If you missed our business planning call last week the fifth topic we discussed was scheduling and time management. Two of the most important factors in having a highly successful business. One of the biggest keys to this business not consuming you is following a daily schedule. The more consistent you are with your daily routine the more consistent your results will be, the less time it will take, and the more control you’ll have over both your life and your business.

Have specified times that you go on listing appointments, work on your files, follow up with agents for feedback, call / service your sellers, show buyers, work on administrative things, return calls, emails, etc.

Make a habit of giving your customers and clients a choice instead of asking them what works for them when setting appointments. Simply say I can do that today at 3:00 or Thursday at 5:00, which works better for you? And have it be during your specified time for doing appointments.

And guys, there is no one set schedule that will work for all of us. You have to create your schedule around your life and your business and have it be something that works for you, your family, and your business. And let me emphasize here that you and your family should come first and then the business. A happy life goes a long way toward creating a thriving business. Many agents find it hard to manage both. But trust me, it’s possible and you can do it, but it takes an intention, planning, and then following your plan.

Our business should be like any other business. Run it like a business and it will give you results like a business. Run it like a circus and it will give you results like a circus.

Let go of the drama and overwhelm whenever possible. One of my coaches told me to always try to keep my emotions between the lines and that’s huge in this business. You can spend countless hours, and an enormous amount of energy worrying with all the drama and emotions in this business. Believe me if you can get this right it will make you thousands!

Time management comes from having systems and support in place so things run smoothly and efficiently. If you have staff you need to efficiently train them, trust them, give them credibility with your clients and then let go and get out of the way!

If you don’t have staff you can do this with your closing company and lender. Meet with them to brainstorm what parts of the transaction they can take over and away from you. Your job is to sell homes theirs is to get the loan processed, approved, and closed. Get out of the way and let them do that. You don’t need to be at the loan application or the closing for that matter, your clients follow your expectations. I know this part may offend you but its only feeding your own ego. If you have a strong competent lender and closing company who are simply an extension of your team there’s no need for you to be at the loan application or the closing. You should not pretend you’re the lender or the closing company, bug company, home inspector or anything else for that matter. You’re the Realtor, you do your job and let your professionals do their job. You set the expectations and your clients follow. Whenever and wherever possible you should delegate!

Get in the habit of using your voice mail, email, and text. Its where communication is and has been headed anyway and can be highly efficient for everyone. utilizing email provides a paper trail of what’s discussed for all parties. Text is quick and easy. Am I saying to never talk to your clients, absolutely not, nothing takes the place of a personal touch but I am saying to take advantage of the technology that we do have.

If you explain to your clients that during such and such hours you will be prospecting, on listing appointments, showing buyers or whatever and during those times to either email you or leave a message on your voice mail and that you’ll be returning calls at a specified time later, they’ll acclease to that with no problem at all. Again, your whole goal should be to run it like a business. Rarely if ever can you call your doctor or lawyer’s office and speak with them directly on the first call. They follow a scheduled routine and so should you.

Again, if you have the systems in place that I talked about in my previous article, a rigid schedule and routine that you follow daily, you’ll put yourself in a much better position to succeed in this business and maintain a healthy life at the same time.

Please let me know if I can be of support to you in any way. And don’t forget about the six week expired & fsbo course I have starting Thursday Jan. 10th through Thurday February 14th. We’ll meet over the phone from 12:00-1:00 EST each Thursday. The first three weeks we’ll talk about working expired listings and the second three weeks we’ll work on FSBO’s.

During the height of my career I sold 120-140 homes yearly and most of my business came from working expireds and fsbo’s. I’m going to reveal exactly what I do and have learned over the last 23 years to become so effective at working with them. The course includes a free copy of my scripts audio where I share exactly what I say when calling each both when they answer and when I leave a message for them. It also has my scripts for calling just listeds, just solds, past clients, converting ad & sign calls, and pre qualifying sellers before a listing appointment. Plus a copy of the mailings that I send to both expireds and fsbos so you can use it as a guide to make your own.

The cost for the course is only $149 if you sign up before December 31st, $199 after. My scripts program sells for $50 so its really only $100 for the course if you sign up before the end of the year which also provides a tax deduction for you this year.

Starting your year off involved in a course like this will undoubtedly set you off nicely for making 2013 YOUR year. I would love for you to join us but do have limited space as I want everyone to be able to participate live during the course so must keep it to a minimum to allow everyone to engage.

Please email me if you’d like to register, christy@yourethedifference.com. I hope you are enjoying the holiday season and planning for a great year next year!

“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? a collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace. Her goal is to share what she’s learned with other agents to support them in having a highly successful real estate sales business while having a happy and balanced life. To learn more about her coaching and products please email her at christy@yourethedifference.com or visit her website at www.yourethedifference.com