Picture this: The alarm goes off and you hit the snooze button. (...Maybe a couple of times before you realize you are going to be late.)
Then you get to work.
You don’t have a particular agenda in mind, so you think there might not be much to do for the rest of the day. Then you find yourself uncertain of where to start, let alone envision how the rest of your day will play out.
You’re hoping a lead comes in. But that’s all it is. Hope. Now this day has a feeling of uncertainty and idleness. Does this sound like you?
That’s why real estate agents need to begin designing their days with the purpose of moving their business forward.
So with the new year now upon us, you have perfect timing to start taking control of the direction and results of each day. When you set a purpose and a plan, you establish certainty in your professional life.
(Note: when we refer to scheduling your entire day, we mean from work to family time. Remember the saying, “out of sight, out of mind”!)
Before you begin scheduling out your day, spend time thinking about the goals you want to achieve. Feeling stuck? Here are a few goals to help you get the wheels in your brain turning.
What is your income goal for the year?
How many transactions do you want to accomplish this year?
What is the number of listings you want to showcase this year?
How many buyer or seller sales do you want this year?
Yes, these are yearly goals, but they don’t have to be. Adapt them to suit your working style. Perhaps you think weekly instead of quarterly. If that’s the case, then make sure your goals are suitable for a weekly agenda. This is your business, so go with how you work best.
Once you have your goals clearly defined, break them down in terms of how much time you will spend for each. That’s when creating a daily checklist comes in handy. Here are a few ideas for creating your checklist:
Spend 2 hours a day on lead generation efforts.
Spend 1 hour a day following up with leads.
Spend 1 hour a day booking appointments and call.
Schedule an open house 2 times a week.
Carve out 1 hour a week to think about what is working well that week, and what is not. Amplify what is working well.
Once you have your goals set in place, do a little bit of housekeeping. Having clear goals in mind for 2016 will allow you to remove what is irrelevant or redundant to a successful real estate business.
Here are a few pointers:
Make a list of projects that you’ve started but didn’t finish (both projects you’d like to start and projects that should be delayed). Once you’ve categorized these, get running. Start with the projects that you expect will generate the most revenue for you.
Also, a clean inbox is conducive to clear thinking. Go through your inbox and delete emails you don’t need, emails that are spam or emails that don’t bring value to your business.
Why not expand this to your social media networks as well? Remove accounts and posts that don’t bring value to your business. Think how good it would feel to have a clean feed - full of inspiration and tips for a productive business!
Fill your pipeline
Go through your database and email all your leads.
It might sound daunting, but doing so might begin to open up new opportunities (without paying for new leads). Your email can read along the lines of “Hi Sarah, are you still planning to buy or sell a home in 2016? Hope you are well!”
Then get all the responses you receive and organize them by the following categories:
“Yes, looking to buy in 2016”
“Yes, looking to sell in 2016”
“Not looking to buy in 2016”
“Not looking to sell in 2016”
Begin nurturing those who are looking to buy or sell right away. Don’t let them slip away!
Schedule your Q1 marketing plan
Do you know which marketing tactics from last year had the highest return on investment for your business? Which ones brought you the least amount of leads?
If you know what worked and what didn’t, then try something different this quarter. A new year means new opportunities, so don’t shy away from experimenting.
To shift gears, it might help to ask yourself: Are you positioning yourself as the go-to-agent for your geo-location? If not, you might want to begin creating content that goes to the forefront of consumer’s minds. Let them know you’re there to assist them when the topic is real estate.
But perhaps that’s not your issue.
Maybe you need to focus on re-marketing to your existing clients because you haven’t kept in touch as much as you’d like. Whatever you need to focus on for this year, make sure you are including it in your Q1 marketing plan.
Don’t rely on your mind to remember. Chances are, you won’t.
So make sure to prioritize marketing practices that you expect to bring you the highest amount of revenue.
Send a Thank-you Video
Shoot a 2-5 minute video thanking your clients for last year’s business. Make sure to let them know how many of them you are thanking. It will help them get an idea of how many closed deals you made in 2015.
Then segue into sending them warm wishes for the new year, as well as reminding them you are there if they or their networks are looking into buying or selling a property this year.
Creating a daily schedule
You might want to think about dividing your day between morning and afternoon. In the morning, schedule even the most mundane things (when you plan to wake up, for example). Set out a few moments to power up for the day - whether it is reading the news, working out, having breakfast.
Scheduling will help you to follow through.
When you get into work, dedicate however much time you think is necessary for activities such as:
creating hot sheets
doing sales role-playing with a co-worker
calling expired listings
touching base with your database
following up with prospects and pre-qualifying them
reading up on your local area
begin knocking on doors in your geo-location
meeting with clients and negotiating
Now, what do you think would happen if, for example, you scheduled each of the above activities every morning? Your afternoon would be filled with incoming responses and opportunities!
What if you maintained this for the remainder of the year? Your savings account would flourish instead of being depleted with marketing costs, or by not doing anything.
If you’re not convinced of the impact this could have in a year’s time, then don’t forget the power of habit.
Now that you are thinking about goal setting and creating a daily schedule, remember the important habits from the book “7 Habits of Highly Effective People.” If you haven’t read it, that’s ok. They are summarized below for you:
Habit 1: Be Proactive. Take responsibility for your life. Don’t spend your time responding to events. Instead, affect them.
Habit 2: Have imagination. Or, the ability to envision what you can’t yet see. Times will be rough sometimes. Don’t lose imagination or vision. They will carry you through.
Habit 3: Creation. That means, day in and day out, do the things that you find most of worth. Just act upon what you say you will act.
Habit 4: Think win-win. Need I say more? You’re a winning agent. Don’t forget that.
Habit 5: Seek first to understand, then to be understood. By doing so, you’ll be able to afford offers that buyers can’t refuse. Why? Because you understand deeply their wants and needs.
Habit 6: Synergize. This means cooperating creatively, together. Closing a deal is not all about the real estate agent. You need to work in new and unique ways to close a deal alongside your client.
Habit 7: Sharpen the saw. Continue to hone your skills. Learn, learn, learn to stay up-to-date. You’re doing well by reading this article.
Hopefully these tips will help you create successful days that turn into your best year yet.
Remember that what you feed grows, so be sure to set your intention and purpose on a daily basis. Continue to focus on the efforts that bring in the most revenue and your business will evolve faster than you could have imagined for yourself.
What does your daily schedule look like? Let us know in the comments section!