Latest Articles

Industry, Education, Finance

October 23, 2018

Peak Performance Prospecting

Staying on top of your present business is not enough. You know you must build a future business on a consistent basis to be successful and to even out the peaks and valleys of your production. For many agents, this area is one of frustration and one where they berate themselves up for not doing "right" or "enough."

Self Discipline 
In my experience as a business coach, I find that trying to be more "self-disciplined" is something most agents feel they should do and should do MORE of. But, I have found, the struggle often comes because you are trying to defy your natural ways of doing things.
You try to make yourself spend time doing things that aren't an authentic expression of your values, but a way of doing things that you've heard from others works. Well, it may work for them, but if you don't have the same core values and style that they have, it won't work in the same way for you.
This, actually, should be good news.  When you shift to incorporating your natural strengths and rhythms, you will naturally take action more consistently and easily. Some 21st-century thinking is what's called for.
THE OLD WAY: Every Day do a Little

It's been an accepted belief that the best way to handle goals and prospecting is to do a certain amount EVERY DAY. You look at the goal for the year, then break it down into monthly, weekly and daily actions. Then every single day, you must make calls.
Many agents set some calls to make every day or set a time aside for these calls, like an hour a day, For agents who are good at consistency and like each day to look the same, this works. But, I find, that is a very small percentage of agents; I find most of my clients are drawn to this profession because of the freedom and flexibility they have with their schedules.
You’d get bored doing the same thing every day. You'd have a 9-5 job if you wanted to do the same thing every day. Trying to force this, if it is not your natural style, creates a struggle and then internal questioning of your motivation and worth. The downward spiral begins.
THE BETTER WAY: Use a Couple of Weekly Peak Performance Days

You know if consistent daily action is something you love, or if you'd rather do things in big chunks and vary your daily activities. Do you regularly plan your week so you will be able to be the most effective possible? Creating your ideal week plan based on your personality style will enable you to integrate activities in a way that is easier for you to do naturally.
If you are like most agents, you probably spend 5-10 minutes getting ready to prospect: getting a cup of coffee, clearing the desk, or getting out the numbers, thinking maybe this is a good time to do something else. Anything else, actually (one agent said even doing laundry could entice her!).
If you are doing it the old way, you are wasting this 5-10 minutes 5x per week. If you, instead, have one or two longer sessions each week, you have already become more time effective!
A two- to three-hour prospecting session is better than a shorter one for a couple of other reasons. First, that initial call is usually the hardest, and then you begin to relax. Secondly, as you relax, the energy and authenticity that comes through to the prospect are of a more natural quality, making it easier for you to connect with them. You get on a roll and start to find more people are home, they are more receptive, and it is not as bad as you had imagined. You get into the flow and the time passes with more positive results. Your feeling of self-worth increases and it makes it easier to face down the knots in your stomach when you get ready for the next prospecting session.
If you are the kind of person who loves the variety of different activities each day, here is an effective way to still stay on track and prospect regularly:
Plan 1-2 days a week as Peak Performance Days. On these days, plan for 80% of the activity to be on dollar producing activities. Your prospecting is then blocked in like an appointment with a client on these days. Other dollar productive activities, such as taking listings, negotiating and selling to "A" buyers can be scheduled for these days as well.
Certainly, 100% of these activities will not naturally fall on these days, but you will be amazed once you start being focused about intentionally creating Peak Performance Days, how easy it is to shift activities to the appropriate times. You are, after all, the one who is in charge of your calendar and what you do each day, aren't you? Work your plan consistently, and miracles will happen, but it takes saying no, finding ways to work and not be interrupted and getting very good and asking yourself,  "Is what I am doing right now the highest and best use of my time?"
Give up trying to force yourself to get more self-discipline and start looking for ways to do things in a way that suits your style. Life is too short to perfect your weaknesses!

Joeann Fossland, PAST Certified e-PRO Trainer, GRI, PMN, is a Master Certified Coach and Founder of the Web Women Giving Circle. Joeann is the Creator of The Real Estate Game®, the most effective group coaching available. 

Recent Posts

December 31, 2018

Virtual Office Websites

December 14, 2018

Open House Strategies

December 11, 2018

Seven Sales Tips

November 27, 2018

RealTown® Cadre

November 24, 2018

Adventures in Selling

November 24, 2018

Just One Thing

November 22, 2018

Assemblage VS Plottage

November 22, 2018

Breaking Down Obstacles

November 21, 2018

Covenants VS Conditions

November 21, 2018

Using the Right Word

November 20, 2018

Deposit VS Down Payment

November 19, 2018

What is a Foreclosure?

November 16, 2018

What's an Escrow?

November 16, 2018

Easement vs. License

November 15, 2018

Shopping on Shop

November 14, 2018

Ethics and Offers

November 14, 2018

Accentuate the Positive

November 14, 2018

What is Leadership?

November 8, 2018

A Message to Garcia

November 8, 2018

Who Owns Your Domain?

November 05, 2018

Lead Generation

November 2, 2018

More on Syndication

November 1, 2018


November 1, 2018

How to Hold Title

October 30, 2018

Estate Planning

October 30, 2018

On Change

October 24, 2018

Connect the Dots

October 20, 2018

Peak Performers

October 11, 2018

Shhh, It's a Secret

October 11, 2018

Hooking Buyer Emotion

October 10, 2018

The Power of Staging

September 30, 2018

Real Estate is the Key

September 29, 2018

Lead Yourself

September 26, 2018

Buy Real Estate Now

September 12, 2018

TBT - Agency Disclosure

September 11, 2018

Successful REALTORS®

September 11, 2018

Buyer Representation

Next Videos

Related Post

Consumer News, Industry

Top 10 Spring Cleaning Tips for Real Estate Agents

February 2, 2019

Education, Finance

Real Estate Is A Numbers Game

December 31, 2018


Six Tips to Help Shift You to Higher Productivity

December 16, 2018


Is Procrastination Killing Your Chances for Success?

October 26, 2018


Debunking Three Common Closing Myths

October 25, 2018

Industry, Education

Nine Tips to Build Your Value with Testimonials

October 25, 2018