hello everyone and welcome to another episode I'm your host Adrian and I want to
thank you guys for tuning in I'm very excited for today's episode so I'm gonna
be able to answer the number one question that I get all the time and
that is Adrienne what is your schedule look like what is a successful real
estate entrepreneur schedule supposed to look like and how do I create one so I
want to make this video for all of you to really help you dial in your schedule
get it really really tight and most importantly really make sure that we can
generate some income some some some great productivity and some efficiency
out of it so let's make sure that we get started with that and I really I'm gonna
take you guys through this entire thing okay from start to finish why it's
important the things that are important about it and then what do we need to do
to fine-tune it okay so the first thing that you need to know is that your
schedule is your boss I'm gonna repeat myself your schedule is your boss as a
real estate agent as a real estate entrepreneur somebody who does not have
a boss you're an independent contractor for Christ's sakes I mean most of you
take that word literally and run with it you take it for granted you you don't
have anybody helping you stay accountable you don't have anybody
making sure that you're getting to work that you're doing what you're supposed
to do there's no accountability around it and that's the reason for this
schedule it's the reason why we make the schedule and why so many successful
people are successful because of their schedule so it's something that I really
really want us to know really want to hone in on that your boss is your
schedule it's really important that we take this seriously there's some
consistency behind it may you also understand it it is a working document
but it's a working document for the important things for the things in life
that matter it's not a working document for you to go have Starbucks with okay
you need to be consistent with what we set today you need to stick to it for
the most part you need to be focused on it don't just create
this with me don't just put it up in front of you and let it die let's make
sure we use this okay so let's dive right into it so the one
thing that we need to know when we're creating our schedule is that it's our
boss second thing is that it is a working document things will change in
it but it has to make sure that they're worth it and the most important thing
and that this is something that we have to determine we really have to focus in
on now it's all about preparation your schedule is preparation its preparing
for a successful day it's preparing for a successful week it's preparing for a
successful month but how does that happen it all happens with the schedule
looking at our schedule this is a schedule that I have created let me get
myself in this picture this is a schedule that I have I've created
actually got it from my Apple Computer I literally just went on my Apple computer
I found I calendar I clicked it and there it is so not pretty simple guys
you can use this one you can use one that's on your phone you can use the
Google Calendar you can even use just a regular you don't shoot a paper I know a
lot of you have like calendar books great use a calendar book but something
okay we have to have it written somewhere so the first thing that we
need to know is we need to have a predetermined time on when we wake up so
some sort of predetermined time to get your morning started now this is called
your morning routine so we need to establish some sort of strong powerful
morning routine that's going to get you out of the bed in the morning get you
juice get you get all your blood flowing and get you on to have a great day so I
personally I personally wake up at 4:30 every single day so if I'm looking at
this calendar one thing that I'll do is I'll go in here now create a wake-up
time now I advise you all go into your calendar right now and create a wake-up
time some sort of time on when you're going to wake up now for me it's 4:30 so
wake up at 4:30 and in my calendar I'm gonna make this a recurring
then so I'm gonna go down to repeat I'm gonna go to custom and I'm gonna select
Monday Tuesday Wednesday Thursday Friday and now it's all the way through now
another thing is that I'm gonna label this personal okay I have all of my
calendars if you notice here to the left hand side they are all categorized
there's in Tarot Mission Viejo so I am a manager and broker owner to an office
here in Mission Viejo and then I have in Tarot Oh see down here and this is for
any any business meetings that I'm doing that's revolving Orange County so I'm
doing that there i am i learning and growing hours my recruiting appointments
real estate anything real estate related agent appointments personal appointments
real estate appointments any contact birth dates and holidays so I have it
all labeled out okay so if I'm gonna have a predetermined wake-up time
that's part of my morning routine the second thing that I want to do is I want
to have some sort of time in which I'm getting my body into action I'm doing
something that's moving my body forward getting my endorphins moving some sort
of workout yes I said it some sort of exercise okay so I personally go to the
gym I go to the gym from 5 to 6 p.m. and I'm gonna put that on personal and I'm
gonna roommate this ever recurring event Monday Tuesday Wednesday Thursday Friday
cool so I've woken up I've gotten my workout in and so from 6 to 7 o'clock
that's that's my time to get ready that's my time to prepare myself time
for me to get to the office now I have a predetermined time in which I arrive to
the office for me at 7 a.m. every single day yes
it's 7 a.m. real estate agents you need to be in the office before 8 a.m.
