Special offer

Work When You're Working

By
Services for Real Estate Pros with Marte Cliff Copywriting

A couple of days ago I reblogged Clint Miller’s excellent post on things you must do if you plan to be a successful real estate sales person.

One of the points he made was that it is vital to stick to a set working schedule – not allow yourself to decide that you don’t feel like working today. I agree with him. I also think it’s important to “Work when you’re working.”

I can’t count how many times I’ve watched real estate agents sitting at their desks gossiping, or shopping on line, or playing video games. Now there are even more ways to fritter away time – such as playing around on Facebook.

Why do they do this?

For one thing, it’s awfully easy to get pulled in when someone else wants to waste their time talking about last night’s episode of some TV show, or gossiping about one of the closers at the Title Company, or telling their tales of woe about spouses, kids, or in-laws.

Sometimes those folks just come right on over and pull up a chair and start talking.

While it isn’t a great policy to be rude to co-workers, you do have to find a way to take back your time. You need to learn to say “Gee Helen, I’d love to hear about that, but I promised to have this done by 2:00. I need to get back to work.”

When the person trying to steal your time is a guest who just walked in to visit knowing that “You aren’t doing anything” because you’re at a desk, you can use the same tactic. Or… if you know the person is too rude to take that hint, you can look at your watch and say “Oh gosh! I didn’t realize it was so late. I have to be somewhere in 15 minutes!” (It's not a lie, you have to be anywhere except sitting there wasting time!)

Then excuse yourself and actually leave the office. If you think your guest will hang around talking to everyone else, use the time to check on your signs or refill your brochure boxes. (Of course you do have extra copies in your car at all times, don’t you?) You could also pick a neighborhood and drive through looking for FSBO’s – if you find one, stop and offer your free report. Maybe there’s a home nearby that you’d like to preview – use your cell phone to call the agent and see if you can go there right then.

Now for the toughest one… what if it’s YOU who is stealing your time?

This happens for a lot of reasons. Sometimes you’re just plain tired or discouraged. You might need to schedule an evening out just having fun. You might even need to schedule a day or two away from the office, doing something totally unrelated to real estate. Everyone can get bogged down when they think about the same thing day after day, and if you’ve just had a disappointment after working hard on a transaction, depression can also set it.

That’s when you need to do something pro-active to pick yourself up - wasting time is apt to make you feel even worse.

But often, not working when you’re working is because you haven’t set up a system to reach your goals. You haven’t told yourself what you need to accomplish each day, so when you find a free hour you don’t know what to do with it.

This can especially be a problem if you really have just an hour or a half hour before your next commitment. Everything you think about doing seems like it will take too long – so there’s no sense getting started and having to stop.

What’s the cure?

Make a list and keep it handy. When you have a free half hour, take out the list and choose a task to fill that time. Start with things that will only take a few minutes.

  • Follow up calls to current prospects
  • Staying in touch calls to past and present clients

For both of these, put names and #’s on the list so you don’t have to hunt for them. Then when you call, note the date next to each name… so you’ll know where to begin next time you have those extra few minutes.

  • Checking your briefcase to make sure you do have those extra flyer box brochures in case you see a box that’s empty.
  • Transferring notes on phone calls, etc. to the permanent file on a current transaction.
  • Uploading photos from your camera.
  • Checking the MLS for Expired listings.
  • Working on a post for Active Rain!

Now, for those times when you have a whole day with nothing scheduled, add some items that can take an hour or a few hours:

  • Following up on all your leads
  • Writing an ad for your new listing, or updating an ad for an old listing.
  • Working on marketing copy for print publications.
  • Writing a letter for your autoresponder series.
  • Writing a prospecting letter for mailing
  • Updating a property brochure for a flyer box
  • Working on your own personal brochure
  • Creating a postcard to go to your farming area
  • Working on your newsletter
  • Working on your “special reports” for buyers and sellers
  • Writing another Active Rain post
  • Taking new photos to use in a Localism post

 I know you can add to both of these lists – they’re just examples of what you might include - the important part is to make them so that you do have something positive to accomplish when you find yourself with a little free time.

