One of the biggest mistakes new or struggling agents make is they spend too much time pursuing low quality leads. They believe that working with any prospect is better than no prospect at all.

Problem is, unqualified prospects rarely turn into income-producing clients. Nothing is more frustrating than investing large amounts of time, money, and energy with buyers who ultimately flake-out on you, get cold feet or end up working with another agent.

The secret to maximizing your income per hour practicing real estate is to “qualify” each buyer lead that comes across your desk before spending your valuable time with them. And the ONE item you want to qualify is…

Their True Motivation to Buy

How do you understand buyer motivation? By simply asking the right questions, then close your mouth and listen carefully.

Here are 7 “motivation-detective” questions you can use to screen buyer leads (some of them will work for sellers too). They can be used as a “phone script”, in person or even by email…

1. Why Are You Thinking of Buying?

Determine their legitimate reasons for buying: Move-up, empty nester, retiring, first time home buyer, investment, relocation, job change, lost job, etc. It also gives you an early indication if they’ll be a good client or a “time-waster.”

Also look for the “common connection” with the caller (kids go to same school, go to same civic organization or church). When you find something in common, or discover specific needs, communicate how you share the same interest, or have a specialty in what they need.

Your goal with this question is to begin building a relationship. While they’re talking about their life situation, identify a bridge to your unique services…how you can help them with their problems. As the conversation progresses, you can use this information to convert them to an appointment, that is, if you conclude the lead is a motivated buyer.

2. What Type of Property Are You Looking For?

This question identifies multiple things at once that you may not realize at first glance. If you ask this question and the response is that the potential buyer is looking to invest in a foreclosure…

• You can identify in your mind where you might look for foreclosures in your market area and how long it might take…
• You can identify how you might be able to help them (if your expertise is right for them)…
• And you can identify if they are realistic in their desires.

For instance, an unrealistic buyer may want to buy a foreclosure that needs some repair work to get a better price, but doesn’t have any extra money to do the repairs. You’re job is to identify any disconnect that could lead to you wasting your time.

You’ll end up frustrating them (and make yourself look foolish) if you show them homes that require no repair work but are out of their price range. Or, just as bad, showing them homes they can afford but that need immediate repairs (for which they don’t have money).

Don’t worry about getting every last detail of their search criteria now. You’ll get more information from them if you meet in person. Your critical objective is to see if they are motivated, realistic and a good client that provides a paycheck and not the run-around.

3. How Soon Do You Want To Be In Your New Property?

If it doesn’t come up in the discussion from the last two questions, ask this qualifying question to determine the time frame of the potential buyer.

You can also ask, “How Long Have You Been Looking?” If they’ve only been searching for a couple months and don’t have an urgent reason for moving, they’re probably not motivated enough to commit your most precious asset: your time.

If the prospect doesn’t want to move soon (generally in the next six months), you’re wasting your time meeting with them in person. You can still put them on your contact database, give them market updates, and send them your regular monthly newsletter… keeping in touch and developing a RELATIONSHIP with them until they’re ready to buy.

Wait to meet in person at a later date once their time frame is less than six months.

4. Have You Bought A Property In The Past?

You’re trying to gauge if they are familiar with the home buying process. Understanding how knowledgeable they are will allow you to better communicate your value in helping them in their search.

You may already know the answer to this question from prior discussion with the prospective buyer. This is a golden opportunity to highlight common problems and frustrations with the home buying process and to present your unique solution.

If they’ve bought a home in the past where the process seemed overwhelming and they didn’t think they got a great deal…Inform them of your buyer process that will find the perfect home for them, at the right price, and without the common hassles they’ve had in the past.

5. Have You Been Pre-Approved?

Notice this question doesn’t say, “have you met with a lender?” or “have you been pre-qualified?”

It asks about “approval.” Why? Because when your clients are pre-approved, you know 1) they’re serious about buying, 2) you know how much money they’re able to spend, and 3) they’re ready to buy NOW.

Chances are they are not approved, so you need to get them approved before moving forward. The best way to motivate buyers to go through the approval process is to say,

6. Are You Working With Another Agent?

You don’t work for free! Ask this question above early in the conversation to determine if you should even continue…

• If the person is working with another agent, you can ask them if they’ve signed an “exclusive” Buyer Broker Agreement.
• If they already signed an agreement with another agent, ask them why they’ve called you instead, and then explain that their agent would be better to answer questions.
• If they are unsatisfied with their current agent or their agreement with another agent is ending, investigate how you can help them.
• If they are NOT working with another agent, continue directly to the next question.

