How to work less, get more listings and make more money

How to work less, get more listings and make more money


How to work less, get more listings and make more money

How to work less, get more listings and make more money

Work smarter, not harder.

Did you know that there were almost 1,500,000 visitors from Australia to New Zealand in the 12 months to July 2017?

Australians are, by far, NZ’s biggest international tourism visitor.

Combined, they stayed 14,397,504 days here (YTD July 2017).

That’s alottapeople!

Is bigger better?

Various organisations around New Zealand are going “bigger” to accommodate these visitors. They make everything BIGGER. Longer runways. Bigger airport terminals. More “stuff”.

This infrastructure costs big dollars. In addition, there are massive frustrations while the build is going on. We’re told it’s ‘short term pain for long term gain’.

But are these gains promised actually delivered?

As we all know, going bigger doesn’t improve efficiency by the same percentage change (just look at the various “super” city councils and that (supposed) streamlining).

If systems & processes aren’t improved (before infrastructure is increased in size) all you’re going to end up with is a bigger version of the same system that doesn’t work!

What does this have to do with you – the real estate agent?

Applying the “longer runway” approach to your real estate business won’t get you more listings.

Instead, having systems and processes that allow you to replicate yourself (ie, take on sales associates) is what will make the biggest difference to your real estate business.

Creating a ‘boutique type experience’ for every single one of your clients that is replicable, is the secret to working less and earning more.

What does this look like?

Systems, procedures, processes (SPP)

All very boring, I know. But all very essential to growth.

Documented SPPs mean that every new-hire will be able to hit the deck running faster because they’ll have your framework to follow.

Your proven framework.

This means that you won’t need to be everywhere every single minute of every single day with every single person.

Where to start?

Your weekly schedule

First up, look at your weekly schedule. Which day works best for you to dedicate 2 consecutive hours, undisturbed, to work on your business (rather than in it)?

It doesn’t matter what day / time of the week this is, s’long as it works for you.

Happy Place Tasks vs Sad Place Tasks

The first session will be to sit down and create a list of all the tasks that take place in your business.

Everything boring, mundane and exciting gets-you-pumped task.

Separate these tasks into two lists: your happy place and your sad place.

What you’re doing here is identifying all those tasks which light you up and which you enjoy doing. In other words, you’ll be a round-peg doing round-hole stuff, not a square-peg doing round-hole stuff.

{Square-pegs doing round-hole tasks end up procrastinating – sound familiar?}

Prioritise according to time taken for each task

Next: rank your sad place tasks into smallest to biggest (time wise).

Your challenge {should you choose to accept it} is to create a framework for each of these sad-place tasks so that someone else can do them exactly the same as you do.

By starting with the smallest first, you’ll build momentum and get a sense of achievement that will give you some “oomph” to carry you through creating the frameworks for those tasks you least enjoy doing.

What does a framework look like?

With all the tools available to us today, creating a framework is easy. You have a few choices:

  • Word document
  • Excel spreadsheet
  • Flow Chart (Excel or Word)
  • Over-the-shoulder ‘follow me’ videos (two tools I use are Jing and Faststone Capture)

A secure library for storing these files (eg, Google Drive, Dropbox, OneDrive).

Each of these files will be step-by-step instructions on ‘how to’ so that anyone can produce the same result as you, by following your instructions.

Baby Steps

If you set aside just two hours in your business each week you’ll have designed a system for growing your business, working fewer hours (through delegation) and getting more listings (through referral marketing – a system you’ll document (!) and having a bigger team),

If you do this, by this time next year you’ll have committed approximately 100 hours to working on your business (rather than in it).

One hundred hours is the equivalent to 2.5 weeks of focus, achieved through baby steps.

It’s pretty much impossible for any sole practitioner to step out of their business for 2.5 weeks and expect things to run as normal, but just 2 hours a week consistently, persistently and regularly will make an amazing difference to your business.

How can I help you?Julie South - real estate agent coach since 2007Can I help you:

  • jazz up your Facebook Page (with a cover video)?
  • create a Facebook post every day of the month so you can get on with more prospecting?
  • have your own personalised, branded, all-about-you website?

I’m not sure if any of these sound like something you’d like in your business, but if it is, please get in touch so I can help you grow your business by showcasing your personal real estate brand – email me or call me (NZ) 27 282 4155.

I look forward to hearing from you.




If YOU would like to do more dollar-productive activities  - like spending more time in front of prospects - then DONE-FOR-YOU-FACEBOOK MARKETING is for you! Click HERE to find out how.

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If YOU would like to be MORE DOLLAR PRODUCTIVE in your business - like spending more time in front of prospects - then DONE-FOR-YOU-FACEBOOK MARKETING is for you! Click HERE to find out more.