One of KJF Partners’ Core Values is:
“We are driven by our personal commitment to create value for our investors, tenants, teammates and brokers.”
To serve our broker partners, we send occasional emails that focus on things that I have learned through my brokerage history or that I notice from my current role on the principal side of the business.
Brokerage is a very challenging business and there are many items that must be completed to be successful. With so many demands it is imperative that you create time to complete prospecting calls, and the many other required tasks while you handle the unplanned items that occur during negotiations and escrows. Effective use of your time begins with efficient planning and ensuring that the important, (but not necessarily urgent), tasks get the required attention each day. Setting aside specific blocks of time, a strategy known as Time Blocking, into your schedule to complete these tasks provides the structure to enable you to complete the important actions that lead to success.
How do I know it works?
If you’ve been reading “This Principal’s Perspective” for a while, you may recall that I had a very difficult beginning to my brokerage career. After quite a few unproductive months in brokerage and almost “tapping out” of the business, I made some changes in attitude and actions. One of the changes I made was to schedule my call blocks for the coming week prior to my work week beginning. In addition, I created specific times that would be used for assembling my call list, and my call topics for the week’s call Time Block. I learned that IF I prepared for my calls in advance AND I set specific times to make my prepared calls, I would keep those appointments, and make the calls required to create appointments and business opportunities. Was it easy? Not for me, and that is why taking the excuses, procrastination, and inefficiencies out of the equation was important. Did it work? It did for me, and for many brokers I have shared this strategy with. I still use Time Blocking on a daily basis and, it continues to help me get the important things done with greater effectiveness and fewer delays.
If you are putting off your prospecting calls, (or any other important element of the business), commit to Time Blocking for a month and build a habit of keeping every appointment you’ve blocked. Start with a schedule that you know you are able to keep. Have at least one block of time that enables you to prepare your call list for the week and create your call topic(s) BEFORE you sit down to make calls. Once your list is prepared and your call blocks are scheduled, treat those appointments as if they are your most important of the day, as the habit of consistent prospecting may be the most important single element in developing a successful career in brokerage. When you begin your call Time Block, clear your desk, turn off your email, and eliminate incoming calls for the duration of your appointment. As you persist, you will get into the groove, and the calls will become more effective as you move through your list. Create your list so the most important prospects are in the last half of your session. Do not stop until you’ve made all of your planned calls, or have reached the end of your scheduled Time Block. After you have completed the block, pat yourself on the back and know that you took a step to achieving your goals.
Brokerage is a great business with no ceiling on your earnings and, it can be a stepping-stone to financial independence. Building winning habits is what will make you successful, and Time Blocking is a great tool to help build and maintain those habits. Give it a try! And I believe you’ll improve your results.
PS: If you have subjects that you’d like to see become future topics for This Principal’s Perspective, hit reply and let me know what your thoughts are.
KJF Partners, Inc.
Cell Phone: 949-275-5038