While leading a meeting the other day a realtor I really like made a statement in front of everybody as I had been admonishing people to do the daily tasks.

“Chris, I think we would all like to make money in this business. We just don’t know what to do.”

Point taken. Thank you. We have the Millionaire Real Estate Agent by Gary Keller, which is a step-by-step playbook on how to be successful in real estate. We also have class after class designed to get agents into action.

Yet, and I believe this is the crux of the challenge, most “new” real estate agents have never been self-employed. Most new real estate agents have never had to plan, organize and carry out their daily tasks while providing themselves with their own daily motivation. Most new real estate agents come from the job world where the task is already defined, the goal already given, the hours…right down to when you can take a break…are already laid out.

With that in mind, I am going to start a 10 day “jump start” schedule. This is for all “new” real estate agents. And by “new”, I mean any agent that has decided that NOW is the time to begin again…if only for the first time…for real.

Day 1

We start with the Wake Up, Dress Up, Show Up theory.
Wake up at whatever time you decide. This is your new wake-up time 5 days a week. Do not vary it.

Read something positive for 15-20 minutes. Yes, read. Actually hold a book. I promise you that you can do this.

If you have kids/family, have breakfast. Heck, prepare it for everyone as you may be out showing houses at dinner time.

Get showered, dress up and go to work.

Arrive at the “office.” Is this a separate room in your house? A shared work space? The actual real estate office? I don’t care. This is YOUR office and you show up to it at the same time (9:00 am? 10?) every work day, 5 days a week.

Hour 1

• Read the Millionaire Real Estate Agent by Gary Keller. Today we will concentrate on the Lead Generation Model, pages 132-152.
• Get clarity on the difference between prospecting and marketing.
• Decide which database you will use to set up your 8×8. Manila folders, KWCommand, whatever. Just DECIDE.
• Sketch on paper what your 8×8 will look like. See page 146, Figure 14 for a general outline.
• PRO TIP: Have a 9th step that says “Move to 12 Direct or 33 Touch”

Hour 2

• Create a Smart Plan (KWCommand) for your 8×8. If using any other database, figure it out. How will you be systematized in carrying out your 8×8? KWCommand makes it easy. So does Top Producer. A shoe box will work, too. Seriously.

Hour 3

• Choose 10 people who will be the first 10 in your new 8×8.
• Enter the 10 people in to your 8×8 Smart Plan.
• Carry out Step 1 or your 8×8, which in many cases will be a handwritten card or letter.

Hour 4

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

Hour 5

• Return to office. Add the person(s) you met at lunch break to your database. Start their 8×8.
• Find TWO houses in the price range you are looking to specialize in and set up a pre-view
• Research on social media two people you can add to your database that you now realize are not in your database. Reach out to them on private messenger and write;
• “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 another agent in the office, just grab somebody, and ask to do a quick role-play. Your script should revolve around door knocking a For Sale By Owner.

Hour 6

• On your way to your two preview houses, find a FSBO that you can stop at and door knock.
• Be brave. STOP and DOOR KNOCK.
• Preview the two houses. Keep your eyes open for nosy neighbors or passers by with questions….you just never know.
• After your last preview, take a journal book with you and, while sitting in the car, jot down the things that went well today. Do NOT skip this. It can be one thing or twenty. Write it down in your book. (You will thank yourself later.)
• Go home. Enjoy your family. Live your life. And keep your eyes open for an opportunity to meet somebody or to reconnect with somebody that you can add to your database. Heck, ask your spouse if they know anyone that should be added to the database.

There you go. That is Day 1. Click here for Day 2.

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