In the 440th episode of Mail-Right Show, Robert Newman, and Jonathan Denwood talk about the daily schedule of a real estate agent in 2024. Robert Newman is the founder of Inbound-REM, an inbound marketing agency focusing on residential real estate on four quadrants of Google: local video, images, and traditional search. Jonathan Denwood, on the other hand, is the co-founder of Mailright. This company produces great-looking websites on WordPress and offers a great CRM and online marketing platform focusing on Facebook. This episode dives into how real estate agents should manage their time to generate more leads and close more deals.
Start Your Day With the Right Mindset
The first hour of your day is crucial, as it sets the tone for the rest of the day. Starting the day with the right mindset is vital, especially in an industry where rejection is normal. Being mentally prepared can make all the difference in effectiveness. While the digital focus in today’s world may reduce face-to-face rejection, it doesn’t eliminate it.
The impact of rejection can vary depending on the target audience. For example, traditional lead-generation methods like door-knocking and phone calls can still be effective, particularly with an older demographic. However, these old methods are gradually losing their effectiveness, and those still heavily relying on them may face a fair share of rejection, so it’s essential to prepare for this mentally.
A structured daily schedule can greatly enhance productivity. For some, this might involve dedicating around six hours a day, six days a week, to focused work. Those who are neurodivergent may find schedules critical in establishing a routine that caters to their unique needs. Starting the day with small, manageable tasks—making the bed, completing a 10-minute workout, and stretching—can set a productive tone for the day. These routines are most effective when performed immediately upon waking, as delaying them can lead to distractions that derail the entire day.
Creating a general list of tasks to accomplish throughout the day helps maintain focus. Over time, experimenting with different routines may reveal what works best for you. It’s worth noting that not everyone follows a rigid schedule; many successful people find their rhythm through a more personalized approach. Others have different morning routines that suit their lives, such as starting the day with prayer, exercise, family time, or getting their kids ready for school. Short tasks and motivational activities can be particularly effective in maintaining focus and energy in high-pressure, high-productivity environments.
Lead Generation
It’s recommended to prioritize lead generation in the morning because the afternoon may bring unexpected tasks, such as property emergencies with clients or dealing with paperwork, which can disrupt the focus on generating leads. Even if emergencies arise in the morning, it’s essential to ensure lead generation is completed.
Traditionally, lead generation involves calling potential leads, door-knocking, or reconnecting with previous clients. Many real estate agents, however, struggle to maintain consistent contact with their past clients. For those with a digital focus, expanding efforts in this area is crucial. Creating and managing digital content—such as videos, posts, and social media content—alongside maintaining contact with previous clients is vital.
For example, digital content creation can drastically increase the reach of lead generation efforts. While physically knocking on 500 doors in two hours is impossible, producing digital content can achieve a similar reach in far less time. Thoughtfully produced content can engage thousands of potential leads in just a couple of hours. When viewing lead generation through a mathematical lens, digital strategies can save significant time and effort. By focusing on inbound leads and automating follow-up processes through email lists, it’s possible to maintain engagement with minimal direct follow-up, freeing up time for other critical tasks.
Administrative Tasks
If an individual spends three hours per day on administrative tasks, it may be beneficial to consider outsourcing. Those working with a brokerage often have access to administrative services, especially in more traditional models.
It’s crucial to know the value of time by answering a fundamental question: “How much is earned per hour?” Many real estate professionals operate primarily on commission, and understanding hourly earnings is essential. For example, if someone worked a certain number of hours last year and earned $80,000 (gross or net), it’s necessary to break that down into an hourly rate. Professional real estate agents earn over $150 per hour on average, though some may work fewer hours. Given this rate, spending three hours on administrative tasks equates to $450 of valuable time. However, for around $15, someone can be hired to handle these tasks. This means that administrative duties can be delegated to others for just 10% of the time’s value.
Tasks such as bookkeeping, social media posting, and other administrative duties can easily be outsourced. It’s advisable to avoid dedicating three hours a day to these tasks.
Appointments and Networking
Attending appointments and networking events is crucial, especially for those in the early stages of their career. It’s important to participate in as many community events as possible. However, networking should be approached with sophistication—simply handing out business cards is not enough. It’s important to build a calendar that includes every event in the community, ensuring that you will spend your time connecting with others when not busy with presentations or property tours. In 2024, a real estate agent cannot afford to be invisible.
For those who aren’t digital marketers or only have limited time for digital marketing, networking remains one of the most effective ways to generate business.
A recommended strategy for new real estate agents is to identify every building and master-planned community in the area and create a calendar of homeowners association meetings open to the public. Having a calendar to mark the events you will attend every week is crucial. If you go there and get to know people and be happy about that, you will build relationships and generate a lot of business. Sales is always about one thing: building relationships.
Review Your Schedule Day Ahead.
Reviewing the schedule one day ahead is crucial, especially for commission-only sales professionals. A disciplined salesperson should consistently prepare mentally and maintain focus by reviewing the next day’s plans.
Professionals like Zig Ziglar and Anthony Robbins emphasize the importance of reviewing the schedule 10 to 15 minutes beforehand. This practice enhances focus and, when done before sleep, helps the subconscious mind prepare for the following day’s events.
Discipline is often the biggest challenge for commission-based salespeople. Establishing a routine, regardless of its perceived effectiveness, is essential. The key is consistency—whether it involves door-knocking or any other sales activity, it must be scheduled and executed diligently. You must also always focus on the planned activities. Avoid delaying creating a schedule due to the need to learn new skills; instead, leverage existing experience to stay productive and effective.
Personal Time
Whatever you do or don’t do with your schedule, it is essential to have personal time. Personal time encompasses moments with family, shared dinners, and indulging in favorite pastimes. Personal time can also be enriching—activities that stimulate the mind and nourish the soul. These moments might include spending quality time with family, playing with children, reading bedtime stories, engaging in solo activities, or enjoying games with loved ones.
Personal time also intersects with the importance of networking and helping others. For beginners, seeking a mentor or working alongside an experienced agent is advisable. Taking on roles such as a buyer’s agent, hosting open houses, and assisting experienced agents wherever possible can be invaluable. Networking and being genuinely helpful can build strong relationships, as most people, when they feel supported, are inclined to reciprocate the help.
