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.

Time Management: How Many Hours to Be Successful?


Time management: How many hours does it take to be successful in real estate? In the last blog, we started talking about the old saying, a�?Work smarter, not harder.a�? Everyone today is trying to get an edgea��do more in less time. Unfortunately, some of the advice wea��re getting from the a�?seminar gurusa�� just isna��t proven in reality. Latest statistics and studies show exactly what wea��re doing thata��s hindering our productivity. Here is the second in three surprising areas to look at in your own life that will get you better resultsa��and a better life.

2. Outwork a�?Em, Dona��t Just Try to Out Smart a�?Em

So, you think that working smarter is better than working harder? Well, ita��s certainly important to prioritize what you do. And, this month, Ia��m providing you an analysis tool so you can see how you spend your time. (See free giveaways in the September newsletter, or click here). But, how about those seminar gurus who tell you to just work 20 hours a week to attain your goals? Or, hire all those buyersa�� agents so you dona��t have to work? Personally, Ia��ve never found that avoiding work got you to achievement. I know that, of course, as a musician. If you dona��t practice, you cana��t play!

Scientific Studies Prove Outworking Works Better than Out-Smarting

Have you read the great book by Malcolm Gladwell, the Outliers? If you havena��t, get it today.A� In an earlier newsletter, I wrote how Gladwell used studies of famous people to prove that practicing 10,000 hours was the magic number to master just about anything. (Read the Beatlesa�� story. Ita��s great). In addition, Gladwell provides stories and studies to show that hard work gets you to achievement. He provides the contrast of Chinese farmers with Russian peasants. The Chinese farmers believed in many proverbs, all of which have the theme of a�?hard work makes you richa��. Herea��s one:

Dona��t depend on heaven for food, but on your own two hands carrying the load.

In contrast, Russian peasants a�? proverbs sounded like this:

If God does not bring it, the earth will not give it.

In other words, one set of proverbs put destiny in the persona��s hands. The other, put destiny in someone elsea��s.

Which set of proverbs do you live by? Do you believe your own achievement is up to you? Or, is it up to the company? The market?

Realtor Surveys Shows Higher Producers Work Longer Hours

The last National Realtor Association survey shows that Realtors who work 30 hours a week do four transactions, on average. Realtors who work 50 hours a week do 24 transactions, on average. In other words, if you want to achieve, work those hours!

Managers: Resist the temptation to tell agents that they dona��t have to work those hours to succeed in real estate. The consumer is quite unhappy with the general level of service. We need to motivate our agents to do the work the consumer requires to get high satisfaction rates and long-term loyalty.

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