Building a Sustainable Real Estate Schedule
Achievable Real Estate Prospecting Schedule
In real estate, you need to build your prospecting schedule with sustainability in mind. We have all been to conferences and had the rush of excitement when we get back. We plan on putting everything into action but after a few days, we lose interest and begin to stop doing these activities. Usually, this is because what we are trying to do is not sustainable. We plan to prospect for 8 hours a day, doing activities we don’t like, and we tell ourselves that we are doing it, “to be successful.” You don’t need to work 24/7 in real estate to be successful; you just need a sustainable prospecting schedule.
In this real estate agent training podcast, you will learn how to build a prospecting schedule.
Podcast Transcript
[00:00:00] Hello and welcome to Rev Real Estate School. The podcast with quick tips and actionable advice to help you sell more real estate in today's world. And now your host Michael Montgomery.
[00:00:11] Hello and welcome back to Rev Real Estate School. I'm your host Michael Montgomery. Today we're talking about sustainability. One of the most important concepts in real estate if you plan on continuously growing your business and doing well year over year while enjoying your life.
[00:00:28] Now I'm sure we've all been there we've woken up on January 1 and we've had these New Years resolutions that we were super pumped to take on. And as the weeks went on and as the months went on we stopped doing these things it's very common it's happened to pretty well everybody in the real estate space. I'm sure you've been to a real estate conference where you've heard a speaker and you've said you know what I mean to put all of these things into practice right off the bat and you get to the office next day you start doing them. You have a great day. And then within a couple of days you kind of fall off and you stop doing these things. Very similar thing happens in the fitness space you get super excited new workout new program new diet and you're totally dialed in for like three or four days and then you fall off the wagon. This is very very common. It's human nature. We get super excited when we learn a new idea a new concept and we're ready to put it into practice. However that excitement does wear off and that is very common. That's just part of being human is the excitement wears off.
[00:01:32] I see this all the time when I'm coaching newer agents. They get it very excited to start coaching. They get very excited to jump into the real estate industry and things go super well. They're learning lots and things are going really really well and then challenges happen and we. Setbacks happen and then we end up kind of regressing back and not wanting to do certain things that initially we were really excited to do. This is where the concept of sustainability comes in in real estate. Here's the thing it doesn't really matter how you prospect. There are definitely activities that on a dollar per hour basis are the best use of your time and that's typically following up with past clients or touching base with your sphere that on a per time basis and dollar per hour basis outweighs a lot of other activities out there but that doesn't necessarily mean that you need to do that to be successful. It's highly recommended. However, what's more important is sustainability.
[00:02:30] What happens is people get super excited when they learn a new concept or when they're starting a new year a new quarter whatever that might be. And then they end up falling off. They lose that excitement over time and their sustainability drops. What you need to start building for yourself in real estate is a sustainable prospecting schedule not something where you're able to go a hundred and ten miles per hour for two days and then you are dead to the world and you're on the couch for the next two days. You need to build a sustainable prospecting schedule. And if you don't have one. No worries go to the show notes for this episode you can see my prospecting plan and what I follow basically every single day. It's sustainable it's doable it's achievable and at the end of the day I still have time to do other things.
[00:03:18] Too often we get wrapped into this hustle mindset and if you know me you know that the hustle mindset in this whole hustle mentality of working 24/7 does not lead to success. In fact it leads to burnout and you will not end up doing as well as you possibly can. Yes you have to work hard. I don't want to take anything away from that but burning yourself out which I've done is not a healthy way to go about doing it. You will end up not enjoying your career. Probably not doing as well and suffering in other areas of your life because of this whole hustle mindset. Let me tell you you do not have to work 24/7 in order to be successful in real estate. You have to build a sustainable schedule something that you can do day in day out week over week month over month year over year. You can show up for your prospecting activities and you still enjoy your life. This is very very possible but it needs to be done with a sustainable schedule. So just like the gym example if you decide that you're going to get in shape so you start hitting the gym and hit up a new diet and you're working out for four hours a day and you're eating zero carbs you know what you might be able to do that for a few days maybe even a few weeks but you will eventually quit. It's just how we are.
[00:04:36] Same thing goes for prospecting. If you go to a conference and you decide that you are going to hit the ground running you're going to prospect for eight hours a day you're going to call everybody you know and then you're just going to cold call the phone book until the end of the day. Awesome. I love the work ethic. However you will burn out. We have to let go of this whole hustle mindset where we work 24/7 we work ourselves into the ground and then we end up enjoying what it is that we do. You can be extremely successful. As I said in the show notes for this you can go to my prospecting schedule. It's based on a point system we're going to get into details about this point system and another podcast. But right now you can download this for free and you can just follow along. You can go day by day and you'll notice that it's quite doable. It's based on a system where you just have to hit a certain number of points and at the end of the day if you've hit a certain number of points then you've had a successful day. It doesn't mean that you have to call constantly all day because I know personally I will burn out. So you have to build a sustainable schedule into your prospecting life. You'll notice in this that it doesn't really matter what you do you can choose if you want to cold call doorknock if you want to call past clients if you want to send out handwritten notes if you want to meet people for lunch. That doesn't really matter. The way that you'll see this and how it's built is it doesn't really matter what it is that you do for prospecting. As long as you have a schedule and that you do it on a consistent basis.
[00:06:06] Now you know this. I think everybody knows this that that consistency piece is required and it's one of those things that of course it's easy to understand but it's not actually easy to put into practice and that is because of sustainability because when we're running purely on adrenaline and we get this new idea. We want to run with it at a million miles per hour. That's awesome but we end up losing our excitement over time. That's where sustainability comes at and you have to build a schedule that you can do every single day and continue to wake up and do without fail. Real estate is not about having one or two good days here and there. It's about waking up and prospecting for a minimum of two hours regardless of what's happening that day. And in fact two hours is more than enough to get enough time in in order to check off your prospecting duties for that day. In fact you should not even need to prospect for more than two hours if you actually spend two hours of dedicated prospecting time then you should be fine. That should be more than enough. You should be able to get enough done in that time for you to be extremely successful in real estate. So a quick recap. Just remember that when you're building your prospecting schedule and everybody should have their own prospecting schedule it needs to be built with sustainability in mind. You need to understand that this is something that you're going to be doing every single day for your working days for the remainder of your career. This is a long time so build sustainability. And if you need a little help. Grab my prospecting plan and start playing around with it and seeing if you can start building your own sustainable prospecting schedule. That is what it's all about. Thank you so much for hosting this episode. I really appreciate it. Remember you can ask a top producer anything. All you to do rate review the show head over to our website Rev real estate school dot com. Go to the free coaching section let us know where you did that. And a top producer gives you a call. Thanks again for listening we'll see you in the next lesson.
[00:08:04] This episode of Rev real estate school has come to a close. Thank you for tuning in. We'll see you back for the next lesson.