Stop The “Busy”

Have you ever woken up on a Friday morning only to shake your head at the fact that another week has gone by and there’s still not enough deal opportunities in your sales funnel, even though you know you were busy that whole time?

The first reaction shouldn’t be an emotional one. Emotions are an excellent indicator of how your body is reacting to the current situation. But that’s all they are: one of many gauges on your progress dashboard indicating the health of your real estate business.

No, your first response should be seeking an answer to the question, “What did I do with the last 168 hours of my life?”.

If you don’t know the answer to that within a few hours of miscellaneous activity, then I’m guessing you don’t have systems in place to track, audit, and budget your time. And it’s often the case that you don’t have systems in place to track, audit, and budget your working capital, either.

You only have three resources at your immediate disposal to grow your business:

1. Your time.

2. Your working capital. And,

3. Your creative energies.

   
   

Suppose, then, you continue to waste # 1 and # 2. In that case, you’ll inevitably consume all your available creative bandwidth on figuring out how to reverse the effect of the stalls, traps, and pitfalls you’re suffering through, with nothing left to create more deal opportunities.

So, let’s deal with managing your time first:

• Maintain a printed form with you each day that allows you to quickly and easily record your activities in 15-minute blocks for your ENTIRE DAY. It’s only as useful as it is truthful. No one sees this but you, so keep it real.

• Code each activity as one of the following:

• Non-dollar productive admin (business housekeeping, bookkeeping, CRM/list maintenance, document prep).

• Non-dollar productive sales activities (marketing, active prospecting, lead interception, follow-ups, appointment booking).

• Dollar-productive activities (presenting, negotiating, removing deal obstacles); and

• Unproductive activities (time bandits: distractions, TV, coffee shops, restaurants, leisure, sleeping, family time).

Yes, family and fun time are critical to a well-balanced life. Still, that time doesn’t put money on your top line, now does it?

So, there must be time dedicated to work, and you need to work during that time so that you can enjoy (afford) quality family time later.

Then, at the end of each week, total the amount of time consumed by each coded category and re-budget your 168 hours for the next week, planning for an increase in these dollar-productive activities:

Get in front of more people each day, offering great and overwhelming value.

Generate more signed buyer and seller agreements each week. And,

Close more deals each month.

Remember, deals are a natural product of doing the right things.

So, for this upcoming week, do more of the right things, and more deals will happen!

Should you find yourself in a state of maximum productivity and still can’t grow, reach out, and I’ll show you how to leverage people, technology, and marketing to do more business faster without sacrificing more family and fun time to do it.