I’m a big basketball fan so naturally, I was watching the Warriors vs. Thunder game. It was a disaster to say the least (if you’re a Warriors fan).
If you’re a sports fan you know there’s always a half-time report where they show both team’s field goal percentage, turn-overs, assists, etc. At a glance you can see how well a team is performing and where need to improve to turn things around.
Well, we’re (almost) half way through 2016. At the beginning of the year you created a real estate business plan with your GCI goals for the year. It’s time to ask yourself, “am I executing at the highest level possible and doing the things I’m supposed to be doing?”
1. What are your goals for 2016?
How many leads do you need to generate in order to hit your goals for the year? Are you hitting your daily/weekly/monthly goal? If so, great. Keep hustling.
If not, why not? Are you simply not doing the work to hit your daily lead count. Where are you falling short?
This is an opportunity for you to identify any new opportunities for lead generation and create a plan! A plan that you can quickly turn around and execute.
Real estate agent April Kass closed 9 escrows last year for a total sales volume of $5,202,000. She doesn’t have a fancy $5,000 website and she doesn’t spend thousands of dollars on expensive lead generation campaigns. She has one daily goal that she sticks to: talk to at least 20 people a day and asking them who do they know that’s looking to buy, sell, or invest in real estate. Simple.
2. Outline the projects you have to get done by the end of the year.
Don’t let project delays get in the way of doing the work. You don’t need a fancy $5,000 website to talk to potential home buyers and sellers. Sure, it helps. But you can still meet potential buyers and sellers are your next open house. And you can still pick up the phone and dial.
Focus on the work of adding new contacts to your pipeline every day.
Focus on your key prospecting sources in order to maximize your opportunities and then focus on new opportunities for lead generation.
Outsource the things you simply don’t have the time to do and the things that frankly, you shouldn’t be doing, like building out that new real estate website. Remember, you’re a real estate salesperson, not a website developer.
Set deadlines and hold the responsible parties to meeting those deadlines.
3. Keep a time-log of everything
Keep a time-log of everything that you do. 80% of your time should be considered “billable” time.
Lawyers make money by charging billable hours. Their time is valuable. Because the more billable hours they charge, the more money they make.
As a real estate agent, yes I know, you work on commission. Nevertheless, the same principle applies to you. Try and focus your time and energy on the things that are going to yield you more closed commissions.
If spending time on a task isn’t moving you closer to a closed commission, outsource that task and focus on your pipeline.
Time-log everything (I use the bullet journal method). Write our your daily/weekly/monthly to do’s and execute!
Over to you …
We’re almost half-way through the year, can you believe it?!
How are you doing on your goals for 2016? What could you be doing better? What are you doing to execute at the highest level possible?