7. When Can We Meet To Discuss Your Property Search?

Notice the question was not, “can we meet…?”, but “WHEN can we meet?” Why? Because the latter question leaves little room for a “no” answer.

This is the ultimate way to determine how serious the buyer is in the search, because if they don’t want to meet in person in the next week, they’re not ready to buy and will waste your time.

Here’s a tip: try to meet in your office if possible. This way you will have control and can present your services, make copies of documents, and have their full attention.

Your time is valuable. Guard it like Fort Knox. Properly qualifying buyers is one of the quickest ways to reduce the number of hours you work, get your commissions faster, and maximize your income per hour.

[Ed. note: To find out how to work with the highest-quality buyers and sellers, learn more about our new program Superstar Closing Secrets™ by clicking here...]

We all face endless distractions in work and in life.  But for real estate agents, juggling your practice with your personal life can be a big challenge.

Here’s a “special edition” article with my best advice for:

• Creating SYSTEMS to leverage your time…
• Maximizing your INCOME by doing what you do best…
• And, how to stay FOCUSED in a world of distractions…

If you want a Top Producer income without sacrificing your personal life, check out one or all of the articles below…

1.  Creating Systems To Leverage Your Time

ARTICLE: How To Create Seven-Figure Systems™ In Your Real Estate Practice

This article shows you how to create TIME and TASK systems to get more done in a week than you used to in a month.

This one simple skill can help you deliver outrageously-superior service to your clients every single time… manage multiple priorities with ease… maximize your income… and cut your work-effort in half or more – all at the same time.

Click Here To Read More…

2.  Maximizing Your Income By Doing Your Highest Valued Skill

ARTICLE: How to Double Your Hourly Income in Real Estate

This article lays out a simple path to double (or even triple) your hourly income in real estate in the next 3 months – spending less time and effort than you’re spending right now.

A tall claim, I know.  But, again, it’s simply a matter of having the right SYSTEMS in place so you can focus on your highest valued skill (which should be working with clients and closing deals so you get PAID), while your systems are attracting new prospects and capturing them as clients.

You’ll learn exactly how to set up “efficient” marketing systems that maximize the VOLUME and SPEED of your transactions, to easily grow your production while working less.

Click Here To Read More…

3.  How To Stay Focused And Get More Done

ARTICLE: The Worlds-Greatest Success Secret

The difference between those who actually see results (incredible results!) and those who just collect a “library of potential” will come down to a simple “Planning and Executing Technique” that involves 3 easy steps.

And because (above and beyond anything else) I want you to achieve great results in your business and life… I want you to learn a powerful process for achieving any size goal you ever desire.

Here are the 3 steps covered in this article…

1. How To DEFINE Goals For Your Business And Your Life
2. How To ORGANIZE and PRIORITIZE Your Work
3. How To STAY Focused And Get Important Work Done

These are skills common to all high-incoming-earning agents (that also enjoy their life, and time with family).

Click Here to Read More…

PLUS:

For more articles, look under the “Time Management” section (in the RIGHT side column under “Categories”)…

The other day I was having a phone conversation with a business acquaintance. I told him I was about to write an article for our community.

He asked me what I was going to write about. I told him I didn’t have a specific topic picked yet.

So he piped-up and asked, “Well, what do you feel like writing about?”

And that’s when it hit me.

See, the truth is…I didn’t “feel” like writing about anything. I didn’t feel like doing any work. And the honest-to-goodness truth is…I never “feel” like working.

Right then I discovered a revelation that differentiates the most successful and productive people from the “wannabe’s” in our society.

Most people believe they need some motivating force or driving inspiration in order to accomplish an important goal or task.

But I have a very different philosophy. Actually, it’s not a “philosophy.”

It’s is a time-tested, hardened and proven fact that separates those who achieve amazing success, live productive lives, make huge amounts of money, and enjoy the true richness of life itself…from everyone else.

And it’s this…

Inspiration Does Not Create Action,
ACTION Creates Inspiration

Most people have the formula backwards. They think that, as soon as they get inspired or motivated, they’ll go head-long into action.

