A great short clip on inman.com by a Broker, Peter Lorimer of PLG Estates, puts it very succinctly: https://youtu.be/7b2BVH0ZDjc
He talks about two key ingredients; time-blocking and lead generation. As most Realtors have transitioned to working from home, including this author – and more and more follow suit, the discipline of following the “perfect week” is even more important. This is a topic I have written about previously and can’t be repeated often enough.
Below, is a copy of The Perfect Week, courtesy of Ninja Selling – one of the best programs for Realtors out of Ft. Collins, CO that I reference often. You will draw a few immediate conclusions, one of them might be that there is no way this is realistic “because I am too busy” or “I have a life too, i.e., family demands!” For those people, I am going to suggest that Mom’s are among the best organized when it comes to juggling kids and their sports, extra curricular and other activities. Everyone of them has the famous family calendar pinned up somewhere with all of those “appointments” laid out, often color coded. Well, the same principles apply to the calendar below and I would suggest that you should start by first putting in those personal, family appointments and then work in the real estate business appointments around them. And, yes, treat every one of the items in the calendar as an Appointment. This has to be the mindset. If you don’t train your mind to treat them as a non-cancellable appointment, you will operate as you have before without any discipline and control with the end results speaking for themselves. (If you would like the excel version, send me an email)
|The Perfect Week|
|8:00 AM||Get ready for the day||Get ready for the day||Get ready for the day||Get ready for the day||Get ready for the day|
|8:45 AM||Write affirmations||Write affirmations||Write affirmations||Write affirmations||Write affirmations|
|9:00am to 10:30 am||Write 2 personal notes||Write 2 personal notes||Write 2 personal notes||Write 2 personal notes||Write 2 personal notes|
|Make 13 FORD calls, listen for change. Look for ways to add value||Sales Meeting and Tour||Make 13 FORD calls, listen for change. Look for ways to add value||Make 12 FORD calls, listen for change. Look for ways to add value||Make 12 FORD calls, listen for change. Look for ways to add value|
|Gather data for 2 Real Estate Reviews. Call and set appointments to present each. Call all clients under contract.||Pick Open House for the weekend. Gather neighborhood data, call seller to make sure house is “parade ready”||Review Hot and Warm Lists for property matches on new listings.||Review Hot and Warm Lists for property matches on new listings.|
|Call and schedule 2 lunches for next week||Contact each of your sellers with update on new neighborhood listings. Call, DON’T text or email.|
|Review Hot and Warm Lists for property matches on new listings. Make appts.||Review Hot and Warm Lists for property matches on new listings.|
|Noon||Lunch with an A list||Lunch with an A List|
|1:00 PM||Open House|
|3:00 PM||Present Real Estate Review||Present Real Estate Review|
|6:00 PM||23.75 hours left to work “in” your business, working a 40 hour week INCLUDING your Open House|
|8:00 PM||BE HOME or Hang out||BE HOME or Hang out||BE HOME or Hang out||BE HOME or Hang out||BE HOME or Hang out||BE HOME or Hang out|
The second main point that Lorimer discusses in the short video is to start with Lead Generation. In the calendar, this is referred to as F.O.R.D. calls. F.O.R.D. refers to Family, Occupation, Recreation, Dreams. Again, Ninja Selling suggests that you work with people you know and like. To re-connect, and develop a meaningful relationship, the schedule above suggests making calls to your COI/Sphere to ask or talk about anyone of the areas listed in the FORD acronym. These are not “sales calls”. I can guarantee that if you make this a non-negotiable part of your schedule you will be as busy as you want to be and even more importantly, you will be working with people you know, like and trust.
This is truly the breakfast of real estate champions!