Play to Win: Out Work Everyone

As a broker  I have encountered almost many types of personalities out there. The challenge I find is that most people say they work hard, but do not achieve the results they want.  Does “hard work” not equal success? Well it does, but there are two types of hard work. Yes, there is a right way and a wrong way to work hard and most people unfortunately choose the wrong way.

Busy Work

Many people go to work excited about prospecting creating new business, but by the time they get to their desk, all this paperwork seems to magically appear. Fill out this contract, return that email, and before you know it, the days almost finished. Whether it was because they are scared or lazy, they will convince themselves that the day went by productively. Instead of just twiddling their thumbs, they do busy work. Doing busy work is also something people do so they can tell their family members that they were actually working that day.

Hard Work

You need to be honest with yourself, is what your doing making you money? If your business is not constantly growing, it is dying. So if busy work is different from hard work, what exactly does hard work entail? Your time should be split 80/20, 20% towards managing and catering to your business and 80% toward creating new business. Here is the break down of what you should be doing every single day in order to do real hard work:

1 hour of solid practice and roll play each work day

A professional basketball player would spend countless hours vigorously practicing every single day, sometimes on the same thing. Do you not consider yourself to be a professional? If a multimillion dollar athlete thinks it is a great idea, shouldn’t you?

2 – 3 hours of lead generation per day, 4 days per week

Prospect. Prospect. Prospect. If you aren’t continuously going after new prospects, someone else will.

30 to 40 minutes of effective lead follow up per work day

Most people get amazing leads, but forget about them and they fall right through the cracks. Do not make that same mistake.

30 minutes pre-qualify everyone before you go out on a appointment

Your time is valuable. A doctor wouldn’t automatically do brain surgery on you if you have a headache. Ask the right questions to figure out exactly what your client needs. Sometimes they just want some information.

1 hour of preparing before going on a appointment

Just like any athlete who practices right before a game, you should do the same before your appointment.

1 quality appointment per work day, at least 4 days per week

If your not getting at least 1 appointment every day, you are definitely not prospecting as much as you should be.

30 to 40 minutes of administration follow up on transactions per work day

This is that 20% of your day when you manage your business

1 hour per week talking to all leads

It is critical for you to stay in absolute contact with everyone you are working with, it shows professionalism.

If you can follow this list of “hard work” for the next 12 to 18 months, I guarantee you will surpass you goal!

GET TO WORK!