Yet the opposite is actually true.

See, I don’t wait for “inspiration” to show up. If I did, I’d still be waiting. Instead, I MAKE myself start taking action. Because long ago, I realized…

The First 10 Minutes Of ANY Task Are
The Most Difficult. After That, It’s Gravy

I also realized long ago that the best and worst thing about being self-employed was the same thing: I’m my own boss.

And as a boss, I’m never going to get anything done from myself or my employees without some kind of structure, organization and accountability.

And neither are you because…like it or not…you’re self-employed too. As your own boss, you won’t get much productivity from yourself without structure, organization and accountability.

Let’s take, for example, the process of calling 100 of your house list members just to check-in or make sure they’re receiving your Service For Life!® contact (a simple exercise, by the way, that has proven to yield hundreds of thousands of dollars in referrals, etc., but that’s another story for another time).

If you need to make 100 calls, and you know each call will take you, on average, 6 minutes, then you need to make an accountability of 600 minutes to get the task done.

That’s 10 hours, or about a day-and-a-half. See, if you don’t actually set that goal, and establish some kind of accountability, it’s going to take you 40 hours…and maybe longer (or never at all)…until you “feel” like calling those people.

If you’ve been a member of our community for a while, you’ve seen some amazing marketing ideas, business-building techniques and helpful advice from me and other members over the years.

But the difference between those who actually see results (incredible results!) and those who just collect a “library of potential” will come down to a simple “Planning and Executing Technique” that involves 3 simple parts.

And because (above and beyond anything else) I want you to achieve great results in your business and life, I’d like to share with you a powerful process for achieving any size goal you ever desire.

Here are the 3 parts…

1. How Well You DEFINE What Your Business, Life, etc., Will Look Like “When It’s Done.”

2. How Well You ORGANIZE and PRIORITIZE The Shortest, Most Direct Route To Accomplishment

3. Your COMMITMENT To “Focused” Implementation

Let’s look at each one of these parts individually…

DEFINING Your End Target:

Talking about focus on “getting things done” is worthless if you don’t know WHAT needs to be accomplished.

One of the most frequently asked questions I receive from agents who get our 3-Steps system is, “Where do I begin?”

Knowing the answer to this question is essential, and frequently I can’t answer it because it’s different for each person. Why?

Because each person has different goals for their business and life.

The best place to start is to ask two questions:

The first is, “What am I committed to achieve in my practice, life, etc.?” What specifically do you want to happen?

The second is, “What is the MOST IMPORTANT thing (or few things) I can do reach that goal?”

Talking about focus and accomplishment is meaningless if you don’t know what to focus on…what’s important. If you’re having trouble deciding what you need to do first, it’s probably because you aren’t clear about where you want to go – your goals.

Once you know exactly what kind of business or life you want, it becomes infinitely easier to make DECISIONS between the various options and activities to get there.

An Amazing ORGANIZING and PRIORITIZING System:

Once you’ve determined “specifically” what you want from your business or life, the next step is to focus on getting pre-determined, USEFUL things done – emphasis on “done” every single day.

I want to introduce you to a remarkable technological breakthrough. No it’s not a calendar, computer, organizer, software, Blackberry or the endless parade of tools and gimmicks out there.

In fact, you only need to invest about 25 cents for this tool. It’s a little wooden stick with lead in the middle. There’s no cord. No recharging. No software. No battery needed. No uploads or downloads. No support required, except for a sharpener.

Yes, it’s called a pencil. Here’s what I do to transform this simple instrument into a powerful success tool…

At the end of each year (usually November or so), I decide exactly what I want to accomplish in my business for the next year.

I first make a strategic assessment of where we are, what markets we want to pursue, where the opportunity exists, what threats are looming, what the competition is doing, new product opportunities, etc.

I call this an Opportunity Analysis. I’m looking for the opportunity in my business to grow, but this could easily apply to personal goals as well.

Once I’ve gathered my information, I then take out a sheet of paper and make a list of only 4 to 6 Major Outcomes I want to have happen, say, within the next year (you can use whatever time frame you want).

They may be new products, new revenue streams, or entirely new businesses I want to create. Or they may be improvements or advancements I want to make with existing products, etc.

