By Julie Harris

So far you know where your business came from and where you’d like it to come from.  The first thing you should do is an honest assessment.  Some of you actually have a high level of skill and know how you would go about getting more business from lead follow-ups.  You know what to do, but you’re not doing it and that’s a matter of motivation and of having someone’s foot in your you-know-what.

We can provide that for you with our coaching, it’s a matter of accountability.  Some of you when I say the word short sale, prospecting or scripts you’re not sure where to start.  You may be at square one and those of you in that boat should sign up for coaching and do an honest assessment of where you are. 

Second you should create a schedule around the spokes in your wheel starting with what you’re already good at.  I’ve mentioned before you can get a lot of business by listing and selling for sale by owners, so that should be your number one priority each day.  If you’re already good at it then go get more of it that only makes sense. 

Your schedule should be based on what you’re great at, your top level skills followed by going through those spokes in your wheel.  If you decided this is the year you’re going to do lead follow-up, that you’re going to call every sign call back if you’re using an 800 number. 

Get on your leads.  If this is the year of lead follow-up for you build it into your schedule so you’re doing it on a daily basis.  Maybe there’s something you’re just getting to know.  Maybe there’s lots of new construction in your town, but you’ve never built a home before.  Build it into your schedule. 

Today’s message is…do an honest assessment of what your skills and strengths are and what you need to be working on then create a schedule around that so you’re taking care of these things on a daily basis, not just now and then.