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Got a minute? If you're a busy manager, that's about all you have. That's why Carla Cross, management coach, speaker, and author, has created this blog just for you, with ready-to-use tips to master management through people.

Archive for time management

trainer sayingI’ve just published the 5th edition of Up and Running in 30 Days. In it, I’ve included lots of up-to-the-minute updates. You can read some of them, in these blogs.

Click here to see the updates in my fifth edition of Up and Running in 30 Days.

Below is an excerpt from the newest edition of the book.

The Value of Practice

It’s painful to learn from your mistakes with real clients. However, there’s an additional way to learn skills—practice. All too often, the value of practice is underestimated by both agents and managers. But it’s worth the effort to role-play each segment that requires sales communication with people:

  • Lead-generating scenarios
  • Following up with Internet inquiries
  • Counseling/qualifying buyer scenarios
  • Showing and closing buyer scenarios
  • Presenting and negotiating offer scenarios
  • Qualifying seller scenarios
  • Marketing/presentation scenarios
  • Price reduction/review scenarios

Managers and coaches: How many of these situations do you coach to via practice?

Agents believe that because they can talk they can sell. But we have already discussed the realities of conversation versus the special communication skills required for sales success. I guarantee that if you take seriously the practice asked of you in Up and Running, your performance with people will improve quickly and your confidence will soar. Every successful salesperson I have known who started quickly in this business organized, systematized, practiced, and perfected each step in the sales cycle.

Caution: A reason new agents start slowly or fail early is that they underestimated their need to develop a mastery of sales skills in their first months in the business. So, they fail to convert those leads!

Perfect Practice Makes Perfect

The best kind of practice increases your skill and results. Back to my piano-practicing days: as a four-year-old, I picked out tunes on the keys and added the chords. I could play pop music reasonably well. Then, at age six, I started piano lessons. As I progressed to more demanding piano teachers, I learned that “faking it ’til you made it” just would not meet their standards. In fact, my best piano teacher, Mr. Green, taught me to practice very slowly, so there weren’t any mistakes. I found that if I practiced quickly, I practiced my mistakes right along with the rest of the piece.

Although his kind of practice was tedious, it was right. By using Mr. Green’s method I became a much better pianist, gaining a degree in piano performance. Too often, real estate agents practice the mistakes and end up with a sales system that is “more mistake than effective.”

* Big Idea: Perfect practice makes perfect. Go for mastery, not just mediocrity. One of a coach’s opportunities is to help you get into action, take risks, and work toward “practicing perfectly.”

Up and Running_5e largerWhat is the ‘Music’ You Use to Coach?

You need a guide–a solid business start-up plan, with the what, how, how much, and why built in. Take a look at the new 5th edition of Up and Running in 30 Days.

Up and Running_5e largerI just received my copy of my 5th edition of Up and Running in 30 Days, the new agent’s business start-up plan. Dearborn Education, a division of Kaplan, Inc., has published this book since its first edition. I’ve put lots of updates in this 2017 edition, including advice from successful newer agents. Rather than my trying to convince you of these principles myself, here’s what they’ve said:

On Training

Here’s a quote from Kyle Kovats, who was recently chosen as one of the finalists for the “30 under 30” honors from the National Association of Realtors.  These select nominations are agents chosen because they are under 30 and very successful in the business.

Kyle advises: “Find a broker who has a comprehensive training program. Ask if you can speak with agents who have gone through it to get the agents’ perspective on whether it was helpful.”

{Note: Up and Running in 30 Days has tips for you new agents in choosing the right training program—a training program that actually assures you launch a great career).

The Importance of Coaches and Mentors

There’s a lot more to success than just attending even a great training program. Read this from Merrilee Prochaska, “I wish I had understood the importance of a mentor/coach before I began.”

{Up and Running in 30 Days discusses the trend toward coaches, and provides guidance in choosing the right coach for you.}

On What They Wish They’d Done Differently

It’s not all a smooth ride! Here are some comments from Cerise Paton, on what she wishes she would have done differently: “Followed up more and more consistently; understood the time and discipline and numbers needed for lead generation and lead conversion; recognizing the time it took to build trust; going on more appointments, failing more often, and getting better, practicing presentations with friends”.