7 o'clock you're setting yourself up when you see how much you can get done
by the time the day is finished when you start your day like this you're gonna
you're gonna be blown away ok so 7 a.m. arrive at office great so I have arrived
at office in Journal perfect it's already there you know
what this little weird contraption is it's get rid of that let's put that
under personal and let's repeat it let's repeat it Monday Tuesday Wednesday
Thursday and Friday so I'm arriving at the at the office
within that time and this is only a quick little ten-minute little real fast
cool now this is something important this is the morning routine here so this
is the most important time of the day I don't know if you know this but when you
wake up your brain is what isn't what's called the alpha state you ever wake up
and you hear a song and all of a sudden that song is stuck with you all day long
it's because your brain was in an alpha state and when your brain is in an alpha
state it's going to take information in a little bit differently than it would
when it's not in an alpha state tends to memorize things a little bit easier
catches on the things a little bit easier so when your brain is in an alpha
state and that's right when you wake up I recommend that you go through some
sort of incantation some sort of affirmations talk to yourself in a
positive manner do not turn on the news do not listen to something negative do
not get into a negative conversation keep your morning positive your morning
your morning routine from the time you wake up from the time you leave your
house to go to the office and even on their drive into the office should all
be positive listening to positive books listening to motivational audios
listening to an audiobook listening to a podcast something to get your mind
stimulated something to get you get you thinking about something different
rather than all of the BS that's going around okay it's really important that
we understand that so that's your morning routine we're in
the office by 7 o'clock and for anybody that is in real estate sales we have to
have some sort of time in which we are role playing and practicing - getting
better at hour speaking of the real estate conversation and overall to bring
our conversion ratios down if you're selling 50 bills 70 bills a
hundred deals 200 deals it doesn't matter you have to be role playing and
practice to get yourself better every single day and if you're new this is a
non-negotiable you have to roleplay a practice every
single day for a minimum of one hour to really make sure that you have this down
and that you can cut from the time it's gonna take you from right now to the
time it's gonna take you to get your first deal we need to cut that time in
half if it's gonna take you six months great let's get it done in 30 days let's
get it done in 30 in three months how do we do that we talked to twice the amount
of people that you would have within the 60 day period we do twice amount of the
activity that you would have within a 60 day period in a 30 day period for the
same result okay for the same exact result so so if you're new you're not
gonna get away from this you have to role play and you have to practice so
from right right after you get into the office
I recommend from 7:30 till 8:00 o'clock you are role playing from 7:30 to 8:00
you are rolling role play and practice now why do you say Adrian I don't have
anybody to role play with I don't have anybody to practice my scripts with okay
you you may not find somebody reach out to me there's somebody in my office that
will role play with you there's somebody that I know that will role play with you
pick up the phone call people reach out to real estate agents you will find
somebody if you really wanted to 30 minutes in the morning 7:30 to 8:00 I
make this in my real estate I'm in my real estate calendar I'm gonna go ahead
and make this a recurring event every single day guys every day 30 minutes
non-negotiable you have to roleplay in practice have to roleplay in practice
and right after that now we're gonna get into the income producing part of the
day I believe your day is broken up into three different category
you have your personal you have your income-producing and you have your
income servicing I'm gonna repeat that you have your personal which is your
morning routine your wake-up your gym then you have your income producing this
is your prospecting your lead generating doing open houses calling people and
then you have your income servicing and this is your admin this is working on
your escrows calling your clients all that other good stuff your day should be
revolved around 80% in income producing activities I'm gonna repeat that 80% in
income producing activities and the best times to produce income to bring in
leads to generate leads to speak with people the two times where you're gonna
get the highest ROI on the time you invest are you're gonna want to write
this down from 8 o'clock in the morning till 11 o'clock in the morning and from
