If there’s one scenario I’ve seen way too often, it’s this: The Real Estate Rollercoaster.
Have you heard of it? Worse yet, have you experienced it? Have you lived it?
It’s full of highs and lows, ups and downs, successes and failures, rich times and poor times.
The truth is it’s super stressful and not much fun. But it doesn’t have to be your reality.
You control the ability to put an end to it and build a consistent, ever-growing business.
Can I show you how?
This lesson was hammered home in a conversation I had in a private Facebook mastermind from a friend who admitted to one of the cardinal sins of real estate: He got $2 million in deals in his pipeline and got so wrapped up in them, he stopped making his calls and generating leads. To his credit, this second-year agent recognized his failure and promised to do better in the future.
Among the varied feedback his post got was this straightforward yet utterly profound message from another friend, Tom Pivetti:
Read those words one more time. Seriously. It’s that important. Here they are…
“The hardest reality for most agents is to embrace this fact: Regardless of what you have listed or pending, your first responsibility every day is to find the next deal! Generate leads, convert leads, set appointments… easy job description… Do it!”
It can be a hard reality to embrace as fact…
When a few deals get rolling all at once, suddenly you tend to think you’ve got this thing mastered. Or you feel the weight of those “urgent” responsibilities on your shoulders, so you devote all your time to them while overlooking your truly “important” tasks.
At that point, it becomes all too easy to forget what got you those deals in the first place.
The key to avoiding the rollercoaster is actually very simple. There’s no secret to it or magic formula. It just requires planning, discipline and follow through.
Here are the instructions:
Open up your calendar and reserve from 9:00-11:00 a.m. and 4:00-6:00 p.m. for your Hours of Power EVERY MONDAY THROUGH FRIDAY!
So you just blocked out 10 two-hour sessions for yourself, but here’s the catch… You only need to do five of those 10 sessions on your calendar each week. This approach creates the illusion of choice and gives you some flexibility in your calendar.
If something “urgent” pops up, you still have more time reserved for your “important” prospecting activities.
What’s essential is getting that time in your calendar and honoring it. (Remember, if it’s not in your schedule, it doesn’t exist.) Find a way to hold yourself accountable to those five sessions every week, and you’ll never have to endure that painful rollercoaster ever again.
Need a reminder that’s “up and visual” in your office? Print this image and post it on your wall:
How do you ensure you keep doing your “important” tasks when the “urgent” tend to dominate your schedule? Let me know your approach as well as any thoughts or questions in the comments below.