By Julie Harris

“It says proper previous planning prevents pitifully poor performance.”

Write this down. Based on the saying, proper previous planning prevents pitifully poor performance, how you are going to do this plan? What I love about this is that a graduate student implemented this and said she was going to do this every day to hold herself accountable.

The first thing she did was put this saying at the top of her computer. What do I want today to look like? First thing is, who are you going to call? Real estate is a contact business. If you’re not a people person we need to have you in coaching so we can turn you into a people person with great scripts.

Second, she stated to call the following people and have a list. On this particular graduate student’s program she said, she would call five for sale by owners, five expireds, five past clients, five centers of influence and five lead follow-up calls. Think about it, if you were to do just that every day for the rest of the year your business would be booming in no time.

Then she says, remember proper previous planning. Spend one hour on lead follow-up and call the following people. In previous calls we’ve talked about lead follow-up, it’s one of the biggest mistake agents make. We put all this blood, sweat and tears into getting leads then they sit on our desks not getting followed up on and not hearing from us.

You all have leads you know you should be following up on.

She also says she writes this down… today’s goal is to… fill in the blank. Maybe tomorrow’s goal is a little bit different than today’s. If you don’t know what the goal is the chances of you hitting it are much diminished. Question for all of you listening, if you were to do this even four days out of five for the rest of the year?

At the end, write down the current day’s positive results. Today, I learned… tomorrow I will…

This is a great exercise and I bet it didn’t take 20 minutes to do. You all have a stack of leads on your desk, you all have access to expired phone numbers and you all have access to for sale by owner phone numbers.

Implementation is the key.