4. Accept results and move on. Too often agents let highs get too high and lows get too low. We need to accept results we get. Work to understand them and reasons why, then move on to any necessary changes.

Mark McGuire realizes that striking out is all part of playing baseball. He knows he will have other opportunities. He will have other times at bat, some today and some tomorrow. If a pitch fools him he learns from it, so as not to get fooled again. We are all going to strike out. We are going to strike out with buyers and sellers, other agents, and our broker. It is just part of life. We must learn from our mistakes and move on.

If you are worried about lost deal, you won’t be able to focus on one that is currently in front of you. The process of your daily disciplines and improvement of your skills are what you can control.

Lawrence Taylor had a great thought that he shared at his induction into National Football League Hall of Fame a few weeks ago. He said, “A Hall of Famer is not someone who never falls down. A Hall of Famer is someone who continues to pick himself up and gets back into game after they have fallen down.”

I urge you to be there everyday at every moment. Focus mentally on one thing you are working on in that moment. Tell truth in all situations. If you have done first three, then accept results, and move on. Massive success will be right around corner.

Administration:

These are activities that complete income stream:

Processing listing so agents can find it in MLS

Processing sold property through escrow

Communicating with your clients on a regular basis

Directing your staff and monitoring their progress

These activities done well will enable you to turn clients into fans who will look for new business for you. You will need one to two hours daily for administration. If you create a good system and have a highly trained and skilled staff, your time spent in this area will be reduced. In perfect system administration gets done well, but agent spends little of his personal time on it.

On your business:

This is time that most people neglect. This working on your business really separates long-term success and growth from just running faster on treadmill of life. Long-term financial success lies in this section of your day. The ability to earn more profit is also located here.

We are all really employees of our own little real estate business. We are ones who bring in business and make system go. The more time we plan, read, strategize, practice, role play, and implement our ideas, more ownership we gain. Becoming owner of your real estate business only happens through diligent work on your business. Instead of being employee who works to draw a salary and pay bills, why not become one who orchestrates company? Be one who has something to sell when he wants to try something else and/or retire.

Working on your business is truly taking a step back from daily rat race and to look at your growth and administration areas for ways to improve them. Look at your productivity and profitability then evaluate your progress. You cannot make meaningful change without evaluation as an owner, rather than as an employee on a tread mill.

Working on your business is critical to helping you move to next level of production, or to decrease time worked without reducing income, or finding where to cut expenses by 10%. Working on your business will help you create economies of scale in administration and new ways to produce growth and income in your business. You need one hour per day of working on time. For every minute you plan you will save ten minutes in implementation.

What do you think your business would look like in 90 days or even six months if you were to implement below daily routine?

Growth: 3 hours

Administration: 1 to 2 hours

Business: 1 hour

Time block these activities into your daily routine. You will be amazed at results you will achieve, even in one week. Do not allow distractions to overtake you and your new daily focus. Do not neglect to do things that will lead you to success. Do them daily without fail.