I remember the year that my real estate business really started to take off, I went from having to start over from scratch, having to rebuild my real estate business, to closing 76 transactions in one year. I was easily working 60-80 hours, often 6 or 7 days per week and I was constantly busy. My Dad would call me to see how I was doing and how business was going. I remember I used to tell him, Dad I’m so busy I don’t even know where to begin. He said something to me that I’ll never forget:
“I know you’re busy, but are you making money?”
Have you ever looked back at the end of a very busy day and just had a feeling like you didn’t get anything accomplished at all?
I can’t even begin to tell you how many times I have felt that way.
I’d spend all day working like a madman, running all over the place, putting out fires, phone calls, emails, text messages… I hardly had the time for lunch or a bathroom break. I would be exhausted at the end of the day and yet when I looked back, I felt like I had nothing to show for all my business, I felt like I didn’t get anything done at all…
Chet Holmes in his book The Ultimate Sales Machine calls this working reactive versus proactive.
When you are reactive, you are dealing with stuff as it gets thrown at you – an email alert pops up, you check your email, the phone rings, you answer the call, a buyer wants to see a house, you drop everything and run out to the showing, a seller wants to meet to discuss a listing, you start working on the CMA and so on.
In reactive mode, you can easily spend your entire day being “busy” and have nothing to show for it at the end.
Like my Dad used to say: “I know you’re busy, but are you making money?”
He had a very good point, busy is not the same thing as productive. Being busy is not the same thing as making money.
When you are operating in reactive mode at all times, it is easy to feel like you are not in control of your day or your business. You feel that way because the truth is that you are not in control, someone else; your client, the home inspector, an appraiser, the loan officer, etc. is dictating what you do and when you do it.
Even worse, it is easy to spend your entire day working on things that make you no money at all. It’s OK if you are busy, but are you making money? Are you busy growing your business? Are you busy working on the things that will generate more income?
On the other hand, when you are proactive, you plan your day and activities, spending most of your time on what Michael Gerber, in The E-Myth Revisited, calls working “on your business,” which allows you to be more strategic and intentional.
You can focus being “busy” with money making activities, the things that move your business forward and have the potential to generate greater income. This includes things like prospecting, creating, testing and implementing a new marketing strategy, touching base with and nurturing your Sphere of Influence, growing your SOI, etc.
I realize how overused the phrase that something or someone “changed my life” is and how easy it is to dismiss what the person is saying because of the overuse, so I won’t tell you that it changed my life, but the video I’m sharing with you below definitely changed how I do business, how I prioritize and structure my day, how to focus on money making activities. As a result, it changed how productive I am and how accomplished I feel at the end of the day since I can see the tangible results of moving my business forward.
In the video below, Chet Holmes shows how to implement the “Time Management Secrets of Billionaires.” I know, I know… time management is not the easiest subject to get all excited over. You’ll just have to trust me on this one, this is the kind of initiative that can make the difference between working 60-80 hours per week making $50K per year versus working 30-40 hours earning $100K, the difference between feeling like you are the master of your domain versus feeling like you are always pulled in a hundred different directions by a hundred different people with a hundred different wants.
Are you tired of being constantly “busy” with nothing to show for it at the end of the day? Are you tired of always being reactive instead of proactive?
How about you start taking charge of your real estate business and start being proactive this very moment. Close your email, turn your phone to silent, and eliminate all distraction for the next 27 minutes as you watch this video, it might just change your life.
P.S. After you watch the video and review the summary, I have a small bonus gift for you at the end, be sure to check it out.
1:05 – running a business for maximum productivity
1:15 – only takes 5 minutes per day, but discipline to implement all day
1:45 – Step 1 – touch it once
2:50 – if you touch it, take action
5:10 – organizing your emails & the importance of subject lines
6:30 – plan time for email, turn off notifications
7:10 – control your email, don’t let it control you
8:00 – Step 2 – make a list of the 6 most important things to do today/tomorrow
9:30 – break larger projects into smaller incremental pieces
10:20 – keep a second running list of things that have to get done
10:55 – Step 3 – estimate how much time is needed for each of 6 items on your list
11:25 – do not think about when you are going to do each items, just how much time you will spend on each
12:10 – Step 4 – plan your day and when you will do each task
12:35 – schedule time to check email (30-60 minutes)
12:50 – schedule time for miscellaneous, reactive items
13:55 – Step 5 – schedule the most important/hardest things first in the day
15:20 – how to achieve a 4x productivity by implementing time management
16:35 – Step 6 – will it hurt me if I throw this away?
17:45 – “got a minute” and operating in a reactive way
19:00 – traits of a reactive business
22:05 – how to run a proactive business
24:20 – sample schedule 1
25:10 – sample schedule 2, great for salespeople
26:30 – recap
As promised, I have included a bonus gift for making it this far. A while back I created a one-page worksheet for daily use of the first 5 steps of Chet’s system (I don’t consider Step 6 an actual step, more of a philosophy on what to keep or not to keep).
Like Chet said, it only takes 5 minutes.