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One Secret to Success? Set Clear Time Boundaries

Apr 2, 2019 by

There’s no sugar-coating the fact that to be successful in this business requires work and long hours—especially in your first year. As a new agent, you won’t have the benefit of an established referral base, which means you’re going to have to generate relationships with sellers and buyers as well as do the work to let those in your sphere know that you’re in the business.

That said, time-blocking and setting clear boundaries are essential to not living too far out of balance and burning out, as well as getting to the level of success you expect.

It’s really important that you set a schedule with clear boundaries that you never cross. Let’s use a real-life example! One of my good friends used to be a real estate agent. He sold over 100 houses a year for five years in a row. The amazing thing about him was that he never worked on a Sunday. To me, that’s just incredible, because Saturdays and Sundays are the busiest days of the week for most real estate agents. For him? His faith practices and family came first, so Sunday was reserved exclusively for that. I have a lot of respect for his ability to set that boundary and stick with it.

Your personal boundaries might include one day a week that’s reserved for family time, as well, or it might mean you commit to family dinner at least four nights per week—or date night with your partner every Saturday at 8 p.m or Little League practice on Tuesday nights. Draw your own lines as to what you hold sacred in terms of your family commitments.

Next, look at your professional boundaries. One thing that trips many agents up is they don’t draw a firm enough line around prospecting time. Why? Because prospecting scares a lot of people. Yikes! You’ve got to pick up the phone? So, what do they do? They usually keep moving it to the bottom of the to-do list. Guess what happens then? They find themselves out of business. Prospecting equals appointments which equals listings which equals commissions.

I always recommend that agents commit to at least one hour at least three days per week for prospecting.

As a new agent, you’ll want to increase those numbers. Set aside specific times on specific days and make committing to those hours non-negotiable. Prospecting is the closest activity to your revenue line. Treat it with the same reverence you would going to the closing table. It’s that important. Because without prospecting, there is no closing table appointment!

I would also recommend you don’t put it off until the end of the day. Why? It’s too easy to cancel that way. There’s a great saying, “Eat the frog first.” Yuck, right? The premise though is that if you have to “eat a frog”—or rather, do something you don’t really want to do—it’s best to just get it out of the way. Do that thing first so that you’re not spending your entire day dreading doing something. Instead, if you knock out the task (like prospecting) first, you head into the rest of your day feeling accomplished and more confident!

Set up good time management habits right from the beginning and you’ll help to set yourself up for a great career.

You’ve got this. I’m here to help, with a passionate community of Power Agents® that can be there for you as well. Learn more at www.ThePowerProgram.com/NewAgentSuccess.

Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact darryl@darrylspeaks.com or visit www.ThePowerProgram.com/NewAgentSuccess.

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The Hidden Secret of Accountability

Mar 26, 2019 by

Accountability” might be the most misunderstood word in real estate. It’s not too surprising. We’re an industry of independent contractor agents and entrepreneurial brokers who chose a career path that doesn’t involve bosses and timecards. Part of what makes this a great profession is having the freedom to run your business like you want to.

In that context, “accountability partner” can sound suspiciously like a micromanaging boss who wants to tell us what to do, and wants to have control of our time and business—and that’s the problem, because that’s not what accountability is at all. Accountability is about caring. It’s about expanding possibilities. It’s about guiding someone toward the goals they’ve set for themselves.

Let’s look at the agent-broker/manager relationship. Accountability starts with a defined objective. Let’s say, for instance, that an agent wants to reach a specific target amount in GCI. That’s his goal.

So, the agent and broker/manager chart the course to get there. After all, reaching a goal doesn’t happen by itself—or by accident. There needs to be a plan—and an expectation that if the agent follows the plan, he will reach his goal.

From here, it can go one of three ways. First, the agent could do everything in the plan and reach his goal without additional support. Second, the agent could start out with great intentions, but get sidetracked by distractions and fall short of his goal. Third, the agent could encounter the same distractions, but have someone holding him accountable and helping him stay focused until the goal is reached.

Reaching your goals is a fundamental sign of success, and a true source of happiness. So, why wouldn’t you want help doing it?

From the broker perspective, do you really want your office filled with agents who are satisfied with falling short of their own goals? What kind of environment does that create?

The best offices have agents who are serious about their goals and embrace the competitive edge that comes with accountability. They want the coaching, the consulting, the mentoring and the support of someone who’s personally invested in their success. It’s part of being a professional.

People fall short for many reasons. They may need to increase their effort, or sharpen their skills, or change their approach or learn new strategies. Or they may just need to focus more on the vital activities they built into their plan in the first place—the vital activities that move them toward their goal.

Accountability addresses all of those possibilities, and many others, but it requires buy-in. Agents need to want the success more than the accountability partner wants it for them.

If someone in your office is reluctant about accountability, it’s worthwhile to ask why: “You said you wanted to achieve this goal. You built a plan to do it. But now you’re falling short of your goal, so let’s work together to figure out why—and to come up with some solutions.”

That’s when the consulting and mentoring come in. When habits take root and results begin to improve, agents start to understand that accountability may actually be about control after all—but not in the way they feared. They start to realize that by being open to accountability, they’ve put themselves in total control of their business, and they push harder.

When they reach their goal, they realize that you—their accountability partner—have become an irreplaceable part of their success story. That’s a value proposition your competitors can’t touch. 

Adam Contos is CEO of RE/MAX, LLC. For more information, please visit www.remax.com.

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The Secret to Kitchen Envy: A Stylish Island

Jul 22, 2018 by

By Melissa Dittmann Tracey, REALTOR® Magazine

Home buyers love kitchen islands. It’s become a gathering spot for not just cooking but also eating, working, and socializing. As the island continues to gain stature in kitchens, homeowners are finding ways to spotlight it with contrasting shades or even different countertops to make it the focal point.

Check out some examples from designers featured at Houzz, which show how the kitchen island can become the showpiece of your space.

An island of a different color

Furniture-styled islands

Contrasting countertops

Lighting it up

Plenty of seating


Styled, Staged & Sold

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The Secret to Kitchen Envy: A Stylish Island

Jul 21, 2018 by

By Melissa Dittmann Tracey, REALTOR® Magazine

Home buyers love kitchen islands. It’s become a gathering spot for not just cooking but also eating, working, and socializing. As the island continues to gain stature in kitchens, homeowners are finding ways to spotlight it with contrasting shades or even different countertops to make it the focal point.

Check out some examples from designers featured at Houzz, which show how the kitchen island can become the showpiece of your space.

An island of a different color

Furniture-styled islands

Contrasting countertops

Lighting it up

Plenty of seating


Styled, Staged & Sold

read more

The Secret to Kitchen Envy: A Stylish Island

Jul 20, 2018 by

By Melissa Dittmann Tracey, REALTOR® Magazine

Home buyers love kitchen islands. It’s become a gathering spot for not just cooking but also eating, working, and socializing. As the island continues to gain stature in kitchens, homeowners are finding ways to spotlight it with contrasting shades or even different countertops to make it the focal point.

Check out some examples from designers featured at Houzz, which show how the kitchen island can become the showpiece of your space.

An island of a different color

Furniture-styled islands

Contrasting countertops

Lighting it up

Plenty of seating


Styled, Staged & Sold

read more
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