Anyway, I make the list of 4 to 6 Major Outcomes (I also assign revenue or profit goals to them as well, so I can see the payoff to my efforts).

Then, I take that list, and I take ONE sheet of paper for EACH Major Outcome – so I’ll have 4 to 6 sheets now.

At the top of each sheet, I write down the name of the project, task or product to be accomplished.

Then I ask myself, “What needs to be completed to make this major outcome come about?”

Again, I make the list. Then I prioritize the list.

I now have 4 to 6 sheets of paper, each with the major outcome at the top, and a list of all the things I need to accomplish to bring it about. Depending on the complexity of the prioritized tasks I’ve listed out, I will next do something else.

I take each one of those 4 to 6 sheets of paper with the prioritized tasks, and I make a list of what needs to be accomplished for EACH ONE of the prioritized tasks on each sheet.

I call these Minor Outcomes.

So, in essence, I am breaking down each of the major goals into prioritized tasks. Then I break down each one of the prioritized tasks into sub-tasks, and on and on.

Do you see what I’m doing here?

I’m Taking A Seemingly IMPOSSIBLE Goal And
Breaking It Down Into A Simple, Easy-To-Accomplish
ROADMAP To Success!

Remember the old riddle, “How do you eat an elephant?”

The answer: One bite at a time!

You can actually take a complex business, and break it down, further and further, and assign a time line, thereby breaking it into weekly or even daily manageable tasks.

I break my prioritized tasks into monthly goals, then weekly goals. Then, every Monday I make a LIST of what needs to be accomplished that week.

Now, rather than becoming overwhelmed with a seemingly insurmountable goal, I have a simple, easy-to-achieve plan.

Do you see the power in this simple little exercise?

Heck, you can use this process for ANYTHING in your life. Going on a trip? Use this technique. Remodeling your home? Use this technique. Building a real estate practice?

OK… you got the point. Oh…by the way, here’s another little secret about all this (speaking about “effectiveness”):

Your Income Will Increase Proportionately To The
Percentage Of Your Time Shifted From All Other
Activities Combined…To MARKETING!

Make a note. Measure yourself. Become accountable for results.

Marketing creates results; everything else is a cost or overhead to be managed.

OK, a quick review: You’ve determined your overall objective.

Then, you’ve taken your high-tech pencil out and made a prioritized ROAD MAP of Major and Minor Outcomes to be accomplished (you can even break it down into weekly or monthly or daily outcomes).

But we’re not finished.

There’s ONE MORE thing you need to know as part of our 3-Step technique for accomplishing more in a week than most people get done in 3 months.

Actually it’s at least as important as any of the other steps. I make…

An Unyielding COMMITMENT To FOCUSED IMPLEMENTATION:

There are 2 road blocks you will encounter during this process.

The first is distractions created by YOU. And the second is distractions created by OUTSIDE FORCES.

Let’s talk about OUTSIDE FORCES first. Outside forces will steal your goals like a thief in the night. They are usually created by people, but not always: phone calls, emails, faxes, personal interruptions, the overflowing toilet, and more. And they are deadly.

The only way to manage these interruptions is…

Get Yourself A Stun-Gun And
Threaten Anyone Who Comes Near!

Yes, this includes clients too.

YOU are your most important asset to be managed. If you want to know the secret to time management, it’s this:

MAKE AN APPOINTMENT with yourself (1 hour,
2 hours, 3 hours a day) to get the most
pressing things DONE each day.

And NO ONE will steal your time away from YOU! Not Oprah. Not your broker. Not your pestering client. No one!

Focus On THE LIST!

I turn my phone off. Shut the computer down (unless I’m writing, like now). Forget about the 7 email accounts we manage with messages from people who “insist” someone respond to their email within 15 seconds because “I sent it by email…where are you??”

I focus on the list. Whatever “new” happens today has to be sorted through after today’s list is done, and put on tomorrow’s list, next week’s list, or someone else’s list, or no one’s list.

But today…today’s already booked.

Now, let’s talk about the second distraction: YOU.

In fact, this conversation brings us full-circle to where we began at the beginning of this article.

It’s all about the “feel like doing” thing.

Truth is, much of the time you won’t “feel” like doing anything – let’s be honest about it.

BUT…mature, successful individuals FOCUS (that word again!) on desired results, not necessarily desirable, enjoyable or easy activities.

