2.
Planning for Your Real Estate Success in
2005 Over
the next few weeks you will probably
begin thinking more about all that you've accomplished in your real estate
business in 2004 and what you'd like to
do differently in 2005. Even if you've
had a phenomenal year in 2004, there are
probably still some changes you would
like to make in your real estate
business next year. And if you've had a
less than phenomenal year in the
business there may be quite a number of
things that you'd definitely like to
change.
To
assist you in making the changes that
will help you to have an even better
year in 2005, I'd like to mention
what I call the "The 9 Important
Components of Your Ideal System of Real
Estate Brokerage." These 9
components are as follows:
1.
Prospecting
2.
Mailing
3.
Appointments
4.
Exclusive Agreements
5.
Transactions
6.
People Skills
7.
Building Relationships
8.
Referrals
9.
Continuing Education and Training
If
you simply look at these components and
rate yourself as to how you're doing on
each one on a scale of 1 to 10, this will
give you some immediate feedback that
will help you to pinpoint the areas of
your real estate business that need the
most work. Some of these 9 components
are activities that you do day-to-day in
your real estate business while others
represent milestones of accomplishment
along the way. And all of them are
components that continually interact
with each other in the ongoing system of
real estate brokerage that becomes your
own personal real estate business.
When
it comes to prospecting, the bottom line
is this:
Are
you locating all the prospects you need
to throughout the year in order to have
the successful year that you want to
have? If not, you need to develop a
better system of ongoing prospecting so
that you're continually locating a
constant stream of solid new prospects
to work with throughout the year. If
you're not doing this, you'll probably
find yourself continually working with
marginal, less desirable prospects
throughout the year.
As
an agent, you want to identify
the behaviors you're doing that are
wasting your time and costing you a lot
of money. Sometimes these behaviors can
be a little tricky for you to identify
on your own because from your
perspective you always seem to be busy.
But the higher-earning agents in your territory
are always
busy too......busy doing the activities
that make them the amount
of money that you'd like to be
making yourself.
As
much as possible you want to have your
day-to-day game plan for success in your
real estate business become a solid
"system" of real estate
brokerage. Many agents out there are
doing business by the seat of their
pants without any great plan of
organization to help them to achieve the
success they desire in their real estate
careers. These agents have become very
reactive instead of proactive in their
real estate businesses, constantly
responding to the demands of their
clients and prospects and losing sight
of continually doing the activities that
will build their businesses to exactly
where they want them to be. When you've
become reactive instead of proactive in
your business you often find yourself at
the end of the year wondering,
"What the heck happened during this
past year in my real estate
business?" The good news is that a
new year is upon us and you can now
choose to do it differently in 2005.
In
its simplest form, your success in your
real estate career comes down to:
1)
Identifying the ideal prospects you want
to work with
2)
Successfully enrolling these prospects
in working with you exclusively
In
accomplishing these two activities, you
ideally want to systematize your real
estate business and find the system that
both works
best for you, and also has you
successfully accomplish
your goals.
I
recommend that you first
write down your goals for 2005, then
break them down into what you must
accomplish every month in order to
realize these goals. Then break this down
further into the activities you must be
doing every single week in order to
accomplish the monthly goals, which will
then lead to you accomplishing your
goals for the entire year. And then, as
you're working each and every week in
your real estate business, make sure
that you always accomplish these weekly
activities that will lead you to
achieving your goals for the year. This
means that you must become
proactive instead of reactive in your real
estate business, continually achieving
what's important to YOU, and not letting
your clients and prospects control your time and your
activities.
When
you master how you spend your time, and you continually
complete the activities that you know
are important to your business, you'll
have exactly the kind of year you're
looking for in 2005.
I
wish you the absolute best holiday season, and
we'll visit with each other again with
the next edition of my E-newsletter after
the first of the year!
Click
here if you'd like more information
on my one-on-one coaching program to
take your real estate productivity to
the next level. One-on-one coaching is
available for both real estate agents
and company management.
"Through working with
Jim I've developed a system to locate a greater number of new prospects to
work with in my area."
Walt Arnold, SIOR, CCIM
Walt Arnold Commercial Brokerage
Click
Here for More Testimonials
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