The Hour of Power

 

What time do you prospect? If you’re like the typical agent the answer is, “All the time”. If you are a top producer you have a specific time that is blocked out for your ‘hour of power.

 

A top producer realizes that this market requires getting back to basics. The basics in the real estate business are prospecting, listing, negotiating, and selling. A great visual is the PLAT$ pyramid. It says begin each day with prospecting. This will yield leads, appointments, transactions, and finally the dollars you deserve. Real estate is a contact sport. Make more contacts and you will make more income.

 

Never forget real estate is like a buffet not a restaurant. At a buffet, first you pay the money then you get the food. In the real estate business, first you do the prospecting, then you receive the leads.

 

Each agent has an internal prime time. Use it to your advantage. For example I’m a morning person. It disappoints me if I’m not jogging as the sun comes up. That means my prospecting should be done in the morning. I have a friend who arises when I begin to get hungry for lunch. His best prospecting time would be later in the day.

 

Timothy Ferris in The Four Hour Workweek says to focus on being productive vs. busy. He says being busy is a form of laziness – lazy thinking or indiscriminate action. If you find yourself with a lack of time, it may only indicate that you have a lack of priorities.

 

Tom Peters said in one of his first books that General Motors might be more profitable if it had changed its name to Specific Motors several decades ago. A top producer in this market must specifically focus on prospecting each and every day.