Finding Your Process and Defining Your Schedule in Real Estate 

As a real estate professional, it’s easy to feel overwhelmed with your workload. Perhaps you feel like you’re spinning your wheels and want to improve your productivity. The secret to avoiding career burnout, getting more done each day, and creating a thriving full-time career as a real estate agent lies in finding your process and defining your schedule. 

The Process is Key

The saying goes, “Practice makes perfect.” In the world of real estate, this couldn’t be more true. 

Tina Caul, Team Leader at eXp Team, explained on the Reside Podcast how she ran the numbers on her local MLS and discovered about 95% of the registered agents sold under ten homes in a year. That meant the average agent just sold 4-6 homes a year. Why?

“It’s a hobbyist mentality,” Caul said. “I would rather take someone who is consistent every day than the person doing it one time a week.”

Doing the same thing over and over again every day may sound dull, but having this consistent practice is what leads to results, Caul points out. Otherwise, you end up relying on a small sphere of influence that’s just your family and friends. And that’s not going to get you anywhere in real estate.

Like any other profession, developing a successful process and sticking to it is crucial for success. Think about it – would you want a pilot flying your plane who didn’t follow a strict checklist? Of course not! 

Real estate is no different. Establish a routine in how you run every aspect of your business. Nothing is missed, setting you up for success. 

The one-size-fits-all myth

One common misconception in the real estate industry is that only one specific personality type can be successful. This couldn’t be further from the truth! 

Success in real estate depends not on your personality but on your ability to work hard and follow a process refined through practice and experience. 

Whether you’re outgoing or introverted, organized or spontaneous, there is a process that can work for you. The key is to find the one that works with who you authentically are and stick with it.

Finding your process

Start with listing the work you need to do that will drive results. The steps are:

• Meeting face-to-face with clients or prospects
• Prospecting activities like email and phone calls
• Scheduling listing appointments
• Practicing your scripts

Next, consider what you need to be successful at each step. Do you have a script ready for your face-to-face client meetings? What materials will help you at a listing appointment? What apps or software will help track your schedule?

Experiment with different methods and daily routines. Stick with a new daily routine for 2-3 weeks. Take note of what works well for you and what doesn’t. Don’t be afraid to try new things and make adjustments as needed. It may take some time, but eventually, you will find your groove.

Consistency is key

As Caul points out, it’s better to be consistent and slightly off track than to do things perfectly occasionally. 

So why is consistency so important? It builds good habits, like making sure you’re constantly prospecting and building a new stream of clients. New business doesn’t just fall in your lap; you have to work to find it every single day. That’s why so many real estate agents sell so few homes in a year.

Consistency also helps establish trust and reliability for existing clients. Who do you want to work for you–someone who’s at the job part-time when it works for them or someone who’s going hard every single day? The answer is easy.

When the client knows you are persistently working towards goals, they feel more confident in your abilities as a real estate professional. You show consistency by following through on your word and never dropping the ball. Having a routine leads to better follow-through on your end.

Plus, by repeating tasks, they become second nature. You start to complete them more efficiently. You’ll sound and feel confident in every part of your work because you have the routine down. Client objection? No big deal; you’ve prepared for that during the daily role-playing practice. Is sales activity slowing down? No worries; you have prospects you can contact in the pipeline. 

Why defining your routine matters

Real estate professionals are independent contractors with the freedom and flexibility to manage their time. That’s a blessing and a curse.

Without a set schedule, it’s easy to lose track of time and let important tasks fall by the wayside. The “I’ll do it later” procrastination mentality sneaks in.

Don’t let that be you. Be productive by setting specific times for vital tasks like prospecting, lead generation, follow-ups, and client meetings. A common method real estate agents use is creating “blocks” of time. Morning blocks often include cold calling, answering emails, setting appointments, meeting with assistants, or prepping appointment materials. Afternoons are for appointments and client meetings. 

However you set up the schedule, stick with it, and soon it will be second nature. And you’ll find yourself being more productive each day and earning more money as a real estate agent. 

The final word on the process

The real estate industry is fast-paced and ever-changing. Don’t get bogged down in the details. Prioritize the activities and practices that move the needle closer to your goals. A defined process and daily routine ensures the basics are always covered. And who cares if it feels like doing the same thing? Embrace the repetitious boredom! That consistency is what leads to results in real estate. 

With hard work, persistence, and a solid routine, you’ll be on your way to success in no time! Remember, finding your process may take some time, but once you do, stick with it! Regularly review and make adjustments to your schedule as needed.