Let’s get real here – successful brokers are different, here’s why:
1. Big Goals – All successful brokers have big goals. After all if you can’t
think big, how on earth do you expect to achieve big? Successful brokers
aren’t afraid to think big; thinking big results in big goals and big goals
get you BIG RESULTS.
Just imagine, what would happen of you actually declared a big goal you are
secretly wishing for but afraid to act on? You’d probably reach it!
2. Daily Planning – An extremely successful broker wouldn’t dream of starting
his (or her) day without spending time first thing in the morning planning
the day. This includes creating a list of calls to be made, emails to be
sent, deciding what correspondence needs to go out, reviewing what action
steps to take, and so on.
Daily planning guarantees you will be in action all day doing the things
that support your (big) goals. This method sure does beat spinning your wheels!
3. Delegation – Successful brokers have great support teams in place because
they realize can’t do it all alone. I recently heard about a rule of thumb
stipulating that for each $300,000 in commissions netted by a broker one
full time assistant is needed.
Who’s on your team? Make a list of everyone who helps you get your job done.
People like your assistant, virtual assistant, lawyer, accountant, webmaster,
marketing assistant, possibly a runner, a college student who is doing an
internship and anyone else you need on your team to do your job and do it
with excellence.
Who’s missing?
4. Time Blocking – A time and a place for everything, successful brokers
practice this with ease. Wouldn’t things be easier if you knew what you needed
to do and when?
What would it be like if you knew that everything that needed to be accomplished
would be, and exactly what day and time it would happen?
If your clients knew you returned your calls every day between 10 and 10:30
and then again between 4:00 and 5:00, if they knew you’d respond to their
email daily at 11:00, or were available every Tuesday, Wednesday, and Thursday
afternoons after lunch to meet – would they be clear what to expect from
you? Would life suddenly be easier for you? This is called Time Blocking.
Write out all activities you do each day and week and set times in your weekly
calendar to complete them. Treat them as you would a doctor’s appointment.
After all you’d never cancel a doctor’s appointment because you’d be charged
a fee and wouldn’t get in to see him until the next opening – often a couple
of weeks later.
Time Blocking Guarantees Success when followed.
5. Systems – Do you ever notice how the top brokers in your office seem
to get so much done? That’s because they have systems in place. Systems such
as office operations, goal setting, time management, lead generation, marketing,
sales, closing, even a system for follow up. (For more information on these
systems, join my Commercial Real Estate Success Inner Circle being re-launched
within the next 30 days).
Having systems in place takes the guesswork away. It becomes easier to get
more done in less time because you know exactly what to do and exactly what
to delegate.
A great book to read to learn more about having systems in place is, “The
E-Myth Revisited” by Michael Gerber. It’s worth reading; or get the audio
CD set and listen to it while driving.
6. Accountability – Top brokers have accountability in place. They are accountable
to themselves, their team, their business coach, their clients and their
families.
Make sure you have at least one person or support system in place to help
assist you in your business goal accountability. It’s amazing how much more
you will accomplish if you have only two choices: just doing it; or reporting
failure to your accountability partner.
7. Follow Through – This is where the distinction is made between the best
and the mediocre. Do you have a follow up system in place? Do you know what
requires follow up and how often? Do you ever procrastinate following up
only to discover too much time has past and now you’re embarrassed to follow
up?
Create a follow up checklist for each client and prospect and refer to it
daily during your planning time to be certain nothing falls through the cracks.
Go beyond what most do for expected follow up.
Believe me, if you don’t sharpen and improve your follow up skills, there
are 99 other brokers waiting to steal your business.
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