{"id":1898,"date":"2014-10-15T10:00:07","date_gmt":"2014-10-15T10:00:07","guid":{"rendered":"http:\/\/www.corcorancoaching.com\/blog\/?p=1898"},"modified":"2018-07-13T15:02:26","modified_gmt":"2018-07-13T20:02:26","slug":"only-time-will-sell-8","status":"publish","type":"post","link":"https:\/\/www.corcorancoaching.com\/blog\/only-time-will-sell-8\/","title":{"rendered":"Only Time Will &#8220;Sell&#8221;"},"content":{"rendered":"<p>Top Dollar-Producing Activities for Agents<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cI wasted time, and now doth time waste me.\u201d \u2013<\/p>\n<p>Shakespeare<\/p>\n<p>&nbsp;<\/p>\n<p>Two thousand three-hundred hours. If you\u2019re a typical agent, that\u2019s how many hours you\u2019ll work this year, according to NAR.\u00a0 That\u2019s a lot of time to get sidetracked and end up down an unproductive, frustrating and rocky road.<\/p>\n<p>&nbsp;<\/p>\n<p>Has it happened to you? It happens to us all.\u00a0 Knowing \u2013 and embracing \u2013 dollar-productive activities can keep you on the smooth, freshly-paved freeway to more profits, more efficiency and more fulfillment in your real estate career.<\/p>\n<p>&nbsp;<\/p>\n<p>First, you should know that there are only four tasks that will actually make an agent money:<\/p>\n<p>&nbsp;<\/p>\n<p>1. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 List<\/p>\n<p>&nbsp;<\/p>\n<p>2. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Prospect<\/p>\n<p>&nbsp;<\/p>\n<p>3. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Sell<\/p>\n<p>&nbsp;<\/p>\n<p>4. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Negotiate<\/p>\n<p>&nbsp;<\/p>\n<p>When you became an agent, these are the activities you signed up for. The rest is time spinning down a just-flushed toilet.<\/p>\n<p>&nbsp;<\/p>\n<p>How many of your 2,300 hours are you flushing? Has the flushing sound become commonplace in your day-to-day work?<\/p>\n<p>&nbsp;<\/p>\n<p>Putting up signs \u2013 Flush!<\/p>\n<p>&nbsp;<\/p>\n<p>Making copies \u2013 Flush!<\/p>\n<p>&nbsp;<\/p>\n<p>Setting up meetings \u2013 Flush!<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>These are precious minutes, time that could be spent fattening your bank account and doing what you do best as a professional.<\/p>\n<p>So how do you stay focused on these four tasks to maximize your time? Here are three easy ways:<\/p>\n<p>&nbsp;<\/p>\n<ol>\n<li>Inventory Your Time<\/li>\n<\/ol>\n<p>&nbsp;<\/p>\n<p>First, you have to know where the problem is before you can fix it.\u00a0 Inventory your time.\u00a0 Write out everything you\u2019re doing now to find the flushing sounds.<\/p>\n<p>&nbsp;<\/p>\n<p>When I first started working with one of my clients, Char MacCallum, CRS, Char MacCallum Real Estate Team in Olathe, KS, we broke down all her activities and assigned a dollar figure to each one.<\/p>\n<p>&nbsp;<\/p>\n<p>Then, where it was more profitable to hire someone to check listings or put up signs, for example, we hired an assistant at a pay rate much lower than Char\u2019s.<\/p>\n<p>&nbsp;<\/p>\n<p>2. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Build a Team<\/p>\n<p>&nbsp;<\/p>\n<p>As you can gather from what MacCallum did, a team is fundamental.\u00a0 If nothing else, just hiring one assistant is one of the best moves an agent can make.\u00a0 Unfortunately, and much to their detriment, many agents want to do it all by themselves.<\/p>\n<p>&nbsp;<\/p>\n<p>One of the top producers in the country admitted to me that he used to do it all.\u00a0 Zac Pasmanick, CRS, of RE\/MAX Greater Atlanta, told me he was \u201cthe CEO, Chief Financial Officer (CFO), GM, Vice President (VP), chief brand creator, global marketing director, dynamic web developer, internal quality inspector, logistics coordinator, rainmaker, accountant, chief cook and dish washer.