Four Things to Do to Win New Business

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Every agent should have a plan to find and convert more new business.  That plan should extend over time.  A plan like that helps get the business day sorted and the consistency from that helps with progress in both listings and clients.

The idea sounds logical, and yet too many agents let the day shape their decisions of activity.  That is where most agents go wrong. Here is a basic rule that can help you in brokerage.  Strive to control 50% of your day on key new business tasks and activities.  Make sure that controlled 50% is in the first half of the day.  Any other matters of administration or meetings can occur in the afternoons. 

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Improving Your Real Estate Day

When you stick to a plan like this, you will get more progress around you with your real estate business.  The morning is always the better time to get things done.

The biggest challenge in commercial real estate is in establishing consistency of process for new business at an agent level.  Staying consistently on task is the difference between ordinary agents and those at the top of their game.  Consistency creates results, and from that, you can check and track your progress.

Are you ready to grow your real estate business?  Most agents when you ask that question would always say ‘yes’, however, the reality is that most still struggle with activity in a regular and consistent way. 

Doing More with Real Estate Time

Most agents let the working day and week just ‘happen’.  In other words, a focus on key facts and activities does not occur for them.  They struggle with the ‘discipline’ needed in their working day.  That then is a great opportunity for those real estate agents that can get things under control and stick to a consistent working plan.

A real estate career is one of discipline and direction.  That then is a focus on the things that matter in brokerage progress and business growth.

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Action Plan for Brokerage Growth

If you want to get your real estate business under control, then this base plan or working blueprint below will help you in some positive ways.

  1. Setting a focus plan for yourself and your property market. This is the first step in optimizing your real estate business.  What can or should you be doing every day to find the listings and the clients that you need?  That question is very personal as most agents will have their own answers.  Drill down on what you think the question should mean for you.  Consider your property market and your preferred property types.
  2. Acting is where the results will start to come in for most agents.  That word ‘consistency’ starts to come back again as the key factor to move ahead.  Doing some things every day is the basis of progress in real estate.  You would know the things that should be done on your real estate day, and you would also know the things that you have been avoiding.  Challenge yourself to get the right things done in your real estate business, regardless of other pressures with listings, meetings, and clients.
  3. Refining your progress is part of consolidating your real estate business.  As you do things, you will see what is working and what is not.  That is where practice and habits can take over and take you through the habits required to grow your real estate day and your listing inventory.  Habits are the keys to growing a real estate career.  Doing the right things each day will take your real estate business forward faster.  Set your momentum with new habits and ensure that you stick to your plan.
  4. Tracking conversations and connections is a good thing to do.  When you watch your numbers from daily activity, you can see how things are happening for you and you will stay on task.  Understand and focus on the four or five key tasks that you know you should be doing.  The important numbers to track would be calls out, meetings created, listings taken exclusively, and marketing money converted.  When these numbers start to consolidate and take some shape, you will start to grow your market share.

From these four ideas, the actions that you set for yourself will take you forward.  You can accelerate that forward progress by sticking to the plan of action and improving your numbers.  They are then the four ways to win more real estate business for yourself as the local real estate agent.  Put some consistency and new habits into your real estate day.

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