Gary Keller likes to admonish people to not get “bored in the mastery process.” Sometimes, we like to vary what works because, well frankly, we don’t want to be assembly line workers. As we continue in this 10 day plan to Jump Start Your Real Estate Business I want to remind you that it is not “In a day” it is “Everyday” that will yield you the best results for your real estate business.

Please also note that in each of these days we are not only working on “now” money (in the next 90 days) we are working on “later” money (6 months or more out). We are looking to build a consistent business right from the start.

Review Day 1 and Day 2

Day 3

Hour 1

• Start your day with your new normal routine of spending twenty minutes on your personal growth.
• Get up. Dress up. Show up.
• 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.
• Pick up the book Shift by Gary Keller. Read Shift Tactic #4 Find the Motivated. This is probably going to drift in to Hour 2. That is okay. Shut your door. Turn off your phone. Get your highlighter out.

Hour 2

• Finish reading your Shift assignment. What did you think?
• Go to the MLS and search for two houses you can preview later today and book those appointments. Remember, be purposeful here. 
• Find an agent, or anyone, willing to script and role play with you for about 15 minutes. Your assignment is, once again, door-knocking a FSBO and we can throw in introducing yourself effectively at an open house.

Hour 3

• Let’s go back to your database. You should now have somewhere in the neighborhood of 40-60 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.)
• Review your 8×8. Still happy with it? Make a tweak or two, if necessary.
• Start sketching out your 33 Touch campaign. See page 147 of The Millionaire Real Estate Agent to gather ideas. Don’t be afraid to personalize.
• 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. :)”

Hour 4

• Break for lunch.
• Do NOT eat at your desk. Go out…even if it is to just walk around Dicks Sporting Goods.
• 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.
• 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.
• My advice is to not skip this. Understand that you are learning the real estate market. What better way to learn it than to visit homes and then try and figure out how the agents that listed the property are coming up with those prices? Maybe you think the price should be different. Now you are thinking like an effective Buyer’s Agent. You are also learning the skills of an effective Listing Agent.

Hour 6

• 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 today’s the day you get a “Yes. I’d like to talk to you about listing my home.”)
• Stop and BE BRAVE!
• After you have done this pull out your journal and 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.

Are you noticing any routines and patterns to our days? Are you noticing that I’m only having you work 6 hours, more or less, per day? That’s because soon, maybe today, maybe tomorrow, maybe in two weeks, your activities are going to start leading to showings and listing appointments. And/Or you will be going to a training session at the office, or two.

You really don’t have to “kill” yourself going crazy. You just choose to build the right routines right from the very beginning. Remember, theses drops of water in a glass every day eventually lead to an overflowing glass.

Find Day 4 here.