How would you like to be able to predict the future and then make it happen? You decide in advance what you want to have come true and then be in charge of making everything happen. I’ve got a really smart 3 step plan that I’m going to show you how you can make this happen, month after month after month in your business. We’re going to have you do it on a whiteboard that you set up in your office. I’ll show you one when we’re done, all completed.
Here’s how it works.
Step 1. On the left side of the whiteboard, let’s say it was the month of May, you’re going to record 4 critical items:
- # of listing appointments
- # of listings taken
- # of listings sold
- and lastly, the # of buyer sales you’re going to do in that month.
- For example, this is your prediction…4 listing appointments, 3 listings taken, 2 listings sold, and 2 buyer sales. So this is the first half of your whiteboard, and let me show you how you finish this part off.
You set it up like a thermometer and as the month progresses, what you now know is that you’ve decided you’re going to get 4 listing appointments. After you go on the first one you come back into your office and cross off the 4. “Okay, I’ve only got three more to go.” Let’s say you took that listing, then you’d cross out the three. Now you’ve only got 2 more listings to take in the month of May.
Next – you just got a buyer sale on the weekend, only one more to go. So this is the first part of predicting your future, you are tracking your results visually. Now let me show you more about how you make it happen…
Step 2. Here’s the second half of the whiteboard, this will be on the right-hand side. Now don’t forget this is only for a month and you’re going to record all your 30 day leads – just your HOT leads. If they’re more than 30 days, don’t record them here. For this half of the whiteboard you only need 3 categories: listings taken, listings sold, and buyer sales .
Now you’ve already got a plan that says the following: “I want to take 3 listings, I want to have 2 listings sold, and 2 buyer sales this month”. Here’s an important question…Who are the people that are going to make that happen? This is the second half on the right-hand side of the board, you write them in there.
The key is to start writing in the names of the people that fall into those 3 categories. “I think I can get the Jones to list their property this month”. So I’ll put them down there. Next, “I think that listing that I already have for Johnson, is going to be sold. So I’ll put their name down”. Whoever you’ve got, write them in there, okay? Buyer sales, same thing.
Step 3. One more final step that’s really critical, and you have to do this or it doesn’t work at all. You must mark the date down beside each name for when you’re going to be following up with them. This is critical. Let’s say I was going to phone the Jones on May 8. So I would put, 5/8 beside them. The Johnsons, I’m going to be talking to them on May 10. So that’s my follow up for that one – 5/10. No exceptions. Every single name must have a date with it.
By taking this approach, it simplifies everything for you…just walk into your office every morning and say, “Who am I supposed to call today, who are my top leads that I must follow up with?”
One more thing and this is the best part. If you’ve only got a couple of names in one category, and your target says you need more, what do you have to do? It reminds you to get out there and get some more leads ASAP, because when you’re predicting the future, it won’t happen if you don’t get more leads to fill in those blanks.
Okay, there’s the idea. Left-hand side, what you’re predicting, right-hand side who you’re going to go after.
This is the board you’re going to use in your office every single day. You’re going to walk in and you’ll always know how much you’ve got to do to finish off the month. You can predict the future and make it happen!!!
This is just one more technique that we use in helping people in our Coaching, to run their business and really make it happen. We’ve got dozens more to share. That’s why our Coaching Clients start producing at a much higher level. So if you’re interested and you want to do more business, and you want to do it smoothly and easy like this, check out our Coaching. We’ll be glad to talk to you – I look forward to hearing from you.