Planning Your New Year

Analyze For Your Success

For some strange reason, one can mention planning and people tend to duck and run. I think this happens because people don’t understand the process of planning. Let me ask you a question. Have you ever gone to the buy groceries without a “grocery list?” If you’re like I am, when I don’t have a list to follow I buy things I don’t need and forget to get some things that were of utmost importance. So important that I had to make a special trip back to the store just to get those items. Look at the time and money it would have saved me had I taken time to write down a grocery list. It would have made the buying process so much easier and faster.

We are self-reliant on our brains to remember everything for us but since we didn’t prioritize each thing the brain doesn’t place an importance on those things for an instant recall. Therefore it is forgotten until something reminds us and by then it may be too late. Let me explain how some of us overcompensate by writing down everything we need to accomplish. Years ago I was taught in a sales seminar that if it is important that you do a particular task, that it should be written down and then prioritized by the level of importance. I learned the lesson well. I began writing down a “to do” list for every day. My list included appointments and times, every little task I wanted to accomplish, and even just important things I wanted to remember. My lists are sometimes so long it may be several pages. At the end of the day, I begin a new “to do” list for the next day by beginning with the things I didn’t accomplish from today’s list. I will keep everything on my list until they are done, but the strange thing is how the items would change in priority throughout the day. A task is never forgotten because I’m working from the list but it isn’t unusual for things to remain on my list for an extended period of time. [Read more…]

Hiring an Assistant

ARE THESE YOUR EMPLOYEE'S?

Last week I included the 80/20 rule in reference to the amount of time a successful real estate agent should spend in generating new prospective clients. I stated that one should spend 80% of their work day contacting new leads and allot 20% of the day for taking care of all other business activities. Early in a real estate career, 20% of a work day is plenty time to accomplish other business activities but once production increases, 2-3 hours a day is not enough time for listing and showing appointments. When this happens one will usually spend less time in lead generation. This is a huge mistake. Securing a client to represent (lead generating) requires more expertise than a showing appointment. Lead generation is not looking for today’s sales opportunity, but it is securing future business. If you take time away from lead generation, you are reducing future sales opportunities.

If the proper preliminary work is done, and you have had the proper conversation with the clients, any licensed person can show a property. The property speaks for itself. Let’s look at a perfect scenario with Joe representing Mr. & Mrs. Jones. [Read more…]

Communication—A Major Tool For Success

ARE YOU TALKING OR CONVERSING

The most powerful asset we have as sales people is the ability to communicate. This is also an asset that most sales people have never developed. Sales people need to have the ability to communicate with people they have never spoken with before if they wish to become successful. Proper communication requires much practice before you can realign your comfort zone. When talking with total strangers, the fact that one can never know how the person you’re contacting will react to you, creates a bit of fear. Yes I said fear. If you were to survey 100 people in real estate sales, asking them if they have any fear when calling people they’ve never talked with, you would probably get a 100% reply, “I Have No Fear.” I find it amazing how many people have no fear of calling strangers yet they can find so many other things to do to occupy their time so there’s no time left for meeting new prospects.

This reminds me of the 80/20 rule which states that we spend 80% of our work time doing things that produces 20% of our income. [Read more…]