Gary Richter’s comment on what he would do differently could apply to most new agents: “Contact all of my sphere and ask for business.” Gary admits he was reticent to ask them all for business.

On Prioritizing Your Activities and Lead Generation Sources

Don’t take my word for it that clearly prioritizing your activities as business-producing or business-supporting is key to success. Hear it from Gary Richter, who used Up and Running in 30 Days to start his career. He says his priorities are big reasons he’s succeeding now: “I am cognizant of my daily activities and recognized them as either business producing or business supporting. I spend the majority of my time on business-producing activities.”

And, Diane Honeycutt states, “Take the advice in this plan and be sure you’re not a ‘secret agent’! Develop a work plan and stick to it”.

Here’s what Kyle Kovats, that great ’30 under 30’ nominee, said: “Get out there and just do it.  Try different forms of prospecting and see what works. An ounce of action is more powerful than a ton of planning.”

Gary Richter advises: “Get off your computer and go out into the areas. Focus on business-producing activities.”

More great advice from Kyle Kovats: “Be relentless. Follow up with handwritten letters rather than the generic form letters/cards most agents send people. Be unique.”

On the Importance of Client Relationship Management Technology

When I asked those agent and team leader contributors what technology is important to incorporate, here’s what they said:

“CRM and lead management tools”—Diane Honeycutt

“A really good and easy-to-use CRM”—Cerise Paton

“A good CRM”—Chris Cross

So, don’t be like the majority of new agents (and even seasoned agents who put off capturing all those leads in a database and then, even better a CRM!) Start using a database, or better yet, a CRM your first week in the business.

On Spending Money for Leads

Here’s some advice from one of those Top 30 Under 30 finalists, James Pierce: “Don’t pay a dime to sites like Zillow, etc.”

From Cerise Paton: “You will get a lot of calls to sell you leads, google placement, banner ads, shopping carts, you name it. Don’t do it. It either has no value, or you’re not ready for it, or you can’t afford it”

Tip for managers: As you read these comments, ask yourself, “How is my training, coaching, and business start-up plan keeping my new agents on track?” What needs to be changed or refined so I get better results?”

How about YOU?

Are you following these principles? How many have you rejected or violated in your first few months in the business? Why? Success isn’t always easy, but it always has patterns and leaves clues! Don’t try and re-invent the wheel. Follow a proven plan with assured results and you will be wildly successful!

Take a look at what’s new in Up and Running in 30 Days:  updates in 5th edition.

coaching for leadershipHave you bullet-proofed your business plan for 2017?In November and December, I’m featuring business planning tips. Read the blogs and grab the free business planning templates I’m including from my online business planning system.

If you’re like most real estate professionals, you create some type of a business plan this year. But, maybe it didn’t work for you. Or, maybe—you just didn’t work it!

Watch the Business Planning Webinar I Just Did

During this fast-paced webinar you’ll see:

  • Why your plan probably didn’t work for you—and what to do about it
  • How to definitely find out what will work for YOU (not someone else’s plan!)
  • How to anticipate market shifts (!)
  • What to STOP doing in 2017
  • What one thing will assure your business plan works
  • Bonus: 10 Creative Marketing Ideas for your plan

Included handouts:

  1. The strategic planning process created exclusively for real estate professionals by Carla Cross
  2. Review: Your best sources of business

Here’s to a great 2017 with your polished business plan!

Plan_Act_CelebrateHow Good is Your Business Planning System?

Need a comprehensive business planning system that is designed ONLY for leadership? Most planning systems don’t cover the specific areas you need to address.

Check out Beyond the Basics of Business Planning.

 

time management guy with clockManagers: Are you systemized–or, is your office piles of papers–that you can’t find when you need them? Are your systems up to speed? On a scale of 1 to 10, ten being high, how would you rate your organization and your systems? Do you seem to be grabbing at papers right before your recruiting appointment? Do you find yourself sketching a training outline five minutes prior to the training start time? If so, you’ll want to take some time to “systematize” yourself. Why?

