Here are some ideas for how to be more productive as a commercial real estate agent.
In this article:
- Use a To-Do List
- Assign a Specific Time for Emails and Other Administrative Work
- Utilize Applications
- Use the “Two-Minute Rule”
- Have a Productive Car Time
- Look for Buying Signals
- Set a Time Limit
- Keep in Touch with Clients
- Take a Break
9 Ways on How to Be More Productive
1. Use a To-Do List
Real estate agents have a lot on their plate. They need to call prospective clients, set meetings, answer email, and prepare paperwork among other things. With all these tasks, it is not unusual to forget a thing or two and suddenly remember it a few days after. Having a to-do list for the day will keep this from happening.
As a commercial real estate agent, you can create a to-do list the day before. With this, you can keep track of what you need to accomplish for the day. You can also add items to the list during the day.
2. Assign a Specific Time for Emails and Other Administrative Work
Another way to be more productive is to assign a specific time for specific tasks. Answering emails can eat up more time than you initially thought. Checking your social media posts can also consume time.
Assigning an hour for these tasks in the morning and in the afternoon will let you do more productive work without being distracted. Instead of being stuck at your desk, answering emails, you can instead be calling prospective clients and closing deals.
3. Utilize Applications
There are many available tools and applications that can help you maximize your time. You will first need to determine which processes you can improve. Then look for applications that can help improve this process. An example would be writing a to-do list on paper which can get easily damaged or lost. You can use Evernote or Wunderlist to keep track of your to-do list across all of your devices instead.
4. Use the “Two-Minute Rule”
In relation to the previous tip, you can also utilize the two-minute rule to be more productive and efficient. Complete all tasks that take less than two minutes to finish straightaway. If you can answer an email in less than two minutes, answer immediately. If you need to print a contract, do it in two minutes.
Abiding by this rule will keep your to-list from being extensive. With more items ticked off your list, you will be more eager to finish the remaining tasks on your list.
5. Have a Productive Car Time
Instead of brooding that you spend a lot of time on the road, use this opportunity to be more productive.
While you cannot answer emails and effectively call prospective clients, you can listen and learn instead. You can listen to the news about the market or about current events. You can also listen to podcasts and audiobooks about effective sales and marketing, even the art of persuasion.
Another way to utilize your car time is to update your to-do list or to draft sales ideas. You can dictate your to-do list updates using your smartphone. You can also use your smartphone to record ideas about your next sales strategy for your clients. At the very least, you won’t use another hour in which you could be getting other things done, thinking of effective sales ideas after your client meeting.
6. Look for Buying Signals
Another tip on how to be more productive is knowing when a buyer is already sold to the pitch. During the meeting, look for signals that determine whether your client has already made his decision to buy the property. Buying signals include verbal and non-verbal cues. Some verbal cues include asking more about the commercial property. This indicates that they are seeing themselves as owners of the property in the future. Some non-verbal buying signals include smiling, nodding and leaning forward. If these signals are present, it may be time to close the conversation and move on to the next step.
7. Set a Time Limit
A productive CRE agent also sets a time limit for client meetings. As much as possible, get the deal done as quickly as you can.
Setting time limits for client meetings will enable you to meet more clients and get more sales. Let your clients know that you have scheduled another meeting with someone in an hour. Doing so will keep the meeting in line with the agenda. Buying signals are also more noticeable if clients are conscious of the time limit.
If your clients need more time to decide, tell them you will follow up the next day. However, if you feel that spending more time with a client is necessary, do so after weighing the pros and cons.
8. Keep in Touch with Clients
Instead of seeing clients as the source of one closed sale, see them as a potential stream of sales. You need to build rapport and a strong relationship with clients. With an established relationship, coupled with satisfactory service, current clients can be a great source of referrals in the years to come. You may ask clients if they have a sister company, a friend, or a family member that is looking for real estate agents. By just asking your clients, you will get potential leads without even cold-calling them!
9. Take a Break
Tip number 9 for how to be more productive is taking occasional breaks during work hours. The New York Times reported that taking naps in between work hours can boost productivity and job performance. These breaks will also keep your mind active, creative and focused. You have to remember though, to be mindful of when and where you take your zzzs.
In the world of commercial real estate, you will be swamped with tons of activities and events to do. However, being busy does not always mean being productive. Know what to prioritize and know how to follow through. Increased productivity leads to an increase in closed deals. At the end of the day, that’s what we all want.
Do you have trouble finding and dedicating time to prospect? In this free webinar session, Massimo Group COO Bo Barron will share with you the 4 tactics used by Top Producers to find and protect time for prospecting! You can watch it by clicking here.