Training and Implementation Make the Best Agents

Avoid being overwhelmed and bored by implementing structure into your day.

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Have you ever wondered what habits make a highly successful agent? I have found myself sharing two things that make an agent successful: training and implementation.

To be honest with you, although I believe that Keller Williams has the best training in the universe, there is still plenty more information readily available. With all the available videos and books, there is no shortage of information on how to build a real estate business. Where I see most people struggling is implementation. There are many obstacles such as resistance, boredom, or a fear of asking for a referral which can arise.

I learned how to overcome these obstacles with training and reading “The One Thing” by Gary Keller. In the book there is a concept called the “80/20 Rule,” which says that 20% of the agents are generating 80% of the results.

There is a lot of busy work and things that we think we need to do as real estate agents that can take up a lot of time within our day. And, it is usually a select small group of activities that are actually generating the results. Gary Keller teaches that there are five jobs of a real estate agent.

1. Script practice and role play every day.
2. Lead generate every day.
3. Lead follow-up every day.
4. Go on appointments.
5. Negotiate and sign contracts.

These five things drive revenue for real estate agents.

While there are a lot of other things that we need to accomplish to get deals to the closing table and take care of clients, if we do not master those five jobs, there will always be a ceiling on what we can achieve.

I encourage people to put these five things into their calendar to manage their schedules and block the time. Being consistent with this habit has helped me achieve big goals.


"I encourage my top agents to manage your morning."

The key to doing this, especially if you are someone like me who resists structure is to not master and plan every minute of the day. Rather, what is important is what I call managing your morning. I structure my day to get all my key tasks done in the morning. I can basically win the day and not be stressed about being on top of everything else, which has worked really well for me.

I encourage my top agents to manage your morning. Don’t run out and show a house at 8:00 a.m., don't get into your email at 8 a.m., and never get on the phone and follow up with your leads. This is a critical piece which agents struggle to implement, yet it is the difference between making $50,000 and $500,000.

So, what I am asking is this: If you are struggling to implement or you are not implementing at the highest possible level, does your current environment support your goals? If you can't say yes or if you are not sure, I encourage you to reach out to me. I would be happy to speak to you.

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