I don’t know the “why” of it, but sometimes even when you know there’s plenty to do, you just can’t think what it is! And yet, you know that when the hour or so is up your brain will kick in and you’ll say “Darn, I could have used that time to… “

So make the list - don’t let free time turn into expensive time because it was wasted time.

Marte Cliff Signature Block

Since you DO have plenty of things to do each day, you might also enjoy reading these two posts about the "Highest and best use" of your time.

Delgate the Busy Work and Should you be Writing?

 

Comments (56)

Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Marte,  Just doing some house cleaning and organizing myself.  We have a very friendly office and it is easy to get into some time wasting id I'm not careful.

Nov 13, 2009 06:51 AM
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Marte,  Just doing some house cleaning and organizing myself.  We have a very friendly office and it is easy to get into some time wasting id I'm not careful.

Nov 13, 2009 06:51 AM
Sabrina Kelley
ERA Herman Group Real Estate - Woodland Park, CO
Woodland Park Colorado Mountain Homes and Land

Time blocking is critical to success. It is so easy to get distracted from reading the newest version of contracts and real estate law. If you have to be distracted do it here at Active Rain. I have to block time for AR or I would be here endlessly learning and networking.

Nov 13, 2009 07:59 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I agree! Unless I have comments to respond to, I try to discipline myself not to come here until I get the day's scheduled work completed. Otherwise... I could read all day.

Nov 13, 2009 08:07 AM
Anonymous
Anonymous

Marte, I could not agree more.  When I worked in a larger office, there was more endless chatter and gossip than a day at the old beauty shop--ouch that certainly dates me.  lol  This is why I started working at home--permanently.  Yes I miss the lunches and the contests, but I think I am getting over it.

Nov 13, 2009 09:20 AM
#43
Jean Hanley
Coldwell Banker Kivett Teeters - Hemet, CA
Specializing in Folks Who Want To Buy/Sell Homes

Marte, I could not agree more.  When I worked in a larger office, there was more endless chatter and gossip than a day at the old beauty shop--ouch that certainly dates me.  lol  This is why I started working at home--permanently.  Yes I miss the lunches and the contests, but I think I am getting over it.

Nov 13, 2009 09:27 AM
Steven M. Starnes
Clark Realty Corp. Orchid Isle Office - Hilo, HI

Excellent advice.   I'm trying to spend about 20 or 30 minutes everyday on Activerain to pic up tips like this.  Even though I've heard or read simliar advice, it is a great reminder to keep me focused.

Nov 13, 2009 09:44 AM
R. Greg Osmond
Sutton Group-Capital Realty Ltd. - St Johns, NL
MBA, Red Maple Realty

Marty,  My second comment on this post.  Congrats on the feature.  I thought you had a good one there.  

Nov 13, 2009 10:10 AM
Michelle Gibson
Hansen Real Estate Group Inc. - Wellington, FL
REALTOR

Marte - Great advice.  Everyday I work from a list and from home, it's the only way I get things done.

Nov 13, 2009 12:57 PM
Raine Carraway (Michelle Carraway)
EXP Realty - Lenoir, NC

Thanks Marte,

 Sometimes it can really be hard to focus on work in the office, especially in those with shared or open office setups, or cubicles. I've found the best thing to help me stay focused is using a planner with 15 minute blocks, and setting a timer [I have a free one I downloaded for my desktop] to remind when when it's time to switch - when it goes off, I can say "love to keep talking, but I need to get started on..., anfd I'm telling the truth". I've also started working from home 3-4 days a week - it started because of medical restrictions, then I realzied I got more done on light bedrest than I did at the office many days, so it's become a permanent thing.

Nov 13, 2009 01:19 PM
Damon Gettier
Damon Gettier & Associates, REALTORS- Roanoke Va Short Sale Expert - Roanoke, VA
Broker/Owner ABRM, GRI, CDPE

Great post....in my classes I always ask my students how much they would pay themselves if they were looking over their shoulders all day long.  When they are honest they admit, not much.