Immature, struggling people focus on the acceptable activities and sacrifice results in favor of less taxing, easy or comfortable tasks.

But if you’ve created your plan as I mentioned above…and you have a strong, emotional picture of the PAY-OFF of your efforts, it becomes easier to break through these personal barriers.

Successful People Set Pleasing GOALS
Failures Set Pleasing TASKS

Successful people control their time and limit or eliminate distractions from themselves and others. It’s your choice.

And if you want to know one more tip for how I manage my time, I use a simple personal formula:

If it will help me get closer to my goals…or make more
money…or will PRODUCE something rather than
CONSUME me or my time…I will deal with it.

If not, it goes on tomorrow’s list. Or no list at all.

If you let yourself be bossed around by all this stuff, you’ll never be rich…and you’ll never be truly free.

Of all the systems I could share with you…of all the marketing and business-building ideas we’ll cover over the next few years…none of it will do any good unless you have structure, organization and accountability to GET IT DONE.

Procrastination is a problem everyone faces, but for real estate agents it can be a career killer.

How many times do you find yourself putting off making a phone call? Or, do you ever get to the end of a day and feel that important tasks slipped through the cracks?

Putting off important tasks not only prevents you from maximizing your income, it can lead to stress, frustration, and ultimately burnout. But don’t get the procrastination blues. There are proven ways to address this common problem.

First, identify if you have a bad procrastination problem by taking a simple quiz included below. Next, get a hold of your priorities with five procrastination-busting strategies you can implement today.

Is Procrastination Killing Your Production? Take This Short Quiz…

Choose the response that matches your behavior:

I would quickly finish my work, but sometimes I get too tired, nervous, or upset.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

I need to straighten my car/office/home before I start working.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

When I’ve finished meeting with a client, I often start doing something else instead of starting on tasks for that transaction.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

I often carry around papers in my car or stack them on my desk but never get around to reviewing them.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

I like to do most of my work at the last minute, because I perform best when the pressure is on.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

Sometimes, I put off starting paperwork for a transaction until I have every last piece of information.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

If it weren’t for all these interruptions, I’d get more of my top priorities accomplished.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

When faced with a difficult client, I try to avoid speaking with them directly.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

If I get turned down for a listing, it takes me a while to start looking for another opportunity.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

If I take half-steps working for a buyer, I can often avoid or delay unpleasant tasks.
4 = Strongly Agree
3 = Mildly Agree
2 = Mildly Disagree
1 = Strongly Disagree

Tally your total score, adding the numbers that match each response, and then rate yourself.

A Score of 10: No problem.
Between 11 and 20: You’re an occasional procrastinator.
Between 21 and 30: You’re in trouble.
Above 30: You’re nearly hopeless.

If you scored over 10, here are my top five personal tips for beating procrastination:

1. Complete tasks first thing in the morning.
All of the tasks for a transaction never end up being as bad as you think. And the later in the day you push them, the more likely you’ll get distracted with calls to make and other chores. So, create your action list the night before, blitz through your list in the morning, and give yourself a small reward for getting them done.

2. Break big jobs into smaller ones.
If the details of a transaction seem daunting, most agents put off even starting. But if you break each major task into 5 smaller tasks, everything gets done faster and you feel better about your progress.

3. Team up with a friend or spouse.
In this business it’s common to feel all alone. If you get others involved you’ll stay more accountable to your goals and schedule. First, write down your goals – what is it you want to achieve? Then share these goals and your schedule with a friend or spouse to make yourself commit.

4. Get rid of all distractions.
What distracts you from getting work done? Is it your blackberry, checking the MLS for updates every hour, or another agent in the office? The key here is to identify what distracts you by writing it down every time you get sidetracked. Make a rule with yourself that you won’t do that thing again until you finish your scheduled task. For many agents the biggest distraction is checking email constantly throughout the day. Limit your email checking episodes to 4 times a day or less and you’ll be astonished at how many more priority activities get done each day.

5. Remodel your work environment.
If you work out of your home, you have to treat it like a real office. Remove anything not work-related like TV, magazines, and non-work books. And this is especially critical: tell your family that you’re not to be disturbed when you’re in your office.

Procrastination only sabotages your success. If you are going to achieve your goals for this year—and for your career—address this common issue without delay.