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>We worked together to designate areas of responsibility, establish a chain of command, clarify his role as the CEO and hire a first-rate team.\u00a0 Now Zac meets weekly with his team to review what he needs to know \u2013 numbers, reports, completed projects and the like.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cSometimes I fall back into micro-managing, but now I have a management team that tells me, \u2018That\u2019s not your job,\u2019\u201d Zac said.<\/p>\n<p>&nbsp;<\/p>\n<p>Zac\u2019s advice to agents (and I agree whole-heartedly): \u201cAdopt a positive, pro-active mindset.\u00a0 Don\u2019t wallow in problems, focus on solutions.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>3. \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Have a Plan<\/p>\n<p>&nbsp;<\/p>\n<p>If you don\u2019t have a plan, you\u2019re begging to be swept away in the frenzied current of minutia and chaos.\u00a0 A plan helps you take charge as a proactive agent, not a reactive one.<\/p>\n<p>&nbsp;<\/p>\n<p>The number one time waster comes in the form of this reactive-laden question, which I hear often from agents: \u201cWhen would you like to meet?\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>Agents need to learn how to run their businesses like a doctor\u2019s office, with appointments that fit their schedule.\u00a0 This is easily accomplished by setting up specific times in your weekly plan when you can meet your clients.\u00a0 Agents need to learn how to say, \u201cI can meet at these times.\u201d<\/p>\n<p>&nbsp;<\/p>\n<p>I remember MacCallum telling me that she often found herself reacting to the day instead of planning for the day.<\/p>\n<p>&nbsp;<\/p>\n<p>\u201cI\u2019d get stuck in reactive mode, dealing with paper jams and phone calls instead of working a plan that would increase my profitability,\u201d she said.<\/p>\n<p>&nbsp;<\/p>\n<p>We developed a plan that spelled out systems and tools that helped her gain control of not only her time, but also her team\u2019s time.\u00a0 The systems were detailed checklists that covered everything that happened in her business \u2013 from how the phone would be answered to how leads that came in via the Internet should be handled.<\/p>\n<p>Now her business is on auto-pilot and she\u2019s in control and believe me, she\u2019s flying high!<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>Twenty-three hundred hours. Can you imagine how much more successful you could be if you spent each and every one of those hours doing what you, as a professional, do best \u2013 list, prospect, sell and negotiate?<\/p>\n<p>&nbsp;<\/p>\n<p>The possibility is right there inside you. The time is now.\u00a0 I wish you the best!<\/p>\n<p>Make A Commitment: I will track my time to determine how much is spent doing dollar productive activities.<\/p>\n<p>Deadline: _________<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Top Dollar-Producing Activities for Agents &nbsp; \u201cI wasted time, and now doth time waste me.\u201d \u2013 Shakespeare &nbsp; Two thousand three-hundred hours. If you\u2019re a typical agent, that\u2019s how many hours you\u2019ll work this year, according to NAR.\u00a0 That\u2019s a lot of time to get sidetracked and end up down an unproductive, frustrating and rocky&#8230;<\/p>\n","protected":false},"author":7,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Only Time Will &quot;Sell&quot; - Real Estate Coaching Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.corcorancoaching.com\/blog\/only-time-will-sell-8\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Only Time Will &quot;Sell&quot; - Real Estate Coaching Blog\" \/>\n<meta property=\"og:description\" content=\"Top Dollar-Producing Activities for Agents &nbsp; \u201cI wasted time, and now doth time waste me.\u201d \u2013 Shakespeare &nbsp; Two thousand three-hundred hours. 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