Nov 13, 2009 01:43 PM
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

This is a great reminder for me to get back to time blocking!

Nov 13, 2009 03:16 PM
Emily Lowe
RE/MAX Homes and Estates, Lipman Group - Nashville, TN
Nashville TN Realtor

I'm ALL ABOUT THE LISTS!!! Otherwise, I can't stay focused and I end up wasting time as well!

Nov 13, 2009 03:19 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Damon - does that get your agents moving? I think that's true in a lot of businesses - it's really annoying to go into a store or a government office and have to stand and wait while the people behind the desk finish discussing someone's baby shower or what they plan to cook for dinner tonight. But it happens all the time - no wonder things don't get done!

Raine - I love the idea of a timer. I didn't know there was one to download. (But I suppose I should have assumed there might be!) One of the all time great copywriters always set a timer for 33.33 - then got up to take a 5 minute break. He said it kept his mind from getting stale when he got up and moved his body every 33.33 minutes.

Jean - people still go to beauty shops and gab. I wish I'd get there a little more often.

Steven - If you read here every day you'll get a well-rounded education. I love how everyone brings their ideas and experiences to any given topic.

Michele - do you have a system for shutting out all the distractions that home offers?Now that I'm home I whine about the interruptions - then my husband reminds me that there were even more of them when I worked in an office.

I have formed a habit of not answering the phone. Because I'm a copywriter most people don't have a clue about what I do, so they assume that it is OK to call any time of the day or evening just to chat. And since I have a couple of acquaintances who pay no attention to "I need to get back to work now," it's easier to just let the machine answer and then return the calls that are important. (My clients or my kids!)

Greg - thanks for the congrats. I was a bit surprised by the feature.

 

 

Nov 13, 2009 03:29 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Sharon, when you do time blocking do you set specific blocks to do showings and listings? Or do you do it one day at a time so you have some idea of what you'll need to do each day?

Nov 13, 2009 03:32 PM
Karen Poss
Coldwell Banker Pinnacle Properties, Florence Alabama - Florence, AL
Realtor - 256-366-6292 - Search Florence Al Homes For Sale

This post and some of the comments are exactly what I neded to hear today.  I work mostly from home because I can consentrate better with out all the office "clatter".  But lately I have been second guessing myself and wondering if this was a mistake.  Sometime I feel I am "missing out" by not being at the office.  Thank you all so much for reaffirming what I already know.  Work where you work best. 

Nov 14, 2009 12:49 AM
Raine Carraway (Michelle Carraway)
EXP Realty - Lenoir, NC

Marte,

 The timer I use is a "gadget" for the Windows sidebar. I think it only comes with Vista, but it's pretty handy. You can download diffrent tools for it by going to http://gallery.live.com/results.aspx?bt=1&pl=1

I use the timer [I think it's listed as alarm clock in the search] with a visible clock & automatic alarms for 5, 10, 14, 30, & 60 minutes or custom times, and also have a calculator, weather display, claendar reminder, and notepad on mine. There are lots of free productivity tools, as well as games and things.

Nov 14, 2009 02:32 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Karen - Isn't it great when you hear support for your decisions?

Raine - Thanks for sharing that link with us. I'm still running XP, but having SOOO many computer glitches lately that I think it's time to invest in a new computer. I dread making the change, but think pretty soon I won't have a choice.

Meanwhile, I have a question for everyone... Do agents still do floor time, or is that a thing of the past?

Thanks again to all who have commented!

Marte

 

Nov 14, 2009 04:38 AM
Heather Fitzgerald
REALTY WORLD-Harbert Company, Inc. - Greenwood, IN
REALTOR Greenwood Indiana Real Estate

This is a great reminder to keep us organized and on task. 

Nov 14, 2009 11:12 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Thanks for stopping by Heather!

Nov 14, 2009 11:25 AM