Why Ninety Percent of Real Estate Agents Do the Wrong Thing

Real Estate Broker/Owner with Broadpoint Properties Cal BRE #01324959

real estate activitiesCongratulations real estate agents, you’ve just about made it to the halfway point for your 2016 year. Have you had time to reflect on your business plan? Are you meeting your goals? Are you exceeding them? Or, is it time to re-calibrate and make some changes? As you look back on the year so far, you’ll want to make sure that you are using your time wisely—that you are doing the right things in order to get more deals closed and put more transactions into your sales pipeline. Of course, if you had a crystal ball, then you'd be able to predict what works and what does not. But, since you probably do not have one, here are some tips to consider as you evaluate where you are at so far this year.

Are you taking the right action?

Here are three ways real estate agents can assess whether they are taking the right action to increase your business:

Cash in on your passion. In the book Crush It!: Why Now Is the Time to Cash in on Your Passion, the author, Gary Vaynerchuk, talks a lot about how passionate people do not have their eye on the clock. That is, when you are doing something that you enjoy, time passes quickly. If what you enjoy happens to be your work, then you may be up all hours of the night working and not even realizing that it’s work. When your work is something you are passionate about, it shows in your actions and your relations with others; it’s contagious and it breeds success.

Evaluation Question #1: Are you cashing in on your passion?

Play to your strengths. In several articles written earlier this year as well as the business plan download and free webinars, we have talked about the importance of assessing your behavioral strengths. There are several types of strengths and behavioral traits analyses available online. Assess your personal strengths and then review the activities on your business plan to make sure they align with your strengths. If one of your strengths is an interpersonal one, for example, make sure to allocate the bulk of your day to interpersonal activities. Not will you enjoy those activities the most, but you will be the most successful at them.

Evaluation Question #2: Are your daily activities aligned with your strengths?

Outsource activities you despise. Hate paperwork? Hate writing contracts? I guarantee you that you can find someone who can complete those activities for you. Plus, the time you save by outsourcing the things you don’t like to do can be better spent doing the aspects of your job that you love. I’ve seen people spend countless hours preparing a compliant transaction file, for example, when they could have easily generated a new seller prospect or put a property under contract while someone else did the paperwork. When you work smarter, more closings will come.

Evaluation Question #3: What are you doing that someone else could do for you?

There is no shortage of methods for increasing your business in the latter part of 2016 and there is no single way to get the job done. But one thing is certain: if you do what you love, play to your strengths, and outsource unpleasant activities, you’re guaranteed to have an awesome summer in real estate.


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Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Hi Melissa - I take a day (often two) every quarter to assess my progress, see what needs adjusting, and alter plans as necessary. That keeps me on track, focused, and full of energy.

Happy 4th!

Jul 01, 2016 08:34 AM #1
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Good advice Melissa - We should all be doing what we do best and enjoy most - and finding someone else to do the other chores.

Jul 01, 2016 02:09 PM #2
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Melissa Zavala

Broker, Escondido Real Estate, San Diego County
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