4 o'clock in the evening till 7 o'clock in the evening so that's from 8 to 11
and that's from 4 to 7 those are the two best times the two best hour blocks
hours blocks that that we will make the most amount of return on investment for
the time we then invest why because this is the time that people are home people
are typically home in the mornings they're typically home in the evenings
from 11:00 to 3:30 typically you're out during that time most people are out
during that time so we're gonna spend our time during those hours doing
something else so if we go back to our calendar from 8:00 to 11:00 a.m. I am
going to be in what's called lead generating regenerating prospecting lead
gen earthy prospecting rather that be open houses rather be calling your past
clients rather be calling your center of influence whomever you're calling your
lead generating you're letting everybody know you're in real estate and you're
asking do they know looking to buy or sell a
home so I'm gonna go ahead and make this a reoccurring because I need to be doing
this every single day Monday through Friday sure you guys agree with that and
the second thing that I don't talk about and that is follow up if you're gonna be
talking to people from 8 to 11 that's three hours of speaking with people 8 9
10 11 we better be able to follow up with those people a lot of the times
you're not gonna set an appointment right then in there the follow-up is
where you set your appointment the appointment is always found in the
follow-up so from 11 to 11:30 I'm going to make my follow-up time this is going
to be the time that I follow up with everybody that told me they were
interested in either buying or selling real estate I'm gonna put that under
real estate and I'm gonna recur that every single day Monday through Friday
okay guys let's take a look at this so I've woken up at 4:30 gotten a
workout in my endorphins are up I've gotten a roll play in I've arrived to
the office I've contacted people for three hours and I've done follow-up for
the people that told me they were interested you're gonna get a lot done
by noon then most people get done through their entire week of selling
real estate we're gonna get done by noon by following this schedule okay now
right after follow-up I recommend that you return all emails all emails from
11:30 to 12 you are gonna notice this is the first time I am bringing up
following up on your emails returning your emails returning phone calls you're
gonna notice it's the only time I brought it up why why did I'm just now
bringing that up this is why because if we handle emails callbacks voicemails
every problem that our clients that our mom that everybody has if we are looking
at that early in the morning before we get on the phones what is the
likelihood of you going out and getting on the phones or what is the likelihood
of you going to do an open house what is the likelihood of you lead generating
from 8 to 11 if we're following up on emails if we're dealing with the clients
questions anything and everything can wait until noon anything and everything
can wait until noon and you'll notice that 99% of the problems that people
were gonna come to you with before noon they ended up figuring out an answer to
it by the time you even came back around to ask them what the question was you
all know this your clients blowing you up at 8 o'clock in the morning you have
something important going on you don't answer them you return their call at 1
o'clock and they say I'll don't worry I got it figured out or I figured it out
it happens all the time so don't get caught up on that anything
can wait until noon ok anything can wait until noon so I I typically do this guys
I do this every single day I I don't really look at my emails until like
until 11:30 and then I'll return them at that time same thing with callbacks ok
and all my clients know that all my staff knows that - real important you
set that expectation how my mom knows that just she just know unless it's
unless somebody passed away and even then it needs to be like my brother like
you're not calling me what some BS before 11:30 because that's my lead
generating hours that's my morning routine my morning routine will provide
me an easy two three four five six hundred thousand dollars a year if it's
really really tight so I'm gonna make that morning routine really tight advise
you do the same so you're done you're sending your emails now noon comes
around take a lunch get out of here get out of the office go do something you go
go go do what you have to do get some fresh air and I'm pretty sure you're
gonna want to do that every single day of the week okay now these hours that
were about to get into are divided into two different areas we have our dead
zone and then we have our hot zone now you're dead zone is the hours from
1:00 to 3:00 p.m. there's three hours of what's called the dead zone in real
estate one two three where you're really not doing much most people get
sidetracked at at this point most people actually get so distracted at from the
