Success in real estate is simple, but it isn’t easy. It’s a simple thing to outline what you need to do, but much harder to make that happen.
Because you are your own boss, you have to be the one looking over your own shoulder. And you have to be the one to motivate yourself to produce day after day. One of the keys to doing this is creating and sticking to a schedule that will generate business on a regular basis.
A schedule is imperative. There is nothing sexy about getting into the office at 8:00 am and working until 5 or 6 o’clock at night. There is nothing glamorous about making phone calls or knocking on doors. But this is the engine of your business – setting up a schedule, sticking to it, and working hard.
So how should you structure your schedule to ensure success?
First and foremost, do what is most important first.
A portion of every morning should be dedicated to the most important part of your business – lead prospecting.
Why is it so important to do this in the morning? Because that’s when your motivation is at its peak. Waiting until later in the day makes it much easier to put it off in favor of other, more pleasant, and easier activities.
Spend 2-3 hours on the phone, knocking doors, or engaging in other lead prospecting techniques.
The result? The rest of the day will be taken care of for you – follow ups, appointments, showings, etc. Spending a certain portion of each day generating business is the key to filling your schedule with the activities that produce revenue.
Second, don’t get distracted by things that won’t produce results.
In his bestselling book, The ONE Thing: The Surprisingly Simple Truth behind Extraordinary Results, Gary Keller gives the following tips for focusing your efforts to produce results:
- Go small. Don’t focus on being busy; focus on being productive. Allow what matters most to drive your day.
- Go extreme. Once you’ve figured out what actually matters, keep asking what matters most until there is only one thing left. That core activity goes at the top of your success list.
- Say no. Whether you say “later” or “never,” the point is to say “not now” to anything else you could do until your most important work is done.
- Don’t get trapped in the “check off” game. If we believe things don’t matter equally, we must act accordingly. We can’t fall prey to the notion that everything has to be done, that checking things off our list is what success is all about. We can’t be trapped in a game of “check off” that never produces a winner. The truth is that things don’t matter equally and success is found in doing what matters most.
Even though it comes with enormous benefits like flexibility, independence, and freedom; being your own boss can be challenging. Sticking to a schedule is what keeps successful Realtors on top. Even in the toughest market, agents who maintain a consistent schedule take home a greater portion of the market share every time.