How do real estate agents continue to focus on generating new business while maintaining customer service at a level of care that meets their standards? Most agents constantly want more business, yet only a small percentage make a daily commitment to do income producing activities that result in new clients. I was able to interview three top agents who consistently stay focused on lead generating to find out their keys to success.
Have a Morning Schedule
All three agents follow a regimented schedule that does not deviate from day to day. They show up to their job at the same time every morning when they have the most energy and there are the least distractions. They block & protect time to complete their income producing activities before starting on any business servicing tasks.
Be Proactive Not Reactive
It is much easier to perform business servicing tasks like answering emails and filling out paperwork than it is to accomplish income producing activities like prospecting or contacting past clients. So unless the mind is purposely forced to proactively generate new business, agents will just naturally react to whatever they feel needs be done at the time. However, if agents choose to do business by design and not by default, they can protect a small part of the day for those activities that result in the one thing they truly want: more business.
Protect Income Producing Time
Focusing on business generation requires an abundant mindset that disregards scarcity. This means starting the day playing offense and not defense. So distracting emails that can lead to problematic bunny-trails are not opened until income producing time has ended. Office doors are shut with Do Not Disturb signs posted. Assistants and accountability partners are empowered to hold agents to their income producing tasks. Distractions are the mortal enemy of productivity, and top agents know how to avoid them.
Check out our latest article on Inman and download a free one page business plan.
Scripts for Building Referral Networks from Business Relationships
Scripts for Buyers: How to Show Less Homes
Agent Websites that Generate Real Estate Leads
Just Listed & Just Sold Real Estate Scripts
What to Say When Calling FSBO Sellers for Listings
Managing & Compensating Buyers Agents on Real Estate Teams
Easy Ways to Ask Your Clients for Referrals
How to Compensate & Structure Real Estate Teams
How Realtors Build Referral Based Businesses
The 5 Ways to Mirror & Match Client Behavior
When & How Realtors Should Make their First Administrative Hire
Top Producing Realtor Prospecting Scripts
The 3 Primary Duties of a Top Producing Realtor
Scripts for Overcoming Listing Presentation Objections
How to List For Sale By Owner (FSBO) Homes