Real Estate Coach Michael Hellickson was asked by Top Producer Systems to create a six-part series of the most important aspects of real estate. In part 5 of 6 of Top Producer’s Success Series, Coach Michael Hellickson explains the importance of maintaining a perfect daily schedule and how it can have a direct effect on how much net income you could be making!
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Executive Summary
Full Webinar
1:37 – The Perfect Daily Schedule is not the same for every agent
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Why you need to develop your time segmented schedule
2:16 – Goal for your Perfect Daily Schedule
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What a Perfect Daily Schedule should look like – every minute should be filled
2:40 – Frank Klesitz introduction
3:13 – Where to start – “Begin with the End in Mind” – Napoleon Hill
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Step 1 – What is your #1 goal? “What is most important to you?”
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Develop your schedule to ensure your goal is met
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Step 2 – What are the priorities in your schedule – set a recurring appointment in your schedule
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Here are a few examples:
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Family time
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Family Night
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Date Night
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Church
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Working Out
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Getting Ready for the Day
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Scripture Study / Meditation
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Daily Huddle
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Prospecting Time
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Lead Generation Time
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Bed Time
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10:39 – Prospecting Time – First thing you should be doing when you get in the office – do something proactive to bring in business
10:44 – For a Hardcore Agent, the first 4 hours of your day should include:
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FIRST HOUR – Call new EXP’D and new FSBOs
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Put them in your follow-up program – if you’re a Club Wealth Member, you’re probably using Commissions Inc.’s automatic drip campaign. You MUST be a Club Wealth Member or sign up for CINC through Club Wealth to use the ONLY campaign consistently converting 18-20 appointment within the first 48 hours of being implemented!!
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If you’re a higher producer (Tier 3-5) with a team and lead generation systems, you want to get away from chasing business to ATTRACTING business.
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SECOND HOUR – Call old EXP’D and old FSBOs
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THIRD HOUR – Follow-up Calls
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FOURTH HOUR – Call past clients and sphere of influence
13:47 – As you graduate from chasing business to attracting business, your first 2 hours will change from out-bound lead generation to simple lead follow-up.
14:40 – You need to develop one new lead source every quarter (1 source / 3 months)
15:30 – The more time you can spend uninterrupted each day, the more productive you’ll be, the more money you’ll make, and the better life you will have in terms of freedom and flexibility.
15:49 – Appointment plugged into your schedule (Get the FREE Download for completed Perfect Daily Schedule examples!)
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Some suggested color code:
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GREEN – Proactive – bringing business in
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BLUE – Checking emails, voicemails and text messages
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RED – For a ‘Lone Ranger’ agent – working in the business. This red section goes away once you Hire an Assistant!
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17:42 – Question: How do you handle it when personal things come up – do you extend your day, or just ignore personal things and try to take care of them at the end of the day?
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Coach Michael Hellickson’s Answer: I have a schedule. When I’m at work, I’m at work! That’s what I do! When I’m at home, I’m at home! That’s what I do. What I don’t do is business when I have time with my family. When I have scheduled time to be with my family, I’m with my family. I almost always Facebook early Saturday mornings before my family gets up. ABSOLUTELY! I might as well do something productive as I’m used to getting up at 4:30am! But once my family is up, I’m done! I’m off with my family and that’s where my focus is.
19:14 – There are many distractions that can pull you away from your Perfect Real Estate Agent Daily Schedule… DON’T ALLOW IT!
19:52 – Don’t appointments always have to be in the evening?? NO! They don’t!
20:15 – Coach Michael Hellickson’s 12 days/month work schedule
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Monday – Thursday | 7am – 10pm | 3 weeks per month
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Design your life first, then choose what you want to do for your business.
22:06 – You must create a schedule that you will follow. For example, it’s a waste of time for you to put in 4 hours of prospecting time a day if you know you’re never going to do it!!
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Pick what you will do, start with what you ABSOLUTELY will do, and then get disciplined enough to do it!
22:53 – You are far more likely to be efficient and effective with your schedule if you set aside small amounts of time on a daily basis versus large amounts of time on a weekly, bi-weekly, or monthly basis.
23:35 – Club Wealth Members – Homework time!! Don’t forget to schedule it!
24:00 – Plan a time to implement what you’ve learned on THIS webinar!! ANY Webinar! Don’t waste time watching without doing.
