**I recorded a quick video about today’s topic for you here: https://youtube.com/shorts/2hNxFynTA_E?feature=share

**Check out the link below for our upcoming 2 hour “Appointment Masterclass” to discover our simple and repeatable process to fill your agents’ weekly calendars with new buyer and seller appointments.

Smart Words: “You can do anything, but not everything” – David Allen, and  “You don’t have to do anything you don’t want to do.” – Elizabeth Acevedo

Smart Tactics: The schedule of a top producer is the true key to their success. Top producing agents, those selling 50, 60, 70 homes a year and beyond, actually do a lot fewer things than you think they do. There is 1 overarching activity that they all do RELIGIOUSLY and a few activities they NEVER do.

Ask your agents…”are you a fish or a firefighter?”…when it comes to their schedules.

Fish – can’t resist the shiny object, always task switching and never staying focused for long on any one thing. Sometimes even intentionally seeking out the next new dopamine hit instead of developing the self control to stay focused on the task they decided they needed to do. They constantly shift their focus while never focusing consistently on the 1 most important thing in their business.

Firefighters – LOVE jumping on that next email, phone call, text, or “got a minute” to fix whatever problem or need has presented itself. Firefighters get a great sense of accomplishment by fixing the next problem, or righting the next wrong. They allow the world of problems to drive their activities while never focusing consistently on the 1 most important thing in their business.

The two quotes at the beginning really summarize a top producer’s approach to their schedule. If you are out of control of your schedule, it’s because you haven’t decided to be in control of it.

How many times a day do you allow people, clients, assistants, or teammates to interrupt whatever you’re doing with their questions or chatter? Or how many times a day are you allowing yourself to derail your efforts because it’s easier than doing the work in front of you?

The one thing all top producing agents do religiously is lead generation. They never take their foot off the gas…or if they do, when they come back to work, they are ALL GAS NO BRAKES when it comes to finding new business. And when they are in lead generation mode…the one thing they avoid at all costs is distractions.

If I ask your agents why they didn’t hit their goals last year, or why they are not on track to hit them this year, and if their answer back to me is that they don’t have enough time…I would know immediately that they don’t have control over their schedule. They MUST take control of their daily schedule and design one that will support their goals and not prevent them.

Smart Offer: If you know your agents need help discovering the appropriate top producer’s daily schedule in their own businesses, join me LIVE for the next “Appointment Masterclass”. It’s two hours that will show your agents the 3 secrets to unlock their weekly buyer and seller appointment pipeline. Register for it here: https://offer.smartsalescoaching.com/appointmentmasterclass

Always get smarter,

-Dale

P.S. If you didn’t read last week’s email about how to help your agents cause a prospect to NEED their appointment…check it out here.