Are you the constant multi-tasking type of real estate agent that does too many things and just doesn’t do any of them well? Are you feeling like your real estate career is a treadmill you just can’t get off? Like myself constantly falling into the common trap of trying to be all things to all people.
We all have the tendency to do too many things and not do any of them well because of having little time or little focus. Why can’t we focus on a few high impact activities and do them with excellence? Why do we feel to be productive we have to do more than we can, even at the cost of poor execution?
Most of us not only do too many things and tend not to do them well but we also do them over long periods of time until we finally burn out and quit doing them all together. The real estate business does not have to be a marathon but can be a series of well executed sprints. I know in my own career after a six week period I often began to really not enjoy people.
Now in the real estate business (just so you know), this is not a good thing and could become very destructive and costly. Take the time to think what six… and only six activities you do in your real estate business that give you the most energy. What specific activities energize you and your business? Not just energize you and your business but have the biggest impact and return on investment. Once you have determined your top six activities you commit to them for the next 6 weeks.
Giving you a 6 by 6 plan. 6 energizing activities over a 6 week period and then walk away, rest and regroup for your next 6 by 6. How many of us could handle six high impact, energizing activities over a six week period. Instead of 52 or more activities over a 52 week period? What would that mean for your energy levels? Your production levels? Your overall effectiveness in your business and personal life?
My 6 By 6 Recommendations In 2022
1.) See the people – make appointments to visit past and current clients and give them the gift of your time over the next six weeks.
2.) Business Plan – take the time to see where you have come from and where you are going. You can’t improve something you don’t measure.
3.) Goal Setting – What’s your why? Set new sails for 2022.
4.) Give back – this is a great time of year to help others and to make a difference. It makes you feel good.
5.) Rebrand – time for a new photo, logo, slogan? a whole new look?
6.) Family and Fun – enjoy some time with people you care about the most. It can’t always be about work.
So their you have it. What’s your 6 by 6 going to be. Take the time to journal them and meditate on them and really try to nail things down with less being more in your work and in your life. I dare you!!
Are You Making These Mistakes in Your Real Estate Biz?
For more than two decades I have watched, read and heard all the different mistakes that are being made and what agents are doing to sabotage their careers and it amazes me the same top mistakes keep coming up year after year by REALTORS in the real estate industry.
You would think after more than twenty or even thirty years these mistakes would change but they are still the same top mistakes coming up after so many years.
Top 8 Mistakes REALTORS Are Making in Their Real Estate Business
1) Waiting For Their Past Clients & Centers Of Influence To Call Them – There are only three ways in which an agent can get real estate business and they are; waiting for the business, buying the business (for example purchasing leads) or they can create the business and go out and find it. I know this is common knowledge but the phone does make incoming and outgoing calls, correct? Who’s job is it to remind our past clients and centers of influence that we are still in business, what it is we do, ask for referrals and offer to help and add value?
Ours!
Right?!
So don’t believe it is ok not to bother your clients and take the initiative to call them at least 4 times a year.
2) Consistently Inconsistent With Prospecting & Lead Generation – Sales is a full contact sport and we need to be contacting as many prospects each and every day of our career to be able to stop the peaks and valleys in our listings, sales and income. Blocking a specific time every day in our schedule for lead generation and prospecting will keep the listing, sales and income funnel consistently full and avoid those peaks and valleys that are common in our industry.
3) Not Qualifying Our Buyers and Sellers – Are we asking the right questions to measure the clients motivation and timing and working smarter and not harder because the buyer and seller are pre-qualified in advance of the transaction?
So many agents are afraid, shy or not wanting to qualify their client in fear of offending them or being too forward but all top agents have taken the time and measured the motivation and timing of almost every buyer and seller they work with and made priority according to their response. Which really does save not only the agent but the client a ton of time and energy as well.
Ask yourself… “Am I being a tour guide to buyers and a CMA professional to sellers?”
4) Not Qualifying Our Appointments – Knowing that the buyer is ready to buy or top agents have the courage to say good bye. The top agent knows the seller is motivated to sell and their timing is right before putting so much time, money and energy into the client and the marketing of their property. Have you pre-qualified your buyer and seller appointments or are you just filling in time and meeting them blindly? We have nobody to blame but ourselves for attending appointments not knowing a buyer or sellers motivation and timing.
Ask yourself… “Am I being a counsellor, visitor and socializer vs. a professional who is serious about appointments with clients who are truly buying and selling?”
5) Overpricing Listings – I know this isn’t anything new but we see so many agents listing properties at any price and we know this is true because nationally 24% of all listings expire because of over pricing. A Large number of agents are not able to control the seller and their feelings about pricing their home. Are you using a pricing presentation? Do you know what to say to change what the seller is feeling about pricing their home? Do you wing it? Are you in control during the pricing debate or is the seller?
6) Majority Of Time Is Spent On Marketing vs. Prospecting – Agents are choosing to spend the majority of their time and effort on doing their own marketing and the prospecting is not done day after day after day. Top producers implement what I call the 3D test with their marketing which is…
1) Do I Do It?
2) Do I Delegate It?
3) Do I Dump it?
By implementing this strategy they know their daily time for prospecting is not put off day after day and soon they find they have no leads, appointments, listings or sales and no money.
7) We Don’t Track, Measure & Know Our Numbers – Do you know where your business is coming from? Do you know what you are good at and what you are not good at? How many contacts do you talk to until you get an appointment? How many appointments do you need until you get a contract? How many contracts do you take that close and pay you? How many listings do you need? How many listings do you take to sell? How long does it take to sell your listings? How many homes do you show a buyer until they write an offer? I could go on and on and on but I think we get the point but without knowing you numbers we cannot see the holes in our business and the opportunities to improve on it.
8) Lack Of Accountability – Why do professional athletes have a coach? Why do we have mentors? Why is eating and exercising so difficult for so many? Who do we have holding us accountable every day in business and in life? Fine tuning our business and looking at it from 30,000 feet and seeing if we are getting better or worse? The most difficult part of being an independent contractor is we really don’t have someone to answer to and nobody to keep us from all the distractions we have each and every day in our business and life and help us stay focused. Do you have a real estate coach that provides you with direction, insight and accountability?
I hope revealing these mistakes may have shed some light in your own real estate business and will open your mind to changing your behavior to stop the habits so many agents in our industry are doing year after year.
Strength and Courage,
Wade
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Are you the constant multi-tasking type of real estate agent that does too many things and just doesn’t do any of them well? Are you feeling like your real estate career is a treadmill you just can’t get off? Like myself constantly falling into the common trap of trying to be all things to all people.