Save time

Get more done

Lower your stress levels

Enjoy your job more

(See the end of this blog for a link to systems you need in place).

Why do Managers Need Systems?

Good agents today have systems for each process they manage. For example, an agent has a listing process system, which includes the materials, packages, and checklists to manage the process. With those systems, agents can not only the manage the process, they can delegate the right activities to their assistants. (See my blog link at the end of this blog for systems agents need).

Managers Don’t Have Nearly the Systems Agents Have

Think about the systems, processes, and checklists you, as manager, recommend that your agent create to accomplish the critical tasks, or activities, in his business. Now, compare that with the tasks you, as manager, have to accomplish in your position as “people” manager. Work from the tasks to systems to manage these tasks. To prioritize the systems you want to develop, first:

1. List the tasks you do as manager. Now, list the parallel the tasks agents do.

An example: A critical task an agent does is to prospect. Good agents have systematized that process into a marketing plan, complete with specific tactics, dates, and budget. Managers must prospect, too. They prospect for agents.

Does your prospecting (recruiting) plan for agents resemble that of your best agent’s marketing plan? Is it as systematized? Does it have the materials, time frames, budgets, and delegations that good agents have in their plans?

2. Prioritize your tasks as they relate to accomplishing your main objectives. What are the most important tasks you do as manager to assure your office makes a profit?

An example: If recruiting is very important to reaching your objective, how complete is your recruiting system? How organized is it? Who is involved with you in your recruiting plan? How well are you delegating the systems?

Your Job Description Comes First

Developing systems first requires that you’ve prioritized your job description. (Wait: Do you have a job description?) Then, you must either create or purchase systems to manage these processes. One reason managers haven’t systematized their work is that managers have few resources for systems organization. To actually systematize their work, they must create these systems from scratch. Given the myriad of activities managers must accomplish, that’s a daunting assignment. Instead, many managers stay in “crisis” management, which admittedly takes up a lot of the day, but doesn’t allow the manager to move ahead as a leader.

In contrast, agents have many resources for systems organization, both purchased and exchanged with other agents. First, there are many more agents than managers, and agents coming into the business each day. So, there is a larger market, and need, for agents’ systems. In addition, agents have led the way in organizing their businesses to delegate to assistants. It’s become ‘the thing’ to do.

Resource List of Needed Systems

Click on Managers Package and Systematize for a list of systems and process you need to manage your business with grace and lower your stress level.

Want to know what systems your agents need? Read my blog on systems for agents.

LM Cover

Let Me Help you Get your Systems in Place–and How to Use Them

It would take you years to create the systems I’ve already created–and are available in my one-on-one leadership coaching program, Leadership Mastery Coaching. If you’re tired of working too hard for too little pay-off, why not do a complimentary consultation and see how Leadership Mastery can benefit you? Click here to schedule your 1/2 hour appointment.

3 men and women working at tableI know you want to help your agents gain great business plans. So, here’s how to schedule your business planning process. I’m sharing some tips with you on initial scheduling for business planning and on-going coaching to a business plan. You’ll see the dates in the schedule below are in January, because this is from a live webinar series I did for a real estate company. It would be better for you to start the process sooner.  I’ll address on-going coaching in my next blog.

First, what doesn’t work:

Hand out the planning pages and say ‘have a nice day’.

Instead, you must have a schedule to assure the agent gets that plan written.

Scheduling an interview: When I’m teaching this as a course, or doing a webinar, I give the agents questions to interview their managers–questions that reveal what the managers foresee as strengths and challenges and trends in the marketplace and in their offices. See that interview scheduled below.

