Realtors, Your Schedule is Your Boss!
Agents often ask me what is the best schedule to have. How many hours should they prospect, should they cold call, should they door knock and when they should they do all these things.
The short answer is yes, do all the above plus more. Here’s a breakdown of a normal day a Realtor should have. Definitely have a structured schedule and suit it to your needs.
Rule #1 – The most important rule. A good day starts the night before. Sometimes you want the weekend to never end. Sunday, you eat late, have some extra drinks or stay out late. Be conscious of what you eat, what you drink, when you exercise, when you go to bed. Prepare your next day. If you take a lunch or snacks, have them ready. Prepare your clothes, etc.etc.etc.
Rule #2 – A good day starts the night before. Every Sunday night, I do it around 6:00pm, look at your schedule and see what is going on for the week. You will have two types of actions on your schedule. Actions you have every week or day at the same time, like prospecting, office meetings, lunch, and actions that are 1 time actions, like specific appointments, a final walk thru, etc. Fill in any pending actions. They’ll probably be holes in your day and that’s good because as the week progresses you will be filling in those open slots with new or pending business.
Rule #3 – Every weekday at the end of your work day, look at your schedule and see what is set for the next day. Fill in any open areas with pending work that is needed to be completed.
So here’s how your daily workday schedule should look like:
Wake-up: This will differ from person to person. It all depends how early you like to wake up but be conscious doing your morning routines, exercising, morning seems best, getting the kids ready, getting to your office or wherever you do business.
7:30 to 7:45: Arrive at your desk and prepare for your great day.
8:00 to 10:00: Your day begins. It’s time to active prospect. It’s the one activity that actually makes you money. It’s also one of the hardest things to do and to do consistently. So it’s best to get it out of the way first.
Active Prospecting is when you actively reach out to prospects either by a phone call or face to face, video chat, Facebook messaging, door knocking, networking. Whatever way of communicating that actively gets you conversing with a prospect. The goal is to set appointments. So make phone calls to your sphere new clients, past clients or door knock. Again the goal is to set appointments. Do not get this confused with passive prospecting that involves doing things where the prospect reaches out to you. We’ll talk more about that next.
10:00 to 11:30: Passive prospecting. In the next 2 hours you will prepare items that will get prospects to call you. A couple of ideas are preparing mailers like postcards or letters to you sphere of influence, handing out flyers or other promotional material or building your presence online with blogging and social media interactions. You can also follow up with prospects / clients if they need attention at this time.
11:30 to 12:30: Followup with your assistants, transaction coordinators, team, broker, escrows that need your attention or other vendors that you need to communicate with.
12:30 to 1:30: Lunch time! Eat and relax. Have a meal with a friend or co worker. Call your significant other. Make it your time.
1:30 to 4:00: In the afternoon there are a variety of things to do. Followup with prospects, return phone calls. You can preview inventory or preview homes for your clients. You can also take any continuing education classes or webinars. During this time you will also need to prepare for buyer and seller appointments.
At least 1-2 a month, work on your business. See what has been working and what has not. Tweak your business plan for the year if necessary.
4:00 to ???: Go on scheduled appointments. Take the prospecting you’ve done and close deals. Also remember not to forget your spouse and children. They are important in your life and they’ll be times where you’ll need an appointment with them.
Work ½ day on the weekends and by appointment.
Finally, if you don’t have a scheduler, get one! Nowadays there is no excuse not to have somewhere to put your schedule. Use Outlook, Google calendar, any calendar/scheduler on your phone. Sync it so it updates everywhere. On your phone, computer, tablet. You’re more than likely using more than 1 device in your business and you need your information to move around seamlessly.
Your schedule is your boss!
If you want to know more about how you can better schedule your time and therefore have more time, contact me and I will be more than happy to help you out.
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