MASSACHUSETTS 11-14-22

Photographer: Jurek Schreiner/Boston Pro Headshots

GRETCHEN PARKER

The Daily Schedule of a Successful Real Estate Agent

Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding cli ents isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into proj ects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affir mations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have sched uled or connect with followers on social media.

3.5 hours – This is that time of day that you should schedule all your appointments and list ing presentations. If you are a newer agent, you might use this time instead to do more pros pecting and appointment setting.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

What New Agents Expect

From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success

Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Manager–Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

Your Manager Could be a ‘Dumb Luck’

Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business:

• 20 contacts to get one buyer or seller lead

• 8 times of putting people in the car to sell someone a home

• 3 listing appointments to gain one marketable listing

• 80% of listings sell

• 80% of transactions close

What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan

Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development. She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

https://carla-cross.com

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

GRETCHEN PARKER

Photographer: Jurek Schreiner/Boston Pro Headshots

GRETCHEN PARKER

After working in international finance and owning a successful high-end retail business overseas, REALTOR® Gretchen Parker came full circle back to her roots when she moved home to Rockport, Massachusetts over a decade ago with

her husband and two daughters. She not only grew up in Rockport, but watched her mother excel as a Top Producer in re alty there for 35 years. Following in her footsteps, Gretchen decided to get li censed and pursue the real estate career

Gretchen brings her broad business skills, including an MBA, as well as her extensive sales experience to home buyers and sellers on Cape Ann, with a primary focus on luxury homes in Rockport and Gloucester.

Photographer: Jurek Schreiner/Boston Pro Headshots

her mother would have loved to see her in. Gretchen now brings her broad busi ness skills, including an MBA, as well as her extensive sales experience to home buyers and sellers on Cape Ann, with a primary focus on luxury homes in Rockport and Gloucester.

Since 2009, Gretchen has been working with Coldwell Banker, previously on a team, and now independently. Her fo cus is on the luxury home market, new construction homes, and investment properties, with an average sales price in

excess of $1.2m. As a native of the area, Gretchen’s sphere of influence consis tently brings her business, as do repeat clients and referrals. “In real estate, if you can find your niche, communicate consistently with your sphere, and pro vide exceptional service, you will have plenty of business,” she says. On the buying side, Gretchen’s in-depth knowledge of the local market and her competitive nature help her clients structure win ning offers. On the listing side, Gretchen brings solid data analysis and strategic thinking to her pricing recommendations

and consistently gets her clients to the closing table with short days on market.

When it comes to marketing, Coldwell Banker has a top-notch platform, provid ing 360 degree coverage from high-qual ity printed materials to a global listing syndication package, including posting Gretchen’s high-end listings on global luxury websites, providing broad cover age on social media, television slots and profiles in top publications like Boston Magazine. “Our visibility is extensive and reaches potential buyers worldwide,

“Our visibility is extensive and reaches potential buyers worldwide, which really helps me to sell these properties quickly and for the best price the market will deliver.”

Photographer: Jurek Schreiner/Boston Pro Headshots

which really helps me to sell these prop erties quickly and for the best price the market will deliver,” she explains.

Gretchen has been involved in her community in a number of ways: as a committed fundraiser throughout her daughters’ school years, as an ambassa dor for Cape Ann hospitality during her years on the Inn’s of Rockport Steering Committee, and as a member of the Cape Ann Chamber of Commerce Scholarship Committee. In her free time, Gretchen is an outdoor enthusiast – whether boating, cycling, hiking or skiing – as well as a world traveler. She is an active member

of Sandy Bay Yacht Club and a commit ted participant in the nation’s biggest bike ride in support of cancer research, the PanMass Challenge.

On average, Gretchen does around 15 – 18 transactions annually, a number that is continually increasing. She thrives in the fast-paced and varied nature of the

business and is continuing to grow her reputation as the premium luxury real es tate provider in Rockport and Gloucester. With everything else she does, Gretchen is committed to her community and her clients. “It’s been hugely rewarding com ing back to my community after 20 years abroad to help both buyers and sellers make their real estate dreams come true.”

To learn more about Gretchen Parker, call 978-394-4708 or email Gretchen.Parker@NEMoves.com.

Photographer: Jurek Schreiner/Boston Pro Headshots

1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these:

• Heyo.com: Helps you host contests, showcase promotions and high light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, an other live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can submit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share local events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live:

Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

Invest in some equipment: A shaky live stream turns off viewers so con sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound. Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos func tion as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, ex perimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

Laughs!

3 Beyond-the-Office Activities to Inspire a Creative Business Boom

Maintaining motivation year-round is a chal lenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make

over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you com mit the time, you’ll be thanking yourself later.

To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle.

Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigo rate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins,

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimu lating new activity will light up long-dormant parts of your brain, and your clients and col leagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

See new sights.

If you can, there’s no better way to break from routine than to physically separate your self from your surroundings. There’s nothing more inspiring than traveling to new destina tions, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. What ever the destination, near or far, you’ll refresh

your perspective entirely when removed from all your usual routines. New restaurants, traf fic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.