Real Estate Investor Magazine South Africa May 2018 | Page 64

MENTORING
How to double
your property sales
Is your real estate business costing you your quality of life?
BY TOM FERRY
O
ne of the biggest reasons why people get real estate
coaching is to “get their life back.”
Helping people achieve that goal often requires
getting them out of their comfort zone and doing things dif-
ferently than they’re accustomed to.
So it’s not surprising there are moments in the coaching
process where it takes a little coaxing to get our members to
make those necessary adjustments. Successful entrepreneurs  know exactly what they need to
do on a daily and weekly basis to achieve their goals. They pri-
oritize those activities and work from checklists.
They also have systems to ensure the work is getting done
with consistent quality and frequency.
When you know your priorities, you can work on the most
important tasks and delegate the rest.
One of the biggest moments of pushback from our coaching
members occurs when their coach asks them to  define their
business hours on their phone’s outgoing message.
Think about that…
All we’re asking is to get someone to state that their normal
business hours are between 9:00 and 6:00 (or whatever) and
that they work evenings and weekends by appointment only.
But there’s often resistance, hesitancy, and fear.
…And then agents wonder why they aren’t achieving the
balance they desire in their lives.
If you don’t respect yourself, no one will respect you.
Achieving better balance in your life starts with controlling
your schedule instead of letting your schedule control you. In an idealized world, tips 1 & 2 above are failproof.
But we don’t live in a perfect world.
We live in a world where clients freak out. Where things
don’t always go as planned. Where “emergencies” derail us
from our daily activities.
So… what then?
You just skip your important tasks to “grease the squeaky
wheel”?
That’s what many do. But it’s not what the best do.
Smart entrepreneurs find a way to hold themselves account-
able to their daily and weekly tasks.
Use your checklists.
Challenge yourself to a certain amount of appointments in
a month.
Challenge a colleague to a contest of who can book more
appointments.
Hire a coach.
Share your schedule with your family and have them hold
you to it.
Whatever you do, you need to report your progress to some-
one.
Do You Define Your Hours?
How to Take Control
All of this is to make the point that time management is
a definite issue among real estate professionals.
Time Management Tip #1: Have a Singular
Focus
This first tip is straight from the playbook of my buddy Dan
Williams, Chief Revenue Officer for 3 Day Blinds. The man-
tra for all of their marketing and appointment-setting staff is
three simple words: “To generate appointments.”
YOU should adopt this same credo.
In real estate, there’s only one leading indicator of a success-
ful business: Appointments!
Booking them!
Going on them!
That means you should schedule everything around getting
and going on appointments.
Time Management Tip #2: Know What Needs
to Be Done
Successful real estate professionals don’t arrive at the office and
“wing it.” That’s how you end up heading home at night feel-
ing like you accomplished nothing.
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MAY/JUNE 2018 SA Real Estate Investor Magazine
Time Management Tip #3: Hold Yourself
Accountable
Tools to Make the Most of Your Time
To help you make the most of your time and systematize your
business, I’m excited to offer our new Time Management Tool
Kit. It includes:
• A “Gap Analysis” worksheet to determine where you stand
and where you want to be
• My Daily & Weekly “Million Dollar Agent” Checklists
• Ideal Day & Ideal Week Schedules
• A script to reconnect with your past clients and sphere
to book more appointments
Visit tomferry.com for more advice