one to three hour they don't continue the rest of their day so this is what I
recommend from the one to three hour mark there should be two different
things that you're doing throughout the week to increase the knowledge that you
have about your market place and the first thing is either previewing
property and the second thing is going out there and looking at the new
construction that's in your neighborhood any new constructions construction sites
that are popping up you want to find out what's going on what are the home values
what are they selling for what are the models and then you also want to be out
previewing the active properties that are out there the properties that are
vacant just go through the MLS type in those that are vacant that go direct
with the super up and go preview all of that so from one to three and I'm gonna
make this kind of vague here okay but from one to three
I recommend you're either previewing
you're either previewing property or you're looking at the new developments
the new construction site can't type today cool so you're previewing property
are you're looking at the new construction sites you do that from one
to three okay now I'm not gonna make that specific on
how you want to do it you kind of categorize that but I know one thing
when you're out previewing property you're gonna get way more knowledgeable
in the area you get way more knowledgeable on your product and not
only that you may be there you can go wait a minute
the guy I met at the open house Bob said he was looking for something like this
let me call him you'll be surprised how many times you put to put together a
deal just by previewing houses guys and then the second thing you'll be at the
property the doors the the front doors open they see your car
there's times where a buyer will come by and say hi are you showing the property
can I see it it's another way to get a buyer so
previewing property is huge and looking at all the new construction in your area
is also huge so I would recommend you doing that from 1 to 3 those are the
dead hours but I also recommend that you throw in some sort of admin in here guys
now if you're brand new you're not gonna have any admin to do okay so it's the
reason why I put previewing property and going and looking at new construction if
you are not new let's just say you've been in the business for a while and you
do have some deals then great move this down to two and make this your admin
tower and now from one to two o'clock all you're doing is your admin and from
2 to 4 p.m. you're out there previewing property or looking at new construction
ok so let's just say that you know you were out there you have your admin your
doing that Monday through Friday you were previewing property every single
day from 2:00 to 4:00 you're spending two hours doing that and looking at the
new construction now what I recommend is when I was a real estate agent I get in
preview property all four days ok you can if you want I did it I preview
properties two days out of the week and I would typically leave that for Monday
and Wednesday and then Tuesday Wednesday and Thursday I was doing open houses
from 2:30 in the afternoon right when school got out and I was doing that till
6:30 every single night so I would go here and I would go open house and I was
also doing that on Thursdays I noticed I would get a lot of activities on
Tuesdays or Thursdays especially when I did it right near
school or when I did it near a shopping center and I was pointing them to the
house now with it's not Tuesday or Thursday and I'm it's Monday and I'm
previewing property and I finish at 4 o'clock guess what I'm doing when I get
back into the office at 4 o'clock I'm back on the generating and
going to lead generate from four till 7:00 p.m. on the two days that I am not
doing an open house and then on Friday I would also lead generate till from 2:00
till about 4:30 and then my day was done at Friday at 4:30 but this is what my
schedule look like I was previewing property from 2:00 to 3:00 as you see
here and then I was back lead generating from 4:00 till 7 p.m. then Tuesdays and
Thursdays I was doing an open house and I would follow it up on the weekend with
another open house from 12:00 to 4:00 either on a Saturday and or on a Sunday
there's times I would go back-to-back depending on where I was in my business
so this is what my schedule look like for the week now there's one thing
there's one thing that we're leaving out of this it's the most important aspect
of this schedule and that is your appointment time you
have to have a predetermined appointment time appointment times in your schedule
you need to have more than one and I recommend this being a time where you
ultimately feel your best where you're in that zone okay I knew for me like
around right after lunch around 1 o'clock I was in the zone so this is
what I would do I would make an appointment slot I would make an
appointment slot and I would put it and I would put it for one o'clock on
