Ultimate Productivity – Reduce The Breadth Of What You Do

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Productivity is about more than just staying busy. You need to see tangible results from your efforts before you can say you are truly being productive. The best agents have established habits and procedures to make sure they are focused on doing the work that will net them the most listings and sales.

Of course, when you’re just starting out you are likely doing all the work inside of your business by yourself. Your first challenge is to grow your business enough to start hiring other people to do the basic tasks so that you can spend all of your time and expertise on actually being productive. That means that all you should be doing yourself is prospecting and listing.

Prospecting is where you build momentum through consistency in your client relationships. You need to stay current and relevant to everyone in your database, which means interacting with people every day. A bad pattern that most agents fall into is “surging”, which is frantically prospecting whenever you start needing listings, but failing to prospect when you have stock. This is inconsistent effort and does not help you establish an image of credibility and relevance for your business.

Every day you need to be on the phone for 45 minutes beginning at 8am—9am at the latest. Have a list of your top 5, 10, or 15 potential sellers ready to go, and call those people. Next day call another list of prospects. The more often you do this, the more structured you will become around it, and you will even begin to look forward to it because you will see the results it brings you over time. You will also discover that the distractions that have been derailing you all along are not really urgent or necessary after all.

Start thinking in terms of making connections with people by phone and face-to-face. Your most important job is to make that communication happen. In fact, you don’t need to be using a computer at all. Everything that is done digitally can and should be handled by your assistant. That includes replying to emails, maintaining the database, and managing marketing and campaigns. Your goal is to connect with prospects and book appointments toward listing and selling properties.

The key to growing your business is for you to stay focused on prospecting and listing, and not get diverted into spreading your time and efforts into other aspects of your business that your employees should be handling for you.

Booking appointments is just like making sales, and nothing is going to happen inside of your business unless you are making those sales. Reaching your goal by calling people for 45 minutes a day only begins with making the calls. Your ultimate goal is to book appointments and get face-to-face with as many people as you can. Call new prospects, touch base with past market appraisals, call people you met at open for inspections, call people who came to previous open for inspections, and call people who have inquired about a property they saw online currently or in the past.

Work your way up to meeting 5 open for inspections each Saturday and you will achieve the consistency and momentum of ultimate productivity. You will also establish yourself as relevant and successful, which will generate more prospects. Now you know what you’re doing. Now your business will grow.

I hope you’ve enjoyed today’s Coaching Tip. If you’d like to see any specific topics covered, simply reply to this email and tell us. Remember, at the Josh Phegan Company we want to help you achieve your potential and feel financial freedom. Thanks for watching, and I hope to see you here again next week.