This is the time of year to start working on your business plan. I have laid out a guideline for my London Ontario real estate team to follow and I believe if they work on these simple steps, success is all but guaranteed. The first step is to block out your calender, with your prospecting being your most important appointment of the day. Use a pencil (in case of changes) and block out all the times that are going to complete your day and do this well in advance of the day you are going to work on the task at hand. Many of you will say that your family is more important; it is acceptable to build your calender based on this approach. However, remember that airlines will tell you to put your oxygen mask on yourself first in order to be able to help the people beside you. Prospecting is the oxygen you will need to be successful in real estate sales as well s any other selling profession, if you want to help your family - look after your business and your business will look after you. You should also try to do some of your prospecting at the office as opposed to calling at home. If you have a hard time disciplining yourself to make the calls that are required to reach your goals it is probably because the couch is winning out over the phone. Follow these simple rules you will be on top of your game and sales and referrals will follow. More importantly if you can not master the phone or stopping in to visit buyers and sellers, you might want to consider another career other then real estate sales. The time that you block out for prospecting or what I would like to re phrase is calling your list, mailing them personal notes and dropping by to visit people that can send you referrals should be done as routinely as taking a shower. Make just five contacts a day in each of these three suggested areas and you will be successful. If you are new to the business then you should be spending most of your day looking for business, because the people that you are trying to serve are not going to come looking for you.
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