The importance of a routine is greater than you can imagine.


Routine can polarise people, some people are afraid of routine because it appears that things can become mundane, boring perhaps. However, if you want to be an excellent agent, you need routine. You're all familiar with the saying 'Practice makes perfect' well that is wrong. 'Perfect practise makes perfect'

Routine is so important for real estate agents because it minimises the amount of choices you need to make. When you don't have as many choices to make, you improve your efficiency, you become more effective, and you feel more centered. You don't feel like you are working around everyone, but rather they are working around you.

 So here are the tips you need to get your routine down pat.

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1. Schedule your aspirations in.

To make your days work more effectively and to keep you motivated, you need to be working towards a goal. It may be your next holiday, or a new toy you want to buy, it doesn't really matter, but schedule the due date to get that, and then work backwards on how you want to get there. Your aspirations such as having $20 million dollars in total sales by the first half of the year needs a due date, and then you need to look at how many listings you have, and how many more you require to get there.

When you get there, give yourself a reward, and ensure it is always tied in to the goal.

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2. Set micro-goals and use to-do lists.

Every morning when you wake up there should be a list of everything you need done for the day, and ideally a task management to keep a track of things. On this list should be EVERY SINGLE item needed for that day. It may be as simple as clearing your inbox, returning a call, or buying a house warming gift. It doesn't matter, but you need to be focused on what you have to do to achieve those goals. It is much more satisfying seeing yourself having ticked 20/30 items for the day, rather than 1/3 - no task is too small and the progress will inspire you.

3. Delete vague goals, and replace it with super-specific ones.

Another error that people make is they are too generic with their goals. Writing schedules in your calendar such as 'Business Development' from 10:00am-12:00pm is what rookies will do, you need to manage in that time exactly how you will spend it:

10:00am-10:30am -Follow Ups from previous inspections

10:30am-11:15am - Prospecting for new customers/ leads

11:15am-12:00pm- Time on your top 20% of clients.

Managing your time in this manner is what you need to be really effective. It also ensures that you add enough variety in to your calendar to ensure that you don't get stale in making phone calls. Knowing that the time is finite and there is a deadline will make you work harder in the time that you have, and ensure you don't waste it. When you allocate a large block of time, such as two hours, to one task, generally it drags out and your attention fails.

Start by printing this section below and scheduling in ten tasks for your next day. See how you go.

  1. Follow up every attendee of one of your auctions
  2. Meet with every one of your current vendors
  3. Spend 120 minutes on calls to clients greater than three months since last contact
  4. Spend 360 minutes on calls to clients who have attended an inspection/ auction in last three months.
  5. Spend 120 minutes on booking appraisals.

You may break this down so your day looks more balanced, something like this:

  • Follow ups from inspections
  • 2 Vendor meetings
  • 60 minutes on calls to clients that are greater than three months contact
  • 90 minutes on calls to clients who attended inspection in last three months
  • 30 minutes on booking appraisals
  • 2 open for inspections

Once you start to give your days routine like this, it will be more manageable, and the results will take care of themselves.

About the Author:

Todd Schulberg

Todd Schulberg handles all things marketing for Homely.com.au - Living and breathing property, Todd has a keen interest in the movements in the market and how agents can utilise new tools and technology in order to be more connected. Using all things social, Todd suggests different ways that agents can engage and think outside the square with their marketing approach.

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