Action Sheet (AgentSuccessSummit.com) Speaker: Joeann ...
Action Sheet
(AgentSuccessSummit.com)
Speaker:
Joeann Fossland
Title:
Be Wildly Productive. Not Senselessly Busy!
Free gift:
Awesome Year Business Plan (pdf) www.AgentSuccessSummit.com/JoeannGift
It is easy to be busy, but not productive in real estate: Long To-Do list. Most agents do easy (but low dollar productive) items first Determine what is dollar-productive and do it first A valuable business plan: Foundation, direction, and vision for accomplishments for year Unique to you – what motivates you – some just need vision, some need all details Track your performance metrics for the prior year – key to planning – where are you now Ratios can be improved slightly to achieve goals without additional cost Important measures for an agent’s success are: Unique to each agent – start with you vision – what is your big WHY Not always about the money – time off, who does what, families served Create a vision for your personal life, not just the business Book “Thrive” by Ariana Huffington – life balance – success (power, money, balance) Vision includes short (1 year) and long term (lifetime of business) goals: Have a long term “escape plan”. Retire when? How much need? How many years? Plan family vacations (1 week per quarter), time off, time with family, lifestyle Money to fund your life? How much per year? House? Car? Vacation? Retirement? Vision board – pictures of goals you want to achieve or acquire The Pareto Principle (80/20 Rule) can be applied to real estate: 11% of real estate agents are making 89% of the money Idea: small percentage of something gives the biggest payoff. For example: 20% of your marketing dollars, result in 80% of your prospects. 20% of your client base gives you 80% of your referrals. 20% of the prospecting you do, results in 80% of your clients. Identify your high-productive 20% activities and build a plan to do more of that Average agent prospects 2.5 hours per week. Average top agent, 2 hours per day. Double your income without doubling your total hours…just the hours in dollar-productive Track your time in a time log – find the leaks in your boat – then set up an ideal day Pick 1 Dollar Productive Day per week – 80% will be dollar productive activities. 1 personal day per week. No work. Selfish. Rejuvenate. Time block rest of week. 20-30% white space. Include: work-outs, date nights,… Dollar productive activities for a real estate agent are (consistency is the key): Prospecting, listing appointments, working with buyers (with exclusive buyer rep 4 of 5 will close vs no buyer rep 1 of 5), contract management, attend closing, 1 on 1, client appreciation lunch/event. Know who and what you should say no to! Jerks are not a protected class – work only with those you like Cut loose high maintenance clients (ask if you will cut your commission) Refer prospects that do not match our criteria (area of town, type of property,…) Leveraging your unique strengths to build a business that is fun Life is too short to perfect your weaknesses Ask friends. Family, past clients to identify your strengths. Who needs this quality? Develop and use strategies that will reach the maximum number of potential clients Determine who you want to work with? Where do they hang out? What do they do? Make yourself the focus on their world (not just real estate) Who do you already have the “trust” of? Who knows you already? Likes you? Referrals. Create a value proposition for your target niches. What do your prospects need? Want? How can you provide it? Ask clients. Add value, beyond competition. Over deliver. Joeann’s Rule of 3: Each morning write down the 3 most important things that will move you towards your goal.
(AgentSuccessSummit.com)
Speaker:
Joeann Fossland
Title:
Be Wildly Productive. Not Senselessly Busy!
Free gift:
Awesome Year Business Plan (pdf) www.AgentSuccessSummit.com/JoeannGift
It is easy to be busy, but not productive in real estate: Long To-Do list. Most agents do easy (but low dollar productive) items first Determine what is dollar-productive and do it first A valuable business plan: Foundation, direction, and vision for accomplishments for year Unique to you – what motivates you – some just need vision, some need all details Track your performance metrics for the prior year – key to planning – where are you now Ratios can be improved slightly to achieve goals without additional cost Important measures for an agent’s success are: Unique to each agent – start with you vision – what is your big WHY Not always about the money – time off, who does what, families served Create a vision for your personal life, not just the business Book “Thrive” by Ariana Huffington – life balance – success (power, money, balance) Vision includes short (1 year) and long term (lifetime of business) goals: Have a long term “escape plan”. Retire when? How much need? How many years? Plan family vacations (1 week per quarter), time off, time with family, lifestyle Money to fund your life? How much per year? House? Car? Vacation? Retirement? Vision board – pictures of goals you want to achieve or acquire The Pareto Principle (80/20 Rule) can be applied to real estate: 11% of real estate agents are making 89% of the money Idea: small percentage of something gives the biggest payoff. For example: 20% of your marketing dollars, result in 80% of your prospects. 20% of your client base gives you 80% of your referrals. 20% of the prospecting you do, results in 80% of your clients. Identify your high-productive 20% activities and build a plan to do more of that Average agent prospects 2.5 hours per week. Average top agent, 2 hours per day. Double your income without doubling your total hours…just the hours in dollar-productive Track your time in a time log – find the leaks in your boat – then set up an ideal day Pick 1 Dollar Productive Day per week – 80% will be dollar productive activities. 1 personal day per week. No work. Selfish. Rejuvenate. Time block rest of week. 20-30% white space. Include: work-outs, date nights,… Dollar productive activities for a real estate agent are (consistency is the key): Prospecting, listing appointments, working with buyers (with exclusive buyer rep 4 of 5 will close vs no buyer rep 1 of 5), contract management, attend closing, 1 on 1, client appreciation lunch/event. Know who and what you should say no to! Jerks are not a protected class – work only with those you like Cut loose high maintenance clients (ask if you will cut your commission) Refer prospects that do not match our criteria (area of town, type of property,…) Leveraging your unique strengths to build a business that is fun Life is too short to perfect your weaknesses Ask friends. Family, past clients to identify your strengths. Who needs this quality? Develop and use strategies that will reach the maximum number of potential clients Determine who you want to work with? Where do they hang out? What do they do? Make yourself the focus on their world (not just real estate) Who do you already have the “trust” of? Who knows you already? Likes you? Referrals. Create a value proposition for your target niches. What do your prospects need? Want? How can you provide it? Ask clients. Add value, beyond competition. Over deliver. Joeann’s Rule of 3: Each morning write down the 3 most important things that will move you towards your goal.
