back burner when things get busy. I have to force myself to take the time to get physical:) Always working on that one!

Katerina. I'm on my way downstairs right now to put in a mile on my treadmill. Got to do it.

Liz. Get the word out. Tell them to get buzy.

Gene. Indeed. I firmly believe that our success can be measured by how anxious we are to get to work in the morning. I can't wait.

Steve. Folks don't complain to me. They know I have no patience with it.

Kelly. Tell the complainers to stop procrastinating and get to work.

Lenn, I get up a 5:30. I do this so I can meditate, work out, eat, shower and be at my desk by 8:00. I get more done by noon than most folks get done all day long. I don't take breaks. I work until I'm done.....usually around 6:00. Then I get up and do it all over again.

Lenn thanks for all the great advice. We do need to work overtime sometimes to make a living

Always nice to have a good kick in the pants every now and then. In this economy, it's all about getting it done.

Thanks for the shot in the arm - I needed it!

That was a wonderful post! I wish that all realtors would read it and live by it. So much work could get done if it was treated like a full time job!

I'm putting in too much overtime these days - I have to balance driving the business with hugging my kids (and wife).

I like "stay out of the mall!" Good post, Lenn.

Mike in Tucson

MAR

2009

LENN

It is always surprising to me how the agents producing the least work the least. You are right, you have it give it your all to make it work for you!

Allison. Of course, the opposite of that is true too.

Mike. You'd be surprised at the number of agents who, when things are tough, they reduce business expenses like advertising but not personal expenses.

Jeff. There's no charge for hugging. That's a great way to spend personal time. Beats the mall.

Jamie. I'm surprised this didn't get featured. But, I've written similar posts before that did. The message is just more important now.

Dena. Anytime.

Roger. Indeed. We have to stay a step ahead of the economy.

Ross. Overtime is good and it pays well.

Bryant. Good practice. I know you're a hard worker and I know you answer your phone. I work from about 5:00 a.m. to about 6:00-7:00 p.m. and enjoy every exciting moment. I leave my phone and e-mail to go to the Post Office to pick up checks and to the bank to deposit them. How's that for entertainment. Of course, in a month or so, I'll be polishing up my favorite flyrod and stopping by the pond at a house I just closed on. I got written lifetime fishing permission at settlement. Is this a great business?

Thanks for outlining the good stuff. Since I've joined KW everyweek has brought new discipline to my real estate practice. Time blocking for lead geneeratoin is awesome. Setting specific times of the time for call backs use my time more efficienty. Setting goals and meeting them are fun. Really enjoyed this and joy in each moment is what it is about. Be well

Thanks Janice. KW is a good marketing model. Indeed, set goals and stick to them. You'll feel so good when you reach them.

Lenn,

Are you serious saying "SAVE WHAT YOU CAN. If you have no other source of income, stay out of the mall."?

I already started thinking that the only way to survive is to spend so over your head and means, that you become a hero just for doing it.

Life is fun. We are spending $39 Billions a day (yep, a day) and have already planned to spend more than two wars cost us.

And think of the octoplet mom. Everyone said she was crazy doing it without the means to support them, but guess what! She may be smarter than everyone else. She now has offers, and looks like she turned down a $1 Mil dollar generous offer, because she has other offers on the table.

Isn't it that if you go absolutely crazy, then you are OK? And you are advocating old way, with hard work, counting every penny, being wise with spending. Instead of spending $1 Trillion on. let's say, lead generation...

Lenn: This is great advice for real estate agents, as well as anyone who is in business for themselves. Homes are being bought and sold, homes are being staged. There may not be as many transactions taking place, and they may be a little more challenging, but someone is getting that business. Might as well be you and me!

If I am not staging, I am upgrading my web site, writing a newsletter, making phone calls or in some other way marketing my home staging business. Every day, 5 and sometimes 6 days per week. There is still fruit on the home staging tree and I'm out there picking it.

Jon. Have fun. It would be a trip to just spend with abandon.

As of today, I refuse to believe that the octoplet breeder actually happened. It's a fig newton of someone's imagination. The press has been duped.

Michelle. Me too. I'm taking advantage of every opportunity. I'll probably even sell some real estate this year myself since many of the agents in my network haven't changed their focus from entertainment first to selling real estate first.

Lenn - great post as usual, thanks for the reminders. You have to be committed to real estate and put in the time to be successful.

Lenn- My 6 year old was just telling me how much he wants a WII. I started looking into it and noticed all these grown ups on Twitter talking about using WII to get fit. I had no idea! I thought it was to play games. I love dancing and yet can't get out to dance as much with a 6 yr old tagging along:) so I have been doing some research on the WII for dance fitness and all the other fitness programs. I was quite impressed on some of the let's say, more senior people, that are losing weight and loving it. Hmmmm, that would be something we could do together as a whole family:)

Katerina. Mmmm. I thought a WII was a computer game.

Geez. I've led a very sheltered life.

Lenn, Very well said indeed. I would be thrilled to just work 5 days a week. Wow, what a thought :) I've had a few past clients decide to sell Real Estate, so they could pick and choose their hours, all the while rolling in the big bucks. ROTFL...we know how long that lasted! Tried warning them. Everyone thinks we are overpaid. They have NO idea. Now, more than ever, we had better hit the streets hard, as you said.

My office in Nashville was great. We had savings plans through the company. I would only get 50% of my earnings. 25% went into a tax account, 15% was put into an investment account and the other 10% was my vacation money. Loved having that choice.

The mall? What's that? We've only got one in a three-county area and we don't ever go there.

SAVE WHAT YOU CAN. Underrated, outstanding advice. Having a little put to the side will also do wonders for the attitude and outlook.

Lenn- I came looking for some good old Lenn advice, or as you say "hard core real estate" and as always wasn't disappointed. I try to follow a routine each day, and get off Twitter and other sites by 9am. This is my "time to start work" although I have checked and answered emails, done my Internet stuff, and everything else before officially clocking in at 9 :) That "going to work" keeps me focused on what I should be doing.

Hi Lenn, thank you for the great advice! It's back to basics for me this year.

MAR

2009

Zilkia. That's a good practice.

Kathy. Good for you. I start early on e-mail and ActiveRain but that's all part of my work day.

Philip. You bet. Too many agents live from check to check. Get a check, spend it and then sell another house. What were they thinking when they went on vacation???

Jeff. HA! That might be a blessing.

Elizabeth. Interesting. Managing money is critical to have some available when the market slows down.

MAR

2009

Key words: Get up and go to work!

Sandy. You bet. That's fundamental.

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Lenn Harley, Real Estate Broker, Virginia & Maryland

Leesburg, VA

More about me…

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate

Address: Lovettsville, Fairfax, Arlington, Alexandria, Stafford, Woodbridge, King George, Fredericksburg, Leesburg in VA., Rockville, Laurel, Columbia, Baltimore, Waldorf, Frederick, Eastern Shore, Bowie, Harford, Annapolis in MD. , Maryland, Virginia

Office Phone: (800) 711-7988

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Maryland and Virginia real estate agents and brokers serving buyers and sellers with experience. Search listings in Maryland and Northern Virginia and get daily updates of new homes for sale by e-mail. Contact Lenn for a tour of homes. REALTORS available every day for home tours. Homefinders network of experienced agents and brokers includes new home specialists, resale specialists and luxury home experts. We can help you with your home buying needs. Homefinders offers discounted 5% listings for Maryland, Northern Virginia home owners. Experienced agents helping buyers and sellers in the Washington Metro area since 1985.

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