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CONTACT WALTER

559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

walter@waltersanford.com

Dear Walter, It was a pleasure meeting you during your recent event in Laguna Hills, CA. I appreciate the material your covered during the event and wanted to thank you for your generosity on gifting me the "Beating the Competition" sales system. Jose U. Jaramillo, Keller Williams

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Time Blocking Part 2 June 18th, 2019 | Posted in General Real Estate, Other Interests, Real Estate

Read Part 1 Here

Another massively important time-block is listing leads in the “A” class.  This group is for people who are going to be listing in the next ninety days.  You were either unsuccessful in getting them to list, or they have promised you a listing.  Even though they have told you not to call back until a certain time-frame, it is your job to call them each week with something of value to weigh their motivation and readiness without letting the lead pass you by.  It is important that you maintain contact on a much more regular business than the “soon to list” person tells you contact.

Another amazing time-block to maintain is the buyers in the “A” class group.  These are buyers who have jumped through all the “hoops.”  This means they have answered the questions, been pre-approved in writing, have showed up for a meeting at your office, and have signed a loyalty agreement.  These people need to be time-blocked for once a week to determine if the properties you are sending them still meet their criteria and when they would like to go look at the best leads.

Broker-required activities is another time-blocked section.  Whether it is a profitable office meeting or an office tour, just remember, the broker is paying the overhead so support the systems.

Another important time-block is calling your sellers.  In tough markets, there is one truism – if they do not like you, they are less likely to drop the price for you.  The easiest way to babysit upset sellers is to take your listings and divide by ten.  Call that many people each day.  This gives you the energy to bring about a price reduction or obtain a value enhancement.  Many real estate agents wait until their clients become discouraged then go through their entire listing inventory trying to obtain price reductions or value enhancements. That process is not only an energy-zapper but it is also ineffective.  Regular contacts from you will allow your sellers to feel at ease that the job is being done.  You will soon find that they will not be available for appointments, because they trust your efforts so much.  Efforts like this allow the inevitable price reductions in tough markets to be easier.  Please time-block your listed seller communications.

Add in contact to your pendings for another time-block activity.  Each week, you need to contact all parties involved in a pending – sellers, buyers, cooperative agent, affiliates, and anyone else involved.  I spent Thursdays making sure that all contingencies were being met, and there were no smoldering embers that needed to be put out.  Staying on top of pendings will allow you to flush out the bad transactions sooner and possibly reduce problems that might affect your closing.  You will grow to dislike the pending process so much that you will try to increase the velocity of your business by shortening your pending periods.  As long as they are pending, you need to call all parties involved at least once a week.

Another important time-block is making time for your LIFE!  Some of these items are “floating” like your daughter’s dance recital or your son’s game, but some of these items can actually be anticipated like “date night.”  I chose a weeknight as date night because babysitters are more plentiful during the week and the lines at our favorite restaurants were not so long!  It was also a nice break during the week, and everyone always looks forward to date night.  The same process applies for working out, lunch, breakfast, church, and other mandatory parts of your life that allow your life to go more smoothly.  Having these things time-blocked will reduce any disappointment in your family and allow you the opportunity to re-make appointments with clients.

This is the perfect time to bring up an important distinction between time-blocked and non-time-blocked agent schedules.  When I knew that I only had a few different hours in which to book a listing presentation, a showing appointment, or a negotiation appointment, it allowed me to funnel the cooperative agent or client into those available slots.  I was able to always give them three or four hours a day from which to choose.  Without a time-block, you are always moving your most important activities around urgent activities, when it is much easier to book urgent activities in the time allotted.  I promise that the cooperative agents and clients you are working with will have less disciplined schedules, and you will be able to conform to your available times.

Occasionally, there will be an infrequent time-block for activities that only happen once a month or once a year.  These activities would be time-blocking the first and last day of the month and the first part of the New Year for excessive expired activity.  These are times when the expired activity is so heavy that you will have to free up time to take advantage of it.  These items need to be time-blocked at your goal setting session early in the year.  Do not forget to time-block your goal planning session, too!

The process of time-blocking is fairly simple.  Time-block the activities that are important to your life.  Time-block your lead generation activities.  Time-block your listing leads “A,” buyer leads “A,” pendings, and listed client activities.  You will soon find that you have a lot fewer hours available during the week than you realized.  Of course, these time-blocks will be devoted to listing appointments, showing appointments, contract negotiations, and all of the other “emergency” activities that we are all involved in.

You will find that when your time becomes scarce that putting a “do not disturb” sign on your office door will become a much better idea!  You will also find that hob-nobbing with other real estate agents or affiliates will become activities of the past (possibly).  Soon you will be prioritizing your free-time among activities including family, fun, faith, friends, fitness, and personal finances.  You will find that urgent items will be either eliminated or lessened.

Time-blocking is the first step to true time management and forces you to do the items that are the most profitable in your business.  Soon there will be no more excuses that you are too busy to make money in this business.  Congratulations!

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

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