Okay. So yesterday we laid out Day 1 of Jump Start for the Self-Employed Real Estate Agent. How did you do? It’s time to head in to Day 2 with just as much vigor as you approached Day 1…maybe more.

So, get up on time, dress up and show up to work, on time. Make sure you work in your 20 minutes in the morning working on you. In other words, READ! Something informative or inspirational or on self-improvement. This is a crucial step in your professional development.

Day 2

Hour 1

• Let’s start with re-reading the Lead Generation Model of the Millionaire Real Estate Agent. Yes, again.
• Yesterday you sent out a couple of social media messages and you were on the look-out for any opportunities to add more people to your database. So, how did you do? Let’s add them in right now.
• Choose 15-20 other people that you already knew/had in your database and get them entered (if you haven’t already) and then, along with the new ones you added today start their 8×8, Step 1. Write those cards or letters.

Hour 2

• Go to the MLS and search for two houses you can preview later today and book those appointments. Remember, be purposeful here. You are looking at houses that fit what your database would be looking for…or you are looking to build your database around, the houses you are looking to sell. Follow?
• Ask around at the office about who does a really good open house. Get two or three names. Now, call them. You are asking if you can shadow them THIS SUNDAY coming up.
• Ask the same person, while you have them on the phone, what their scripts are to break the ice with people who show up at the open house. Practice with them if they have the time.
• Seek out someone in the office (or if you work from home, call the office and see what agent may have a few moments) to script and role play with. Same as yesterday, you are looking to role play door-knocking a For Sale By Owner.
• PRO TIP: I am fully aware that you may not dream of door knocking FSBOs or you may even have some fearful stories around this. Yet, this is looking for NOW money. Databases, usually, are looking for down-the-road money. You will choose to always be working on both in order to survive and thrive in this business.

Hour 3

• Get out your office’s training calendar. Book two “must attend” classes in the next 10 working days. Get in to class. Learn to be learning-based.
• Let’s go back to your database. You should now have somewhere in the neighborhood of 25-35 people in there, minimum. (Maybe you are a high achiever and stayed up late last night and added a bunch…Good job! Don’t start their smart plans all at once, however. You’ll understand why later.) Find someone, anyone, that you can invite to a coffee or beer or whatever (Make it inexpensive since you may feel compelled to buy.) Call and say…
• “Hey, it’s Chris. Look, it’s been a while since we’ve sat down and just talked. I’d love to buy you a cup of coffee. What day is good for you?”
• PRO TIP: If you haven’t been naturally social, this may feel awkward. They may feel it is strange. So throw in…
• “Well, I’ve started a real estate business and one of the things I’m coming to realize is that it’s not really about what people can do for me, it’s what I can do for people. So I’d like to hear, from your perspective, what a real estate agent can do for you in the seven to ten years between buying houses. And besides, I think we should just catch-up.”
• Call until you get a lunch booked. I recommend a minimum of one of these a week.
• Now that you have a coffee booked go to your MLS and research their neighborhood. When you meet with them, it may be fun to have in your pocked a list of all the transactions in their neighborhood in the last six months. I wouldn’t lead with this, yet I’d know it and have it. And this will allow you to begin learning neighborhoods one at a time.

Hour 4

• Break for lunch.
• Do NOT eat at your desk. Go out…even if it is to just walk around Target.
• Drop your mail in a mailbox somewhere.
• Meet somebody. Anybody. Get in to a discussion about their life, hobby, whatever. When they ask you what you do, say “I help people buy and sell the homes of their dreams.”
• ASK IF YOU CAN ADD THEM TO YOUR DATABASE!

Hour 5

• On your way back to the office, stop by the two houses you set up to preview. Pay attention to the price and condition of the home.
• When you arrive back at the office, take the time to pull the “comps” for the two houses you previewed. Here is what you are looking for…
• Same subdivision if possible, same bedrooms, bathrooms, garages, floor plans. We are looking for “like” properties. From there we expand out. Yet, we are looking for that unicorn.
• Then you take the similar properties and you look at the pics and see if you can tell the condition…which you may not always be able to do.
• Learn those neighborhoods and prices.
• You don’t have to be great at this today. Yet, the more you learn prices, conditions and floor plans the better you will get at this, organically.

Hour 6

• Find two people you can connect with on social media, just like yesterday, and reach out on private messenger;
• “Hey, it’s Chris. How have you been? Loved seeing that post about… I’m updating my real estate database and I’d love to send you something from time to time. My real estate business is really important to me and yet I am choosing to do a better job of keeping in contact with people I know. So would you mind replying with your current address, phone number and email to help me out? I promise you won’t get spammed. :)”
• Find a different agent/person and role play the FSBO door-knocking script for about 8-10 minutes.
• Leave the office and drive around looking for a FSBO (maybe two?)
• Stop and BE BRAVE!
• After you have done this, drive to a small park and pull out your journal. Write down what went right today. Review all the wins, large or small and jot them down.
• Go home. Enjoy your family. Live your life. And keep your eyes open for an opportunity to meet somebody or to reconnect with somebody to add to your database. Heck, ask if your spouse or significant other knows of anybody you can connect with.

And there you go. Day 2 is now in the books and you have made progress! Remember, “It’s not in a day. It’s everyday.” These drops of water into a glass will eventually fill the glass to overflowing.

Click here to review Day 3 Jump Start Your Real Estate Business