5.1. Create a Dirty Dozen

Your Dirty Dozen are a group of people who work on real estate rather than in it. This could be mortgage brokers, lawyers, appraisers, home inspectors. These people have information on different areas of real estate and are a valuable source of information. Each member of your group is typically good for at least two referrals. Be sure to incorporate members at different levels: 30,000 foot view for market trends and information, your MLS area for important local information, and your immediate market area for sharing of information to better serve your clients – and theirs!

• Purchase a traditional planner because you remember what you write down.

• Bring your business plan and target hit list to your planning session.

• Bring market info to review and use that data to maximize every opportunity to engage.

• Determine your Dirty Dozen: A group of people who work on the business, not in it.

• For every upcoming appointment/event in the next six weeks, ask yourself: ◦

How can I maximize on every appointment? ◦

To whom should I be speaking? ◦

What do I need to learn? ◦

How should I prepare? ◦

What value can I bring?