2 Listing Appointments Per Week!

It’s been a month since I was in Las Vegas with almost 3,000 top agents for Elite Retreat, a two-day event exclusively for our Elite coaching members. During my time I had a great takeaway from my coach Tom Ferry, He gave the audience two numbers: 112 & 2. Let me explain why.

In a week, there are 168 hours. Out of those, you need to prioritize sleep and allocate at least 56 hours for it. That leaves you with 112 hours to operate your business. And that’s where the number 2 comes in.

All he was asking is for you to book TWO LISTING APPOINTMENTS per week! Imagine the impact on your business if you were able to go on two listing appointments a week. If you’re already exceeding that, then adjust accordingly.

The bottom line is that your total focus should be on taking more listings right now. "Two a week." Make that your rallying cry.

Now, let's dive into what might be getting in the way of achieving this goal. If I had a camera following you throughout your entire day, what would it reveal? Most likely, the issue is that you're getting bogged down with administrative tasks or busy work that you should be outsourcing.

There are two types of tasks in your business: those that make money, like going on listing appointments, and those that enable you to do things that make money, such as administrative work, marketing, and touching base with clients during a transaction. Almost everything else falls into the latter category.

If you're struggling to find time for the tasks that generate income, then you're probably dedicating too much time to the second category. So, the solution is simple: outsource everything that does not directly bring you new clients and make you money. Trading a little bit of money upfront can earn back a lot of focus (and, in turn, a lot more money).

Let's go back to that imaginary camera. If you're swamped with contracts and administrative work, consider hiring a transaction coordinator. If you're juggling your work and personal life, then it's time to find a capable assistant who can free up some space for you to make your calls and secure those weekly appointments. And if you're tight on cash, a virtual assistant is always an excellent option.

One big distraction that can derail your focus is buyer consultations. They're great, but they shouldn't take precedence over your goal of booking two weekly listing appointments. If you have enough buyers to distract you from your goal, then it's time to hire a buyer's agent.

But let's say you've already hired help and you're still struggling to make those appointments. The biggest productivity killer in this scenario is "bottlenecking" - getting too focused on what your team is doing instead of what you should be doing. It's important to set aside dedicated time to meet with your team and ensure that everything is running smoothly. But after that, you need to step back and allow them to do their jobs, so that you can focus on yours.

If you're a control freak who requires approval before anything actually happens, then you're the bottleneck that's preventing your business from growing. With 112 hours in a week, how many of them can you spare and still reach your goal of two listing appointments?