Welcome to Q2.

Three months of the new year have already flown by…

…And the next nine aren’t likely to slow down.

So my question for you is… How are you doing?

Have you achieved 25 percent of your 2021 goals yet?

Are you on track? Or do you need to reevaluate your behaviors to catch up?

Let’s examine these questions as a “progress report” and make sure you do what’s needed to achieve everything you set out to in 2021.

Appointments are the Lifeblood of Real Estate Success

Every real estate agent should know – and live by – this progression:

Calls > Conversations > Appointments > Clients > Closings

Your 2021 business plan should have included how many of each of these you need to achieve your year-end goal.

You also need to be tracking all these numbers on a daily basis.

So get out your business plan, multiply your year-end target number by 0.25 and see where you’re at with your:

  • Calls made
  • Conversations
  • Appointments booked
  • Appointments won (turned the prospect into a client)
  • Closings (break it down to sellers/buyers)

Whether you like it or not, this business is all about prospecting and following up.

If you’re behind pace, I’d recommend you set an appointment with yourself like Tom Toole said on yesterday’s podcast to make your calls.

Then, follow my 5-5-4 plan every day. Make your calls until you’ve achieved:

  • 5 conversations with people from your database
  • 5 conversations with new people you’ve never talked to before
  • 4 follow-up conversations

Here’s the thing: This stuff won’t happen if you just “hope” to get around to it. You’ve got to make it a priority. Schedule your prospecting block in your calendar and honor that time as sacred.