Here’s the schedule I’m giving to the leadership to use for their business planning process:

PDF how to get each of your agents a great business plan 1

 

This is just the first schedule. After the initial ‘help’, you must schedule individual appointments for the agent to finish his/her plan:

coaching appointment

 

Now, you’ve educated the agents about business planning. You’ve team ified and created confidence with your meeting. Finally, you’ve set appointments for individual coaching for the plan. In my next blog, we’ll discuss how to use the business plan for coaching all year, so you’re fully imbued in the success with each of your agents.

Plan_Act_CelebrateWant Some Support to Get Your Agents Business Plans?

 

Webinar coming up: Join Carla as she shows you how to make business planning fun, exciting, and creative–and get a GREAT 2016 plan.

When: Dec. 4, 1-2 PM Pacific Time (that’s 4 Eastern, 3 Central, and 2 Mountain)

Included:
The 3 critical components of a successful plan usually left out
How to make your plan truly YOURS, not someone else’s (that won’t work!)
What to STOP doing in 2016

What one thing will assure your plan works

And, much more!

If you’re a pro, if you want to create a fun, successful, fulfilling career, you need the right kind of business plan. Don’t wait to step up to the next level now. Join us!

Space is limited, so sign up now. This is a complimentary session, from Carla Cross, CRB, MA, who wrote the internationally published book on business planning, along with business planning courses for most of the major franchises. She’s tested her system ‘in the trenches’ with real agents–so she knows what works.

Click here for more information and to register. Get inspired to make a great 2016 plan!

____________________________________________________

Want Help in Getting your Agents to Plan? Why not contact me to find out how I can educate your agents on business planning and support and coach you as a leader. Give me a call at 425.392-6914 or email me at carla@carlacross.com. I can do a webinar series for you, supply you will all the planning documents, and help your leadership coach your agents–at a very affordable cost with big pay-off for you.

 

 

man ponderingSelling real estate: What’s farming got to do with it?

No—I don’t mean farming the fields to reap the food. Well, yes I do—in a different context. In real estate sales, ‘farming’ means contacting people in a specific market (can be a geographical area), forming a business relationship with them over time, and making that area/target market your specialty. Through time, people get to know and trust you, and will turn to you for their real estate needs.

Recently, an office with whom I consult invited a master real estate ‘farmer’ who farms a specific geographic area to share with us his secrets to great success. Steve Hicks, agent with Windermere Wall Street in downtown Seattle, has enjoyed a dominant market share (that’s his PERSONAL market share, not the company!) in Queen Anne, a very upscale, historically-significant area of Seattle, Washington.
So, guess what? When people in Queen Anne are thinking buying or selling, who do you think they think of? Yes—Steve Hicks. How would you like to have that name recognition? How would you like to go to a listing presentation with respect for your expertise already built in? Steve has established that.

Here are 3 big principles Steve shared with the group, mainly seasoned, successful agents on the Eastside of Puget Sound.

1. Recognition, Trust, and Business Doesn’t Come from a “Once Is Enough” Approach

One of the big lessons Steve left with the group was that, to be successful, you must focus your efforts. Why? Because people buy and sell real estate with people they know and trust. They buy and sell real estate with those they believe have expertise in the area. That trust and respect doesn’t happen in a ‘once is enough’ approach. Today, agents in the great Puget Sound can roam far and wide to list and sell homes. What they don’t realize, though, is that they are not establishing a recognition for excellence, expertise, and trustworthiness.

Big lesson: What does this mean to you if you’re a small business owner, a salesperson in another field, or a recruiter?
That our goal is to establish a trusting relationship over a period of time, building a reputation for trustworthiness and excellence. Too many times, we launch our businesses thinking we’re something special, something different—and we expect success in a nano-second.

Stop and reflect: What are you doing to create a reputation that’s spotless, that’s trustworthy, and that’s there for the long run?

2. Contact, Capture, and Follow-up is Key to Relationship-Building

Steve didn’t become the ‘master farmer’ overnight. He built his business through constant reflection, taking risks, and trying new things. Most importantly, he built his business by first knocking on doors to establish that relationship. At the same time, he captured each person’s name and contact information, first, by writing it down, and then establishing a database and contact management system. Then, he dutifully followed up. Sounds simple, but, how many salespeople contact—and then don’t capture? Or, they capture, and don’t follow up. Steve says there are 22,000+ agents in his multiple listing service. He knows he must out contact, capture, and follow up to stand out.

