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Who's killing it In your business? Who's killing themselves trying to keep up with it?
Two of our CINC Live trainers, Lance Simpon and Matt Feathers, shared tips that have helped hundreds of agents maximize their success so that they can continue working ON their business, not just IN it.
Plan your week & work your plan
Entrepreneur and author Jim Rohn has a quote, “Either run the day, or the day runs you.” Planning is critical to make sure you’re accomplishing everything you want to in any given day and week. Start planning your week on Sunday – lay out everything you need to tackle. Make sure that you have your personal and professional priorities accounted for. Our trainers recommend time blocking to divide your day or week into smaller segments for specific tasks or to-dos. Planning your days and weeks in advance not only allows you to see what needs to get done at a glance, it also keeps you in a routine.
Matt and Lance at a recent CINC University event.
Establish your goals
As an agent, at this point in the year, you should already have your goals planned for next year. Haven't started goal planning yet? There’s no time like the present.
To set your goals, you need to know your numbers, i.e., How many calls do you need to make in order to make your desired number of contacts? How many contacts do you need to make to set your desired number of appointments? How many appointments do you need to set to reach your transaction goals? etc. To keep track of your goals, try a goal-planning spreadsheet, or try tools like SISU. Try whatever it is that you’ll consult regularly and stick to.
Focus on money-making activities
The 4 ways that agents make money are:
- Prospecting
- Nurture, follow up
- Buyers and sellers, showing and listing homes
- Negotiating contracts
Prospect like a pro
Make prospecting non-negotiable. If you don’t have any business, making calls is the best way to get more. If you aren’t sure of the best times to prospect, take 30 days and track your best answer times to know the best periods for your specific market. Pro tip: don't waste the first part of your day waiting until 9 am to make calls. Also, even if you hit your target number of appointments before your planned time window is up, don’t stop calling. You might book another better appointment.
Who should I call? We recommend people who have logged into your site recently. Once you make it through that list, try the people who logged 30-60 days ago.
What should I say? Try this opening line that converts at a 33% rate from contact to appointment.
Example of a CINC recommended opening line script for following up with a real estate lead that helps clients achieve a 33%+ appointment rate.
What if they don’t answer? Don’t leave a voicemail. Move on to the next call and keep going.
What counts as contacted? We wouldn’t advise counting someone as contacted just because you got them on the phone. Contacted means you had a meaningful conversation. We recommend getting 2 of the 5 Ws (Who, what, where, when, why). The why is the most important. These conversations can happen over the phone, text, etc.
I had a great conversation! Now what? Immediately, put a good note in your system and set a reminder to follow up. Be careful not to over-remind yourself. The only folks that should have a reminder are those in the contacted stage and beyond.
Be proactive, not reactive in your business by prioritizing prospecting. When that’s scheduled, the rest of your day should consist of follow-ups, appointments (buyer consultations and listing presentations), showings, networking, and social media.
Your lead database is your most valuable asset
If you retired today, how much would your database be worth? Would someone want to buy it? Male time for database cleanup. Keeping it clean makes everything easier. Here are a few quick tips to get started:
- Make sure everyone is at the right pipeline stage
- If someone is in the “attempted contact” stage, they shouldn’t have a reminder. Don’t remind yourself to call someone you’ve never had a conversation with.
- Have a follow-up plan for your labels
- “Contacted” leads should have reminders and/or labels
- Even if someone bought from someone else, you can plug in their new address and send them market reports to stay in front of them
Interested in more training from the CINC team? Check out these 2023 CINC University dates.