25:00 – Schedule time for extinguishing fires!! When you let other people control your schedule, you get out of control.
26:00 – Social media time
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10.10.10 Strategy: Be on social media for 10 minutes in the morning, 10 minutes in the afternoon, and 10 minutes in the evening.
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20.20.20 Strategy: 20 minutes before focus time, 20 minutes right after focus time and 20 minutes right before bed.
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Check out Tristan Ahumada, Club Wealth Member and CEO of Lab Coat Agents, who is KILLING it on Facebook. Watch for his strategy as he posts early morning on Saturdays!
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28:45 – Recreation – You HAVE to find time to sharpen the saw – time to have fun!
30:23 – ME TIME! One-on-one with yourself…. You NEED THIS!!
32:28 – Track what you do for the next two weeks to compare what’s actually getting done versus what you want to get done.
34:12 – Rules to live by:
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Creating recurring appointments in your schedule
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Don’t check your email, text messages, or social media before noon – UNLESS you’re checking it prior to leaving for the office in the morning
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Don’t take inbound calls during your prospecting time
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Download YouMail.com – voicemail transcription program
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Turn off the notifications on your phone and computer. Be selfish with your time!
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Work out daily
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Eat right six days a week
38:07 – Examples of some of the biggest time wasters:
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Social media
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Inbound calls, text, and emails
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Team members
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Drop-by visitors
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Taking advice from those who haven’t been or done what you want to do or where you want to go
39:00 – Q&A session
Perfect Daily Schedule
Have you ever wondered why some agents make so much more money when we all have the same number of hours in the day?
It’s because of something called The Perfect Daily Schedule, or “PDS”.
Implementing the Perfect Daily Schedule makes it easy to develop the right habits, and the right habits will practically guarantee your success!
Now for some real estate agents, this might sound restrictive. You might be thinking, “Oh my gosh! I got into real estate because I didn’t want to be on a schedule!” That’s fine. We understand that. But if you really want to make the BIG DOLLARS, if you really want to go from the ‘Lone Ranger’ to a ‘World Class Team Builder,’ or AT LEAST increase your dollars per hour, GUESS WHAT! You’re going to have to learn to develop and utilize a Perfect Daily Schedule.
Designing and following your Perfect Daily Schedule (PDS) is the most important foundational element on which you will build your real estate sales empire!
Let us give you a quick idea on the difference between the various types of agents and what their Perfect Daily Schedules look like.
For some people, their schedule is going to be more “Casual Agent.” Some people will take a more “Balanced Agent” approach. Others, still, are going to be more “Hardcore Agent” about it, will get aggressive with their prospecting.
Here’s the interesting thing: just because you’re the Hardcore Agent doesn’t mean that you’re working more hours. In fact, oftentimes you’re working fewer hours more efficiently.
For example, the Hardcore Agents might be working somewhere from 9 to 13 hours a day, 5 days a week. Interestingly, the Balanced Agent might be working 9 to 13.5 hours a day, but they’re generally going to be working 5, 6, or maybe even 6.5 days a week.
Those agents who run a more Causal Agent schedule tend to work more than both the Balanced Agent and Hardcore Agents. They’re going to work an excess of 11.5 hours a day, generally 7 days a week.
Real estate doesn’t have to be so difficult or time-consuming!
Club Wealth Real Estate Coach Michael Hellickson has helped agents go from working every day of the week to actually have their lives back, thanks to the Perfect Daily Schedule. Many agents are able to take all day Sunday, most of Saturday, and the majority of evenings off.
In less than seven months of coaching with Michael, one agent DOUBLED his income from the prior year while working fewer hours per day AND fewer days per week! All because the agent learned to live on The Perfect Daily Schedule.
YOUR perfect Daily Schedule
They key to customizing YOUR Perfect Daily Schedule is to include each of the components listed here (or what fits your lifestyle the best).
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Early Risers
The Casual Agent is probably going to wake up around 8 a.m., whereas the Balanced Agent will probably rise around 7 a.m. The Hardcore Agent will be up at 5 or 6 a.m., or event 4 a.m. like Amanda Todd!
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Staying Fit
The Casual Agent is probably not working out, while the Balanced Agent probably is but for only 30 minutes a day. The Hardcore Agent is probably putting in an hour-long workout per day. (Again, see Amanda Todd!)
All of the things you need to do (or should be doing) each and every day to be a successful real estate agent need to be in your Perfect Daily Schedule.
