• Define your purpose.
  • Don't let excuses keep you from holding to your goals.
  • When in doubt, make those extra 20 phone calls to prospects. Ask yourself, "What would happen if I don't?"

Have you ever found yourself crazy busy for an entire month, then looked back at your sales to find that they actually decreased or remained stagnant?

This can be a common issue in the world of real estate sales. What happens?

Usually, we spend all of our time with busy work and non-revenue generating activities. It could be getting tied up in a couple of closings, drama among the team or office, or just a simple lack of focus on key results that drive business.

Here are three questions to ask yourself to ensure you spend your time efficiently and meet your desired outcomes.

1. What’s my ‘why’?

Many times, you can simply go through the motions or end up running a business based off other people’s agendas.

Maybe you see that top-producing agent in your city or company and say to yourself, “I want to be like them.” You then emulate their behavior, even though the activities that work for someone at a higher level of production might be drastically different than what you should focus on.

Take some time to reflect on what your “why” is. Set your income goal. Reverse-engineer that goal. Break down how many transactions it will take to achieve it.

Most people stop there. Go further. How many sales calls (listing and buyer consultations) will it take for you to obtain those transactions?

How many phone calls does it take to complete that many sales calls? How many hours of phoning and lead generation time does it take to set those appointments?

Then put that time in your calendar and treat it like gold.

2. How strong is my purpose?

You now know your why and what it takes to get there. But again, here is where most people stop.

The purpose isn’t strong enough. Life and business get in the way. We trick our minds into making excuses for why we shouldn’t accomplish that task. We all deal with adversity and fear.

Don’t let adversity distract you from your purpose and top priorities, and don’t let fear paralyze you.

3. ‘What if I do? What if I don’t?’

Ask this question throughout the workweek. It’s 4 p.m. and you need to be home by 5 to spend time with the family, and you’re deciding whether to call it a day or make those extra 20 phone calls to prospects.

Instead of giving yourself and excuse to not make those calls, ask yourself “what might happen if I do make those calls?” “What might happen if I don’t make those calls?”

Keep your purpose in mind and the reasons why you have set those goals.

When you have clear intentions, set reasonable outcomes and understand your true motivations, you will be fulfilled and run a great business.

Don’t ever forget how important it is to remind yourself, your mentors, your key relationships and your manager what your goals are. Review them daily. Visualize the end result. Keep building.

Nick Najjar is the founder My Company Gifts. Follow Nick on Facebook or connect with him on LinkedIn

Email Nick Najjar

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