Mondays for one o'clock on Mondays and I would make it for one o'clock on
Tuesdays and I would make it for one o'clock on Wednesdays and I would make
it for one o'clock on Tuesdays and I would make it for one o'clock on Fridays
and I would have a second appointment time my second appointment time was
again at 5:30 and I was doing that every single week now not every day that I go
on an appointment not everyday did I set an appointment
not every day that this calendar worked out the way that I wanted it to work out
but this is what I did during my prospecting hours from 8 to 11 o'clock
my only focus was to fill this appointment time when I was prospecting
from 4:00 to 7:00 in the evening my only intention was to fill this prospecting
time when I was prospecting in the morning it was to fill the afternoon and
when I was prospecting in the afternoon it was to fill the morning guys get how
I did that I would go back and forth with that I just realized that nice
Monday I put it away I would go back and forth with that and this is how I ran my
business for three years I ran my business just like this it was a working
document not every week was I out there previewing two days like I was supposed
to cuz I did start to get busy eventually turned that time into going
and servicing clients so you're going to have to maneuver your schedule as you
get busy but if you follow this if you follow this basic formula of a schedule
there's no possible way you can't do 30 deals your first year selling real
estate there's no possible way you can't get to selling 50 60 70 a hundred deals
in real estate by following this schedule there's no way you cannot do it
without following this schedule right here this is schedule that's gonna set
you up guys I mean think about it look at it you've gotten more done in the
course of one week than anybody's gotten done
most people most real estate agents you know in a month you've got a more done
in one week than they've been done in an entire month and think about what the
role play with with the amount of people you're speaking to with the amount of
properties that you're viewing with the open houses that you're doing I mean
think about how fast you can become a market expert the neighborhood expert it
all goes down to having a tight schedule just like this having a schedule like
this where this is your boss when your phone pings and it shows nine o'clock oh
nine o'clock I need to be lead generating it pings 11 o'clock okay now
it's time to stop lead generating and going
to follow up it pings one o'clock okay time to do admin or do I have an
appointment it pings 5:30 I'm lead generating do I have an appointment
where's our focus this is what the calendar does it keeps our focus it
keeps us on it keeps us on track and most importantly it keeps you doing and
it keeps you accountable to doing the little things that make a big big
difference in this business in the long run you follow this my friends you
follow this every single day for four five six years there's no way you're not
that there's no way you can't sell 150 houses there's no way you're talking to
too many people you're your role played so much you're getting so good you're
really cutting the curve in half know what I mean
so make this bigger so I hope this helped guys hope that you're able to get
a lot from that schedule if you have any questions send me a message the weekends
are pretty much blocked right off for open houses and then what I'm doing I
know I went away here but what I'm doing on the open house is right before that
and this is just one thing that that I want to I want to make sure that
especially you newer agents and you get done is that you guys are door knocking
I recommend about 10:30 till 12:00 o'clock your door knocking the
surrounding neighborhoods where you're doing an open house and you're letting
them know hey I'm doing an open house from 1:00 to 4:00 come on out love to
have you it's a four-bedroom three-bath and you're letting the entire
neighborhood know that you're going to be in their neighborhood doing an open
house so I would drastically drastically increased the results you're getting
from your open house and this schedule alone guys to drastically increase your
production to drastically increase the way that you do business and is that
you're an entrepreneur follow this that you don't need to be in real estate if
you just replace lead generating with the lead generating the way you need to
do to generate your business you can be highly successful cuz think about this
that's that that that's over six hours of letting people know you're in some
sort of business and you can help them in some sort of way so
just make sure that is there I hope this helped guys hope you guys took a lot
from this if you have any questions please send me a message don't forget
hit the subscribe button look like but on the left hand side of the page really
really appreciate you guys tuning in hope this out send me a message see
y'all soon
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