Big lesson: No matter if you’re in real estate or in another field, if you want to build a business, immediately establish a method to contact, capture, and follow up.

Stop and reflect: Are you a service business, like a dentist, window washer, or car detailer? Do you have a list of all your clients in a database? Do you contact them regularly? If not, you’re leaving thousands of easy dollars on the table!

3. Consistency is Key

Too often, we think, since we’re trustworthy, since we’re nice people, since we work hard, people will recognize that and instantly work with us. Wrong. It takes dozens of contacts or time to establish a trusting business relationship. Steve has a marketing plan that includes a monthly newsletter. This newsletter includes information about homes for sale and homes that have sold. It is short and concise. Steve writes his own newsletter, but advises agents to start with as company-or other resource written newsletter. Why? The most important consideration is to be consistent.

Big lesson: No matter what your business is, you need a consistent marketing plan to ‘touch’ your would-be and present/past clients at least monthly. With 22,000+ real estate agents in the area, your potential/present client is easily ‘swayed’ to someone else if you’re not relentlessly consistent.

Stop and reflect: Do you have a marketing plan? Are you consistent? How many easy sales are you missing because you are treating your business like a ‘once is enough’?

My personal thanks to Steve Hicks for sharing his expertise with others in our industry to improve our client service. Starting with my years as a piano performer and teacher, I learned that the very best in any profession have several common traits. One of them is that they generously share their knowledge with no fear that someone will ‘steal’ their ideas. Second is that they are constantly challenging themselves to get better. Steve Hicks reflects both of these exceptional success qualities.

How can you  use these principles yourself? How can you use them with your agents?

logoIf Your Agents Aren’t Buying Into Lead Generation, You Need this Program!

What if your culture was that productive agents are the norm? What if all your agents lead generated? How much more profitable would you be? If you want increased profits, take a look at Carla’s revolutionary online training/coaching program, Up and Running in Real Estate.

clockThrough December, I’m focusing on business planning in my blogs. Look for checklists, processes, and systems–ready to use.

Business Planning: Is Time Management One of your Agents’ Biggest Challenges?

If you’re like most of us, (and your agents), you have much more on your ‘to do’ list than you get to during your business day. What does that have to do with business planning? At this time of year, we need to analyze how we spent our time. Then, we can make adjustments for next year. All of us have the same amount of time, yet, some people seem to know how to optimize it.

We Don’t Manage Time

The notion that we manage time is actually a mis-nomer. We manage activities. Have you ever known an agent who comes into the office every day, seems to work hard, yet makes little money? That person would tell you he manages his time. Yet, his time is spent doing the wrong activities. (Or, maybe, he intends to spend his time in non-productive activities…….).

As managers, you can be very influential in helping agents better manage those activities through their business plan.

A Major Principle for Great Time/Activity Management

In Up and Running in 30 Days, (use this program if you’re under a year in the business for business planning) I introduced the principle of categorizing activities so that you can tell whether you are spending your time in activities that will make you money—or not. All real estate activities can be categorized as either

Business producing or

Business supporting

Which are which: Those activities that have you meeting people directly (lead generation), working with people, and selling houses are business producing. All the rest are business supporting. Do your agents know the difference? Use the following analysis tool to help your agents see how they are spending their time. It will literally tell them (and you) why they are making the money they are making!

Click here to get my time/activity analysis, excerpted from my online business planning resources for agents and managers, Beyond the Basics of Business Planning.

Let me know what you found out from your time/activity analysis, and the changes you’re making for next year’s business plan.

Plan_Act_CelebrateGrab the Business Planning System Internationally Published Exclusively for Real Estate Pros

If you’re tired of filling in the blanks with numbers that mean little to you, it’s time to step up to a real strategic planning system–a system made exclusively for real estate pros. Check it out at Beyond the Basics of Business Planning.

