Time Management
Optimizing the time spent on the job.

Agents have the experience of not having enough time. They complain about office meetings because they take too much time. They don't prepare properly for their own presentations citing a lack of time. They don't spend enough time with families...again, not enough time.

They don't manage their time so much as it seems to manage them.

When we have them to a detailed examination of how they really spend their time, almost every minute is spent doing something with no relation to making money.

In fact they resist doing what is productive in favor of doing the time wasters because productive activities are uncomfortable.

Calling people to stay in touch or ask for referrals is uncomfortable.
Insisting that people sign in at Open House is uncomfortable.
Asking for an appointment on a sign call, every time, is uncomfortable.
Asking for an appointment from every Open House visitor is uncomfortable.
Demanding an exclusive relationship before going to work for a buyer is uncomfortable.
Refusing to take an over-priced listing that won't sell is uncomfortable.

So the career in real estate is uncomfortable. Surprise!

What it takes is a program of accountability that accepts nothing but the best the agent has to give. It is a gift and a show of profound respect for the agent.