The Heart of the Deal by Anthony Lolli

Author:Anthony Lolli [Lolli, Anthony]
Language: eng
Format: epub
ISBN: 9781682300794
Publisher: Diversion Books
Published: 2017-04-25T04:00:00+00:00

The Salesman’s Schedule

Why time management is the key to real estate success

As a real estate broker, there are a thousand different things to keep track of at any given moment. There are calls and emails to and from buyers, sellers, renters, and landlords; ads to post, showings, closings, lease signings, open houses, and the daily search for new listings. Managing your time well is the biggest key to success in this business. It’s especially important when you’re first starting out, so that you develop good work habits early on.

A lot of people get into real estate sales thinking it’s something they can do part-time, either while working another job or doing something else on the side. To be sure, I’ve known some wildly successful agents who only worked part-time. They were the sort of agents who could go out on one showing and come back with a deposit with staggering consistency. But that kind of skill level is incredibly rare. And each and every one of those agents who was able to be successful doing real estate part-time started out by doing it around the clock.

So, maybe you’ll end up becoming one of those exception-to-the-rule agents who knocks it out of the park with every client so often that you can make the kind of money you want to make in real estate while only working part-time. I know a lot of agents who will be jealous of you. But don’t expect to reach that level right away.

Starting a real estate career means you’re taking a chance on yourself. So give yourself the best chance you can and commit to it full-time, especially at the beginning.

Here’s a simple schedule you can follow to make the most of your day. This is geared toward agents working in rentals, but it can easily be adapted for sales:

7:00–9:00 AM: Post ads. Many of the most popular sites organize their ads in the order in which they were submitted, meaning the sooner someone searches that sight after you post your ad, the higher up in the search rankings your ad will be. A lot of people who are searching for a new home do their online searches while they’re eating breakfast, or right when they arrive to work, so this is a good time to get your ads out there to catch those morning searchers.

9:00–10:00 AM: Training. Take some time to wake up your brain and get excited for your day by learning something new about your business. If your company offers daily training, great. If not, there are tons of places online to pick up new sales techniques or learn about the latest market trends. Whether you’re reading an article, watching a video, listening to a podcast, or engaging in an in-person training session, use this time to sharpen your skills.

10:00 AM–12:00 PM: Plan out your day. Clear out your voicemails and your email inbox. Get back to any clients who asked you to contact them. If you have showings scheduled for later

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