Ok so you’ve identified the activities you are currently doing in your own real estate sales career as well as the activities you feel the agent you would most like to emulate is probably doing on a day-to-day basis in their own career. So now that you have that down let’s focus on how to duplicate the behaviors of top-producing agents and begin making the kind of income you really want to make in real estate sales.
I'm going to guess the activities you feel the top-producing agents do consistently are activities you yourself could do, it's just that you're not doing them now ….am I right? You may be doing some of them now …or done some in the past …but you're definitely not doing all of them. You’ve either failed to take the time to identify what these activities are, or you have identified them but have just gotten off- track from doing them. Does this sum it up? Does it sound at all like you?
So how do you begin to incorporate these new income producing behaviors into your day-to-day routine and begin to do them consistently?
First take a look at how you're spending your time now. How much time are you currently spending in The Performance Zone? I know you might be saying ..."what is Eddie looking for …Hot Rod parts"?
There are 4 zones a REALTOR can be in …The top level is The Performance Zone. This is where you are prospecting daily, receiving regular referrals, using proper time management with time left over for “me-time”, and making an income that is paying your bills, allowing for savings, perks, and vacations…This is THE ZONE! (and where you want to be 80% of the time.)
The next level down is The Survival Zone. This is where your time management process has broken down, your prospecting becomes spotty, you are making enough to get by but not enough for saving for the future or vacations.
Step down to the next level … which is the where improper use of time management leads to The Burn-Out Zone. When an agent gets here they are blaming everyone and everything for their problems, they are falling behind on payments and their customer service starts to suffer. There is no time management processes, you do “stuff” when you feel like it, not when it has to be done. You start to lose clients respect by not returning calls and emails in a timely manner.
This is when you step up a half level to The Recovery Zone …The Recovery Zone is the only place you can go after The Burn-Out Zone to get back on track …This is where you put everything on hold and step back and take a long hard look at where you are and how you got there. You need a battery recharge and a new business plan …you also need to be re-motivated to your real estate career. Seek the help of a mentor or coach to help you pull out of your slump …Most will have to come out of recovery and go back through The Survival Zone prior to reaching The Performance Zone Bliss … (this is OK and expected after a crash and burn.)
Remember the list of activities you wrote down you felt the top- producing agent is doing with their time? … Write down the three activities you feel will increase your income the most if you began to perform these activities more consistently ... OK, now determine how you can best schedule these activities into your own day-to-day routine while still continuing to do the solid, productive activities which make you money now.
What you're going to have to do is make tradeoffs …i.e. replace non productive activities with activities which make you great amounts of income for each hour you work.
The goal is you are looking to achieve is a permanent change in your day-to-day habits in your real estate career for the long-term. And I guarantee if you successfully complete the transition to these new behaviors in your real estate career, you will reap huge benefits in the coming months and years as a result of forcing the change.
So now …today … begin to schedule these new behaviors into your weekly calendar and just do them! Most will say “Ok, great, I will” but few will follow through ….I want you to actually block out the time in your calendar to do your new list of business building activities. You must keep this time sacred …. Your mind may give you all kinds of reasons why you really need to do something else instead when the time arrives for you to do your prospecting for new business …. And believe me …many of these reasons will sound very legitimate to you! However, whenever this begins to happen, ask yourself the following question, If I had an appointment to close a transaction right now and my commission was $10,000, would this same excuse keep me from going to the appointment? This will get you to the truth about your excuse very quickly!
Now continue to schedule into your calendar these new activities you want to incorporate into your day-to-day routine. Discover the best times for you to do these activities ... There may be certain days and times which are better for you to do certain activities, while other activities you can complete at different times each week for better results.
As you are just now beginning to get the hang of this new approach, all you need now is a little practice. Get out there and DO IT NOW!
Eddie Brown ©2011
www.ICU-Coaching.com
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