Time Management; Turning Two Hours a Day Into New Heights for Your Business

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Success in the real estate business does not come down to just working X number of hours and servicing the clients you have. The whole business of real estate is about keeping it going and in a consistent manner. One of the biggest mistakes I see new agents (veteran ones too) making is that they will do their prospecting for a certain period of time – generate some leads – and then stop their prospecting in time to service those clients. What happens once those deals are said and done? Back to square one.

That’s why one of the most important pieces of advice I give to anyone in the real estate business that will listen, is to devote a minimum of two hours every single day to the task of prospecting.

Scheduling Is Key

Now, to dedicate two or more hours each day to one-on-one prospecting, it takes a strong commitment to time management and having a schedule. I have a schedule for every single day and it breaks down each segment with specifically set tasks that I must do.

Every single morning, I spend no less than two hours generating leads through prospecting. Now there are many forms of prospecting, whether you choose to target your sphere of influence, approach FSBOs and expired listings (cold calling) or contact each of your past clients and those that you have worked with – but the key is to contact them.

Know Your Worth

Remember that as you set a desired financial goal in your career you should establish a benchmark as to what you are worth and then work out how much time you would need to put in so as to achieve that income goal. This is where scheduling is key. Knowing that time is our biggest asset in an industry where we are working for ourselves, it is critical that you manage your time well.

If you can focus on the important aspects of your career that only you can do, those that warrant the value of your time, consider passing on other tasks to someone else. For example if based on your desired income level you are worth $200 an hour, then hire an assistant to do items that can be done for $15 an hour.

Make the Commitment

Ask yourself this all-important question: Do I have a schedule in place? If you do, that’s great! Look it over and make sure that you are putting in at least two hours – and even more if you can do it – toward lead generation only. One hundred percent focused lead generation with no interruptions whatsoever. If you answered “no” to the question of a schedule, then it’s time you get one started immediately. Break down each hour (or half hour) so you know what your priorities are each day and you know when you will be tackling those tasks. The single most important thing in your day should be your prospecting/lead generating – and that’s why I strongly recommend making that the first order of business each day.
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Folks, gone are the days when 20 percent of the agents were bringing in 80% of the business. Things have changed and now, it’s more like the 95/5 rule. What are these agents doing that puts them in the 5% slot? Are they providing better customer service? No. What sets these agents apart is that they give top priority to lead generation and prospecting. These are the agents that are controlling most of the market and to get to that level you will need to manage your time and spend a couple hours or more each day generating business.

Just two hours a day.
If you have any questions – contact me at jeff@jeffquintin.com or 609.398.JEFF (5333). Good luck and go get ‘em!