Create a business plan...
A business plan is not worth much more than the paper it's written on. You must implement the plan, and execute the steps.
When combined with tracking, a business plan will help to keep you focused on execution and implementation.
Comparing your actual results to your planned results will help you create a business management system that ensures predictable results.
Critical elements of a business plan for a real estate agent:
1. Your Vision (future state) and the Mission (purpose) of your real estate business. Define what you want out of your business and out of life. Put it in writing. Don't be afraid to think big.
2. Create a budget, or "spending plan"
3. Calculate, based on your actual average selling price and average commission rate (or office averages for new agents):
a) the number of closings you need to cover your spending plan
b) the number of clients you need to get those closings
c) the number of qualified appointments you need to get those
clients
d) the number of contacts you need to make to get those appointments
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Remember, "Contacts create Contracts."
4. Based on the schedule you plan to work, calculate:
a) the number of contacts you need to make per workweek
b) the number of contacts you need to average per workday
c) how much money you'll "make" for each contact you make
Contact with people creates opportunity. If you are not producing what you want or need to produce, increase your contacts and "contact activities."
A plan based on the above will give you a direct connection between your daily activities and your life goals! It is then up to you to figure out HOW to make all those contacts, HOW to convert them to appointments, HOW to convert your appointments to clients, and HOW to get your clients to close.
5. Accountability.
Please be sure to hold yourself accountable. Many in the real estate sales business elect to work with a coach to help hold them accountable.
As is always the case, YMMV. Good luck.
-Saul Klein-