By Michael Kies

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The 3 tools for effective time management in real estate sales

Benjamin Franklin said: “Do you love time? If the answer to that question is yes, then do not squander time, for time is the stuff life is made of.” Most people have something that they are going to get around to… someday. Don’t get around to it – do it now!

1. Lists

Make a list before you go home, containing the things you have to do the following day.

Many people advise that you should make a list of six things. That’s rubbish. Just make a complete list of the things you have to do the following day. My list normally ended up with ten to twelve tasks for the following day.

When you spend time penning your list the night before, you are prioritising as you go. It will take you less than five minutes. If you are feeling lethargic – get a list.

Lists will help you

As you tick items off the next day, you will experience a rush of endorphins. It makes you feel better. Make a list and your life will change.

When I started making lists I was able to double my sales figures within the next 12 months without any extra staff.

2. Take care of the magic moments.

Magic moments are the moments that you let pass you by. Instead of talking to the receptionist for ten minutes in the morning, get to work.

Instead of going to the coffee machine, having a chat, making a cup of coffee and talking to a colleague for ten minutes in the morning, get to work. When you get to the office – get to work.

The 2 R’s to live by.

Results and rewards. When you get a result – reward yourself. If you get on the phone and create a good listing appointment first thing in the morning, reward yourself with a coffee. Only reward yourself with a coffee when you get a result.

3. Take care of a time log.

Create a time log using the stop watch on your mobile phone. Only start the stop watch when you speak to somebody about selling or buying real estate. Turn it off when you are not talking to someone about selling or buying real estate.

I read this in a book called the Entrepreneurial Roller Coaster. The author said that he kept a time log in order to see how many productive hours he was spending each day. See he was working 16 hours per day in real estate sales.

So he put the stopwatch around his neck and when he spoke to somebody at the doors he turned it on. When he finished speaking with that person he turned it off. He worked like crazy for sixteen hours. At the end of his sixteen hours he wondered how many hours he worked today?

He looked at the stopwatch and it said 19:58. Nineteen minutes and fifty-eight seconds. That’s all he worked. He said the best he ever got to was four hours in a day. So how many minutes or hours a day are you working?

Brian Tracy says that the average salesperson works less than 90 minutes out of an 8 hour day (seeing people face to face). See people face to face and make the most of every given moment.

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Thanks for watching today. Please leave a comment below and let me know your thoughts or send me an email to support@michaelkies.com.au.