careful the days dont Just rush by
have one of those days, which were so busy, that when you got home
at night and assessed what you had achieved, all you got was tired?
The key to being successful in selling is contained in three main
1. Energy and focus.
2. The number of people you speak with,
3. The skill with which you do these things.
One of the most difficult issues for real estate people seems to be
the management of their time so the tasks that really matter get done.
And not only that they get done, but that they get done often enough
and well enough.
Top sales and Business Performance requires that we make the very
best use of our time. All too often we hear real estate sales people
and their managers complaining that the days are just not long enough.
That the important things, they set out to do, got overtaken by other
seemingly urgent issues, that day. Whilst there is an obvious tendency
to tackle the tasks that look like potential immediate pay-back, all
too often the long-term business success is put a risk because tasks
with a longer pay-back, but more certainty are overlooked.
Running a great real estate business, be it manager or salesperson,
can require the juggling of many issues. This is especially so in
Residential sales where the business is 7 days a week and yet many
salespeople have partners and families, hobbies and outside interests
that need to be fitted in. In the pursuit of todays listing
or sale the foundations for a successful long-term business, without
the usual peaks and troughs are overlooked and we see the normal income
chart of the reactive sales person.
This salesperson is typified by burst of activity and income and long
periods of little income because they operate in response to the market,
rather than creating a business that works in any market.
Their income chart looks like this.
The stress levels of working and living in this type of environment
reinforce the need to ensure that self-management issues are put in
place to maintain ones productivity, health, relationship, family
relationships and stress levels. By planning more carefully and blocking
off time to ensure key tasks are tackled regularly, you can not only
build a more productive business, but can ensure you are in the right
frame of mind and in good health to enjoy the benefits.
The Office Environment
The typical real estate office is full of pretty sociable people and
for those who are easily distracted it is so easy to see your time
fly by whilst having fun and doing stuff.
The key to success seems to more and more be tied up in the allocation
of your time between those tasks which are truly dollar productive,
and those which less successful colleagues would have you join them
in doing. Its often interesting to see the person who has the
most time to tell you how to run your business, is generally the lowest
performer. And yet I see many average to good performers under achieve
as they let these noisies waste their time.
If three of the success attributes are:
How many people can you talk with each day?
What skill can you apply in each of these situations?
Are these the right people for me to spend my time with?
Then wouldnt it be appropriate to plan a week that makes sure
you have a good portion of your week set aside to tackle the most
important tasks and still provide a balance in your week for you,
your social life, partner and family?
So lets look at that from a Managers Perspective
This can be a complex role especially where the bulk of the managers
income is generated by listing and selling. Often this is a necessity
because of the scale of the business but the need to lead, manage
and coach a sales team is still a vital factor in the success of the
So what are a Managers most Productive Tasks in todays Real
Planning and Strategizing
Assisting in the field
Inducting New Recruits
Training in the field
Mediation and Disputes
So often these key tasks get overlooked and the manager moves from
crisis to crisis and the business withers or at best continues and
performs in response to the market. In looking at the performance
of some top managers I have been able to model their IDEAL WEEK and
it looks something like this:
So what would a Mangers Ideal week look like?
CLICK THE IMAGE TO VIEW
time slots are not as important as the time allocation. The secret
seems to be in making the time available so the tasks get done. Some
managers who have real difficulty in getting back to the key tasks
when in crisis mode, have found that being far more strict in sticking
to the time slots has helped them immensely. Take a look back through
your diary for the last week or so and see what value the tasks were
that you spent most of your time on. If your business is not quite
as you would like, could the way you spend your time be a contributing
The Ideal week for a Sales Person
Luck is not a key ingredient in the success of the top sales people.
Its a combination of their energy, focus and skill. Very few
are naturals with that ability to just get deal together. They have
a clear focus on what matters and they make sure it gets done. Couple
that with a sense of urgency and you will see that their pace in getting
through the tasks has a huge impact on their success.
So what are the key tasks for a Salesperson?
Firstly there are the things youve got to do;
And then there are the Productive Tasks
. Telemarketing to Database
Visiting your Advocates
People who know you and what you do
After Sales Service
And then there is the need for time for you and your family.
So what could an Ideal Week look like for a Salesperson?
CLICK THE IMAGE TO VIEW
may all look a little structured, but if your career is not delivering
the results you want then some form of Time Management, by placing
controls on how your time is spent may well be a tool you can add
to your armoury. Try taking your weeks and combining 4 to 6 weeks
in a structure like these and then unsure that at the end of the block
you take a long weekend that way youll maintain your
sanity, health and relationships, whilst you build your income levels.
If your career is not delivering what you want, it may be time to
try something different. To continue to do the same things and expect
a different result is testing our view of your sanity. Take a look
at last week and see where you could have got more done.
Beware that you are not spending time with the wrong people. It is
said that 80% of sales people spend 60% to 80% of their time with
buyers who arent in a position to buy and sellers who dont
have to sell. I know that keeps you busy, but working hard like this
is not smart. So if planning your week in a more structured way is
not for you, then take a good hard look at the people you spend your
time on. Maybe there are some hours being spent here that can be better
spent on the clients that really need your help.