Elevate! founder and Realtor Rosemary Kelleher explores what it takes to succeed in today’s hyper competitive business world!
Yesterday one of my coaching clients called me and told me he was excited that he hired a new agent for his team. “Good news” was my reaction because this busy real estate team needed more agents to handle the volume of yearly work and opportunities. I new that this agent would be very lucky because there were lots of opportunities to start a successful career in real estate as a member of this team!
The next direction would change the course of my day and make me smile. The head of this team, my coaching client, asked “what’s up for tomorrow?” Of course I knew that part of my tomorrow would involve going to his office, meeting the new agent and trying to send this agent into the direction of success, I started to think back down memory lane to my first days in real estate. I wished I had “direction” and people vested and determined to help me in my success.
My client asked me if I would “pull together a daily to-do list or guide for this agent to follow”. Yikes, that’s a loaded request! Sure enough I would appear with a daily task list for this new real estate agent. I thought about “the list” all afternoon, all during my driving the kids to their activities, while I was making dinner, cleaning up after dinner and when the kids went to bed. The “list” was an exciting project, seemingly easy for someone like me who has been in real estate sales, management, training and coaching, yet this simple list could mean so much more. This is the “list” I never received, nor did most of my peers in the industry and it had a bigger and deeper meaning for me to complete. This list would start tomorrow, for a brand new agent, with the road map needed daily to be successful, daily.
So, here is what I gave to the agent and maybe it will help someone else with their tomorrows in real estate success (enjoy)
Dress for Success
Dress as though you are going on several job interviews (because during the day you will be). As a Real Estate Agent you wake up unemployed everyday and get yourself hired by as many jobs as you are willing to interview for throughout the day. The amount of times you can be hired is totally up to you! Don’t forget your name tag, it is a necessary part of your daily wardrobe. When dressing for success make certain you have a positive and “win the day” attitude. Please don’t leave your home until you have a cheerful smile, great attitude and a determination to win the day.
Drive With Determination
When driving to the office make certain that your car is clean, filled with gas and you never take the same route two days in a row! Why? Driving with curiosity and seeing what’s actually going on in the neighborhoods on your way to work can help you understand the market you work in. Maybe you will see a FSBO, a new listing, a sale pending sign, a garage sale or various other signs that real estate agents are needed – you are needed!
Don’t Forget to Stop for Coffee!
Stop for coffee! If you are stopping on your way to work to go to the gym or get a coffee or do errands, make this an opportunity to speak to people about real estate. Give your card out 5-10 times on your way to work. Remember as you give out your card, it is more important you get the recipient’s information before you give the card. Carry a small notebook and make certain you get the information (name, email, phone, address, real estate status) This information needs to go into your database asap and follow up activities needs to happen asap (when you get to the office). Stop by different places such as different coffee shops, gas stations, etc The more people you connect with, the larger your network will be!
Tips for a Successful Day – Go to the Office
Going to the office everyday is a must. Business happens at the office. Opportunities walk through the door, call-ins happen which are also opportunities and agents who are successful come to the office everyday. The office has valuable resources to help you when building and maintaining your business. Office personnel are willing to help you. As people get away from the good habit of going to the office everyday – take advantage of their absence and be the regular “officer goer” because the opportunities happen for those who show up!
The Daily Rule
Decide from the beginning that your business will be reflective of the 80/20 rule and a strong, daily commitment to this approach will yield you a greater chance for success! Eighty percent of your efforts should be in active lead generation mode. Twenty percent of your daily tasks should support the eighty percent efforts. The 80/20 Rule is the most important guide for Real Estate Professionals. The most successful real estate agents live by this rule and it guides all of their daily activities, decisions and business planning.
Tips for a Successful Tomorrow – Tasks
Since you will be following the 80/20 Rule there is a list of task specific active and passive lead generation strategies to follow each day. They range from making phone calls, to expireds, adding to your CRM/database, creating daily email campaigns, writing notes, reviewing MLS data, creating marketing collateral pieces, writing thank you notes, hosting open houses, door knocking and so much more!
End Your Day With Success
After all your tasks are done and you have made your phone calls, set up face-to-face appointments and you have completed all the active and passive lead generation strategies, the most critical task you can perform to “win the day” is to outline exactly what you will be doing tomorrow. Who will you visit (exactly)? Who will you call (specifically)? What specific tasks will you work on? Having a plan for tomorrow will be a gift that you give to your business everyday. When someone asks you what’s happening tomorrow, you will have a plan and you will be in charge of your destiny and your success.
About Rosemary Kelleher
With over 20 years of experience in the real estate and sales industry, Rosemary Kelleher is regarded as one of New England’s premier sales professionals. She spent a decade in real estate and another decade in top leadership and management training. Over the years, she has received numerous awards and designations to recognize her professionalism, her commitment to client satisfaction and her top sales production status.
Today, Rosemary Kelleher has branched out beyond traditional real estate sales, pursuing her true passion: coaching, training, speaking and educating. She established a new firm, Elevate!, which is committed to providing real estate and other sales professionals with the expertise, knowledge, strategies and coaching they need to succeed in today’s hyper competitive sales world.
Contact Rosemary Kelleher via the contact form or by calling 781.248.6069.