Man-Walking-Up-Stairs-to-GlobeDo your agents know their purpose?During December, I’m blogging about business plans. Why not review all these blogs (including my blog for agents, Up and Running in 30 Days, and get inspired to help your agents grab great plans for 2015.

Do your agents have mission statements as part of their business plans? Why is having a mission important? How should it guide agents? You’ve heard the talks about finding your passion. But, you see your agents being over-whelmed in their careers. It’s just too much to think big when they’re  just trying to find that house or convince a buyer to work with them!

The Importance of Your Mission

This time of year, we’re encouraging everyone to create their business plans. One of the first things you’ll do in creating your own business plan is to define your mission. Why? Because, otherwise, you don’t know whether or not the actions you decide to take will fulfill your mission. This is also true of your agents.

Tackling and Bringing Down your Time Management Challenges

If agents have been in the sales business a little while, they’ve already discovered that their biggest challenge is time management.  How can they get done in a business day everything that needs getting done? That’s where your mission comes in. Creating your mission helps you prioritize all the things you’re supposed to do. It helps you decide what not to do. Most important, it helps you figure out

how to put YOU into your management and sales business successfully

Plan_Act_CelebrateGrab the Most Popular Planning Resources Exclusively for Real Estate Pros

Tired of dragging your agents kicking and screaming to a business plan? Take advantage of Carla Cross’s 2 decades of expertise. Carla teaches your agents how to plan AND you get all the planning pages. Piece of cake–and you’ll be more profitable in 2015! Check out Beyond the Basics of Business Planning here.

 

 

3 men and women working at tableIt’s time to do that dreaded business plan. Here’s how to make it a love fest, not a drudgery.

During these last two months of the year, I’m going to be giving you tips to make a great plan–and get your agents to plan.

It really can be fun….What if you could actually have fun making a plan—and know that the plan you made would at least double your profits for next year? Wouldn’t that be lovely? Having helped hundreds real estate professionals create plans, I’ve found an easy method to make that plan in no time. Better yet, I promise that plan will be a blueprint that will work hard for you.

We all talk about it. Few of us actually do it. Even less of us actually follow it! But, almost all of us know we should do it: make a business plan. Why do we resist? Why do we make plans (if we do) that gather dust on a shelf? I think it’s because it’s too cumbersome to make the plan. Most plans aren’t practical enough to follow. We’re going to change all that right now.

Why Your Planning Process Didn’t Work for You

Too many real estate professionals try to start planning by writing an action plan. (That should actually be the last step!). Instead, start your plan as I’ve outlined below. The surprising observation I’ve made is that it’s much faster and better to create the plan when you’ve done the preliminary steps. In fact, finding out the information below catapults you to your next year’s action plan—before you have a chance to question yourself. It assures you have a great plan, too. (And, it goes so much faster).

We’ll start with the first two steps. In my next blog, I’ll lead you through the next two steps. So, before you know it, you’ll be ready to polish the fine points of your plan.

Here are those first two steps:

1. Gather and analyze the important numbers. Gather last year’s numbers so you can analyze them quickly. (Best to have your secretary/assistant do this for you). These numbers should include the results that most greatly impact on your profitability: (You may have some other favorites. Feel free to analyze them):

a. Number of recruits/lead generation/appointment numbers
b. Net number of agents (how good were your recruiting/ retention efforts?)
c. Number of listings taken
d. Number of listings sold
e. Ratio of listings taken to listings sold
f. Number of sales
g. Balance/ratio of number of sales to listings sold
h. Expenses (what’s higher than your budget for the year?

What’s out of balance with your income and profitability? What can you change?)

Analyzing these numbers give you great big hints as to what you should do as an action plan next year. In fact, you’ll find it difficult not to think ahead to your action plan! (That’s a good thing!).

Your recruiting/lead generating plan for next year
Your retention plan for next year
Your training plan for listings next year
Your coaching plan for each agent/for you (balance of listings sold and sales?) (productivity)

Just with that first step, you almost have the action part of your business plan done!

