Good Time Management Good Time Management Is Worth SomethingIs Worth Something

Check InCheck In What did you do?

What happened?

What results did you get?

What do you think you’ll do next time?

Refer to your Sales Planner from last workshop

Use this slide to introduce guest speaker or Use this slide to introduce guest speaker or top producer that will share their success or top producer that will share their success or demonstrate skills. demonstrate skills.

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Meet the ExpertMeet the Expert

Add guest speakers name

Home of unlimited opportunity.Home of unlimited opportunity.

This thing runs but cannot walk, sometimes sings but never talks. Lacks arms, has hands; lacks a head but has a face. What is it?

A clock!

Home of unlimited opportunity.Home of unlimited opportunity.

Raise your hand if…

• You feel time is running away from you• You wish you had more hours in the day to do all you

need to accomplish• You want to learn to make the best use of your time

Remember: Effective time management grows your business!

Home of unlimited opportunity.Home of unlimited opportunity.

Step One: Identify and prioritize tasksThe Covey Quadrant helps determine task priorities

by asking you to “cubbyhole” your “to do list” items into four categories:

1.Important & Urgent

2.Important & Not Urgent

3.Not Important & Urgent

4.Not Important & Not Urgent

Let’s define each of these categories

Home of unlimited opportunity.Home of unlimited opportunity.

Covey QuadrantUrgent Not Urgent

Imp

orta

nt

CrisesPressing ProblemsDeadline-driven

Projects

1

Prevention ActivitiesNew OpportunitiesBusiness Planning

Recreation

2

Not Im

porta

nt

3Interruptions

Some calls and mail

Proximate Pressing Matters

4Trivia

Busy WorkSome calls and Mail

Time wasters

Home of unlimited opportunity.Home of unlimited opportunity.

Organize your Monday Where do these belong?Urgent Not Urgent

Imp

orta

nt

1 2

Not

Imp

orta

nt

3 4

• Fill in for fellow associate on Op Desk• Book Price Improvement Appt.• Preview home for

Tuesday buyer appt• Book 3 Buyer Appts• Respond to email

Fill in for fellow associate on Op Desk

Book Price Improvement Appt

Preview home for Tues. buyer appt

Book 3 Buyer Appts

•Make OH Follow Up callsMake OH Follow Up calls •Book Listing appt.

Respond to email

Book Listing appt.

•Make prospecting callsMake prospecting calls • Pick up portfolio for

p.m. listing appt

Pick up portfolio for p.m. listing appt

Home of unlimited opportunity.Home of unlimited opportunity.

Where did you spend your time?Write down the things you did yesterday

Classify them and thenPlace them in the proper quadrant of your grid

Ask yourself:• Where did I spend the greatest percentage of my

time?• Is this the best use of my time?• How can I change my schedule so I am more

productive?

Handout the blank Covey Quadrants

Home of unlimited opportunity.Home of unlimited opportunity.

Covey QuadrantUrgent Not Urgent

Imp

orta

nt

1 2

Not

Imp

orta

nt

3 4

Home of unlimited opportunity.Home of unlimited opportunity.

Making the most of your time

What is your favorite time saving hint?

Home of unlimited opportunity.Home of unlimited opportunity.

When prioritizing your “to do list,” what is your biggest

challenge?

Home of unlimited opportunity.Home of unlimited opportunity.

Why should you make prospecting an important part

of your routine?

What activities do you define as prospecting?

Home of unlimited opportunity.Home of unlimited opportunity.

What part does delegating play in managing your time?

Today’s Call Session

Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds.

Keep track and report progress on the board.

Record all leads and appointments made.

Utilize Prospect Follow Up sheet to set follow up call appointments.

Call Session Results

How many calls were made in total? (Calculate on flipchart)

How many appointments were made? (Calculate on flipchart)

What worked well for you today when calling?

What would you try differently next time?

Grow Your Skills and Grow Your Skills and BusinessBusiness

Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments.

Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement.

Come prepared to make 50 calls at next workshop.

Preview homes and take notes on property features.

Work an Open House. Follow up with all guests in 24 hours.

“The path to success is to take massive, determined action.”

- Anthony Robbins

Sales PlannerSales Planner

Distribute blank copies of Sales Planner

1. Add the assignments we just reviewed to your new Sales Planner.

2. Write down what you will commit to do by next session.

3. You have five minutes to complete this.

4. Ask me or a colleague for ideas and help.

Quickest Way to Boost Your Quickest Way to Boost Your BusinessBusiness

Work an Open House every week.

Know the inventory!

Get Price Improvements on listings 30+DOM.

Make 100 iCalls every week.

Work FSBO’s and Expireds every week.

Follow up!

REMEMBER…REMEMBER…

Aim for an

Appointment a Day!

1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.”

– Denis Waitly

Thank YouThank You