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Wake Up
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Work Out
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It does make a difference!! Studies have shown that when you work out, your Dopamine and Serotonin levels increase, especially when you work out in the morning. You’ll be happier, more energetic, and in better shape! To learn more about the benefits of increased Dopamine and Serotonin levels, click here.
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Breakfast
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Similar to the effects of working out on a regular basis, eating right gives you more energy and helps keep you in shape. Looking and feeling great are important for your attitude and self-esteem. Trust us, your clients will notice! Try cutting out fast foods & sodas and only eating dessert once a week. Also, strive to drink as much water as possible.
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Prospecting Time
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Lead Follow-Up (MOST IMPORTANT thing you need to do daily as an agent. You MUST master your lead follow-up strategy.)
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Calling your past clients – Sphere of Influence
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Administrative Time – Causal Agent 3 hrs/day; Balanced Agent 2hrs/day; Hardcore Agent 30min or less/day. If you haven’t already, hire an assistant!!! If you don’t have an Assistant, you are one!
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Email, Voicemail, Text Time
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Social Media Time
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If you are adding a time block(s) for social media, we recommend a 10-10-10 or a 20-20-20 strategy. That means 10 minutes in the morning, 10 minutes in the afternoon and 10 minutes at night for your social media activity. If you want a more aggressive social media plan, try a 20-20-20 strategy.
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Additional ineffective time (you MUST allow time for miscellaneous tasks)
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Appointment time – Causal Agent 1 hr/day; Balanced Agent 2hrs/day; Hardcore Agent 3 hrs/day.)
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Working on your business vs. working in your business
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Coaching Time – Coach Michael has had a coach since he was 21 years old!
You’ll notice that on a daily basis, the three different styles of schedules are fairly similar – but on a weekly basis there is FAR LESS time scheduled as your reach the Hardcore Agent level.
Hardcore Agents often get to the point where they are working 12 days or fewer a month!!
Above everything else, you should be adding your family time.
By setting each item as a recurring appointment, every night when you go to bed you will already know what’s going to happen the next day! You should never wake up in the morning not knowing what you’ll be doing that day.
Download the FREE PDF for a few examples of completed Perfect Daily Schedules for the casual, balanced, and hardcore agents, as well as an example for massive/major team leaders.
Track What You ACTUALLY Do for Two Weeks
Once you’ve created your Perfect Daily Schedule, add an appointment beside your Perfect Daily Schedule item and track what you ACTUALLY do every hour for the next two weeks. Color-code the two appointments differently so at the end of the two weeks you can see what you wanted to have happen vs. what ACTUALLY happened. This will help you figure out what works best for you and where and how you are getting distracted.
Benefits to Following your Perfect Daily Schedule
As you learn to live by your Perfect Daily Schedule, you will GAIN FREEDOM!
Following your Perfect Daily Schedule allows you to spend more time with your family and friends by doing the things you enjoy rather than working every day of the week. As Coach Michael Hellickson stresses to all clients, No success in the world can compensate for failure in the home.
What’s the Cost of Non-Completion?
Are you missing your kids’ soccer games? Are you married to your phone? Are you not fully involved in family time because you’re checking your emails or social media? There are many costs to not following your Perfect Daily Schedule, many of which can rob you of time, money, and relationships. No real estate agent should ever HAVE TO work seven days a week.
Income based on Schedule Style
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A Casual Agent is typically going to be in the $0 – $75K range.
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The Balanced Agent will be between $75K – $400K range.
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A Hardcore Agent will be netting $400K – $1 million and more.
When you break this down to dollars per hour (DPH), you’re looking at $25/hour for a Casual Agent, $123/hour for a Balanced Agent, and $427+/hour for a Hardcore Agent! Your dollars per hour (DPH) is the MOST IMPORTANT indicator of performance. It measures how effectively you are using your time.
Let us be clear, when we say ‘Hardcore Agent’ that doesn’t mean they are working more hours, it means they are working more efficiently with the hours they have.
Implement YOUR PERFECT DAILY SCHEDULE to achieve the success you want, in the time you want, while maintaining the quality of life you deserve!
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As our way of saying thank you for taking the time to read this blog, we invite you to a FREE, 55-minute, NO-PITCH, one-on-one coaching call with a Club Wealth® coach! Request your Strategy Session!
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