2. Evaluating YOU. Rate yourself in the various skill areas: recruiting, selection, coaching, training, retention, staff management, etc. For agents, that would be lead generation, lead conversion, presentation skills. Technology skills, etc.

What have you mastered? What do you want to improve? This becomes your personal/professional training/coaching program for next year.

Your Goal Deadline for These Two Steps

Holding ourselves accountable for what we want is very difficult! So, to help you, I’m going to ask you to create a target date to finish these two steps: Oct. 31. Why? So you’ll be ready for my next blog and the next two steps. This year: A fun, ‘got the love’ business plan! I promise you’ll stand out from the normal real estate pro who never gets around to getting one.

For a comprehensive business planning systems, with fill-in forms for each part of your plan, see Beyond the Basics of Business Planning, a comprehensive online business planning resource (with managers’ and agents’ planning resources).

 

graph going up sledgehammerHave you systematized your business? Or, are you drowning in paperwork and un-prioritized tasks? How’s your time management? Have you found yourself going to too many different directions? Do you have some significant time management challenges? In this world of lightning change, agents can struggle just to stay even–much less get ahead. The ability to organize these changes seems daunting. But, the need is greater than the risk. If we can’t manage the day-to-day business through systems, we’re caught forever in ‘crisis’ management. Here’s how to organize, systematize, and automate our jobs so we can manage change—rather than having change manage us.

Systems List for You:  Even though I have observed that few agents have systems, I’ve also observed it’s even more pronounced with managers! So, at the end of this blog, I’ve provided you a list of systems you should create or buy–and implement.

You as a System

I want you quit thinking of yourself as a creative individual, and, for a moment, consider that you can organize what you do just like software organizes tasks (well, almost!). In other words, you can systematize YOU, to some extent.

Choose or create systems—then harness technology. First, create your systems. Then, choose the technology to run those systems. You’ll spend less money and utilize your technological investments better if you’ve organized your business systematically first. Then, you’ll know exactly what systems you want to automate. (I’ve worked really hard to help your agents get systems. In Up and Running in Real Estate,  I’ve provided a Technology Planner, to help you prioritize their needs, plus 60 other checklists, processes and systems to make it easy for them to organize and implement).

Five Steps to Systematize Your Business

1. First, itemize the tasks you do each day.

2. Prioritize your tasks as they relate to accomplishing your main objectives. What are the most important tasks you do to assure you make money consistently? (Up and Running provides lots of guidance on prioritization for agents.)

3. Organize your high-priority tasks into systems–or purchase systems.

Should you create your own system, or buy one? Smart managers buy systems, if they’re available. An example is a recruiting follow-up system. Even though a manager could create a system, time spent on creation isn’t worth the price paid in ‘down sales time’ profitability. Don’t be a creator unless you just can’t find a good system.

4. Choose your technology to support the systems you already have in place. Let’s say you now how a manually-created recruiting follow-up system. You’ve decided who you will involve in the plan; you’ve decided which tasks you can delegate. Now, you’re ready to choose technology to automate your system. Because you know what you want this technology to accomplish, you can make a good choice. You can easily customize the software to meet your needs–because you already have a system in place.

5. Package your systems so you can promote your exceptional business organization to potential agents (you are showing them how you can help them with their biggest challenge–time management).

Start with just one series of tasks and get that systematized. Soon, you’ll be running your business much more like a business.

Systematize and Package for Managers Click here to get this list and start systematizing!

Help Your Agents Gain Systems, Skills, and Confidence the Easy Way

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It can take years to create just one checklist to keep yourself on track. And, in Up and Running in Real Estate, my new online training/coaching/business start-up plan, I’ve got 60+ for your agents! Why re-invent the wheel when you can take all the great information, processes, and systems included in Up and Running in Real Estate and help your agents hit the ground (or re-hit it) running!  25 short training videos, 60 processes/systems, and 25+ special resources for your agents to use, too. Only $249, and quantity discounts available, too. The coaching component makes it easy, too, for you to coach your agents to success. Why not get started today? Click here for more information.

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