Page 103 - TX_Marketing 2_M1_v2

Part of the discipline can come from a schedule you created yesterday. Carry a schedule

with you and somewhere you can write down the activity you want to accomplish each
day. Use as much of that time on production that you can.

Try to add at least five new contacts to your database every day. Ask people (your doctor,

your dentist, the pharmacist, your neighbor) if you can add them to your database and

send them a newsletter periodically with information about the real estate market.

Real estate agents have to get in front of buyers and sellers every day or they are not in
business. Keep in mind that being with a buyer or seller is top priority; it’s your bread and

butter.

Schedule time for interruptions. They are going to happen. Try to limit them to small

amounts of time. Answer telephone calls and e-mails at a scheduled time if possible to
avoid being distracted from your scheduled activity. Stay away from social media unless

you are using it to produce business.

Before you make a call, think through what you hope to accomplish during the call. For

example, when you call an owner who is trying to sell by themselves, your goal is to get
an appointment to see the property.

Join and participate in at least one civic group. Your company may already belong to the

local Chamber of Commerce. All you would have to pay for is the event you want to
attend. Most of them have card exchanges that are very inexpensive. Be sure to calendar

your meetings. Be sure you are meeting people while you are there and handing out

business cards.

Make time for education. Knowledge is power. Attend classes and seminars at real estate

schools or your Association of REALTORS®. Work toward getting NAR designations
(ABR, GRI, SRES, SFR). It is not so much the letters that impress the public, it is the

knowledge.

TX Marketing II: Negotiation Techniques 102