By Julie Harris

Today, I’m going to take liberties with you all.  I’m going to be very direct.  I want you to take this to heart 100%.  Realized when you do this, do it consistently and hold yourself accountable, especially if you’re accountable to someone else.  It could be anyone. 

When I say these things to you the lightbulb will go off and you’ll have an ah-ha moment thinking, if I just did that, every work day this year there’s no way I wouldn’t reach my goal.  Here is today’s call topic…

When you boil it down it’s very simple.  When you follow certain rules you win.  Do nothing, follow no rules and it’s a constant struggle.  Your income ups and downs will directly reflect whether you have core skills and whether you’re following a specific minimum daily standard.  It’s almost the same thing, if someone says they’re having ups and downs financially they’re probably having ups and downs in following a schedule.

On a blank piece of paper write down, my new daily minimum standards/core real estate skills.  With things changing in the market as they are now, if you get back to basics you will win this year.

1. Role-playing scripts.  Improving your skills, scripts, objection handling and your presentations for 30 minutes to 1 hour daily.
2. Call a minimum number.  Everybody will be different, but no one should have a number lower than three in either category.  Let’s say you’ll call a minimum of three people from these categories:

• For sale by owners
• Expireds
• Past clients
• Centers of influence
• Just listed or sold around your own listings or sales

Those are your five categories.  A minimum of three people and that’s nothing, because many of you should be doing 10-15 in each category and would still have time left over in a day.

    3.  Complete 100% of your lead follow-up. Leads can come from:

• Prospecting
• Open houses
• Ads
• Signs
• Agents
• Other realtors who called about your listings that’s lead follow-up

When you call and sell your listings to them that could be your next sale and they’ll go on to the next showing.  Follow up leads in all categories of leads, which also means Internet leads that have phone numbers, all of those things that get put under your desk or maybe get written on napkins and other kinds of things that we’re all guilty of.

   4.  Daily minimum standards.  When you have done all of the above it should be
        no problem to set at least one new appointment.

It could be an appointment to catch up with a past client that you need to go out to lunch with.  It could be an appointment for a listing presentation.  It can be an appointment with a buyer.  It could be an appointment with a builder.  It could be an appointment with a re-locating executive, you choose.  You’re not going to have choices when you’re not following daily minimum core skills and standards.

This can be the best year of your life when you follow the rules.