Do you follow a schedule?

You know, a written down schedule whereby you are working daily on what you should be doing, when you should be doing it?

HREU Top Producers know that they must follow a schedule designed around doing what matters most every day. The challenge for most of us is knowing exactly what matters most. After all, we must jump whenever our clients tell us to or we may lost their business….right?  Are you controlling your business or is it controlling you?  Remember, if you don’t follow a schedule, someone or something else will always dictate how you spend your time.

Not so fast!  You don’t have to be a ‘pop-tart Realtor’…popping up whenever there’s a fire to put out or if someone calls and has to talk with you right this second!  The simple fact is that your lack of control over your schedule isn’t due to your client’s demands but, your lack of professionalism. Sorry if that offends you. Before you jump off this page allow me to make a point….

Do professionals follow schedules? For example, lets assume you needed an appointment with the best doctor in town. This doctor was well known for being the best of the best. It makes sense because this doctor was so desirable that you would have to make an appointment and wait your turn to see him. You see, we are conditioned to expect service professionals who are the best to be professional and follow a schedule.  You can’t just call that doctor up and let him or her know that you’ll be right over and expect them to wait for you to show up.  Instead, your expectation is that they will let you know when THEY can meet with you, not the opposite.  Imagine how you’d feel about that same doctor if they said, ‘ok, you can come any time…I’m not doing anything else.’  Wouldn’t that make you nervous?

How about you? When a buyer calls you and asks to see a house do you immediately (or almost immediately) pop on over to show the buyer the house?  Seriously, if your phone rang right now…as you are reading this post…asking to see a house….would you rush out the door to show him the property? Before you’d even pre-qualified them by asking simple, scripted questions?

If you are like 99.9% of the agents out there you WOULD pop over to show the buyer the property. What message is this behavior sending to the buyer? Will that buyer see you as a the busy, highly professional and desirable Realtor or some Agent hack who has not control over his time?

Its OK and even smart to tell buyers (and sellers) that you follow a schedule.

Back to ‘what matters most’. I assume that you are not running a real estate non-profit. I would certainly hope that your desire is to make money (and lots of it). Remember, the more people you help at a high level the more money you will make. Always.

Your new schedule puts what matters most first:

1) Lead Generation.

2) Lead Follow-Up.

3) Appointments.

4) Presenting.

5) Pre-qualifying.

6) Negotiating. (once you have contracts)

Tomorrow…we give you the schedule!

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