#440- The Mail-Right Show: The Perfect Daily Schedule for a Real Estate Agent in 2024

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The Perfect Daily Schedule for a Real Estate Agent in 2024

Real estate agent’s perfect daily schedule for 2024. Discover time management techniques to boost your performance and close more deals.

Are you ready to supercharge your real estate career? Our latest show reveals the ultimate daily schedule for agents in 2024! Learn how to balance showings, client communications, and personal development while maintaining a healthy work-life balance. We’ll share tips and tools that can help streamline your day-to-day activities for optimal results.

#1 – Morning Routine (1 Hour)

This is a particular time in their daily routine. They collect their thoughts and concentrate on the upcoming day during their morning ritual, which is crucial for putting themselves in the best possible frame of mind to face the day. While other folks contemplate, I choose to pray. Praying first thing in the morning helps me stay present, practice thankfulness, and spend time in the Word.

#2 – Lead Generation (3 Hours)

Being a real estate agent requires starting a new company to continue in the industry! About your career, you’ll need to do daily to generate leads. Thus, remember to put it on your calendar!

Getting new listings, calling previous clients, texting hot leads, prospecting, and scheduling appointments are all examples of lead-generating activities.

#3 – Administrative Tasks (3 Hours)

Once you’ve completed your top priority, you can proceed to the administrative duties listed in your agenda. These administrative duties are necessary to keep your firm operating: returning calls and emails, attending listing appointments, putting together listing presentations, showing properties, and other everyday responsibilities.

Afternoon

#4 – Appointments and Networking (2 Hours)

Being a REALTOR® requires networking and in-person appointments. You should network with possible clients and hold client meetings throughout this block.

You can also incorporate in-person workshops, events, or spending time with industry professionals within this time block, as you’ve already completed your lead generation for the day.

#5 – Review Day Ahead (1 Hour)

Reviewing your complete day is another crucial task for your real estate agenda. Outstanding real estate brokers ensure they are ready for any situation that may arise tomorrow. Please verify your scheduled appointments, review your MLS hot sheets, and ensure everything related to your real estate business is in order.

#6 – Personal Time (3 Hours)

This time window is about being purposeful in the last few hours of the day. Spend an hour or two preparing dinner, engaging in a favorite pastime, enjoying a good book, or spending time with your family. It also includes downtime, relaxation, and rejuvenation. You’ll work yourself to death if you don’t take breaks.

Episode Full Show Notes

[00:02:31.980] – Robert Newman

Welcome back, ladies and gentlemen. Today’s episode is number 440. If you mix those numbers up, you get the infinite. I’ll see if anybody knows how I did that magic number math. So we’re about ready to talk about the most essential subject, technically, that you can talk about. Nothing comes before this, not any of the stuff that we talked about, not video, not anything. This is the first thing that gets you to everywhere else. We’ve never, as far as I can remember, talked about it in-depth here on the show. Today, we’re going to talk about Schedules. John has the show’s title, Perfect Daily Schedule for a Real Estate Agent in 2024. I’m going to say that we’re just going to talk about what may be some tools to find the perfect schedule for yourself in 2024. But before we jump into that, the fearless producer of this show, the magic man behind three top podcasts in three different sections of three different industries, is here waiting to dazzle and entertain you and make fun of me. But I want to let him introduce himself before we jump into the show’s meat.

[00:03:57.340] – Robert Newman

Go ahead, John.

[00:03:58.410] – Jonathan Denwood

I got enough. So the 440, if they get the importance of the number, do they get a prize, Robert?

[00:04:08.500] – Robert Newman

Yeah, you get a free call with me.

[00:04:11.720] – Jonathan Denwood

All right. What could you ask for a real estate agent? I do two other podcasts, folks, but they’re in the same area. Just one is targeted at different groups in that particular industry. But yeah, so I am the co-founder of Melright. We are a company that produces great-looking websites on WordPress for you. Plus, we offer a great CRM and online marketing platform, which has a focus on Facebook. I said WordPress twice there, but Facebook, back over to you, Rob.

[00:04:53.930] – Robert Newman

All right.

[00:04:54.640] – Jonathan Denwood

Well, ladies and gentlemen, you should offer a better prize.

[00:05:00.560] – Robert Newman

All right. Ladies and gentlemen, my name is Robert Newman. I’m the founder of Inbound-REM, Inbound real estate marketing is what that sounds like. We’re the only inbound marketing agency I know of focusing on residential real estate. We use SEO as one of our mechanisms to market our clients. Eighty % of our business is generated organically. It focuses on all four quadrants of Google: local video, images, and traditional search. We’re good at it, and we have a lot of free information about how to do it yourself. If you’re interested in that, you can find it all at inboundrem. Com. All right, with no further ado, we will jump into a schedule. This is a fascinating topic, one which I hesitated to take on because I feel like it’s very personal. It’s an individual subject. John’s nodding. For those of you who are not watching, he’s nodding.

Nonetheless, we selected it, and we’re going to talk about it. John, I’m going to do a preamble, which I informed you that I was going to do a preamble. I want to let everybody know two things. One, digital has saved my schedule.

[00:06:26.740] – Robert Newman

Being a digital entrepreneur is the best thing I’ve ever done for myself because all the years, which was 30 plus, that I was a professional sales leader and sales manager, I ran schedules very similar to what we’re going to talk about, generally up at 5 AM and not down or done with work-related or my intrinsically central schedule until 07:00 PM. I certainly experienced some success. Rarely was I not in the top one or two % of any sales And when I was not in the sales force, I was usually leading the sales force. So certainly I have plenty of experience, not directly in real estate. So having said that, your schedule, in my opinion, needs to serve one thing and one thing alone, which is what your aspirations are, and where you want to go with your life and your career. I’ve always generated a deep dislike of the word goals. Goals are just dreams with deadlines. I do like that—that thought. And your dream should be unique to you. You can want to open a bakery business. You don’t have to want to make a million dollars as a real estate salesperson. It could be a tool you use to serve some other part of your life, or you could love doing it.

[00:07:45.670] – Robert Newman

And then if you do love doing it, my advice would be, how do you do it more efficiently with more passion and preserve more of your time to do other things that broaden your character and your life? That’s where I would come from these days. So Having said all of that, John, you went to three different websites. Went to an influencer called Jamie Hyme, sorry, Resindiz. Maybe I’m saying that wrong. He’s a realtor. He’s got a great video that we both watched to develop some notes. He went to Tom Ferry, who’s got a lot on scheduling, but he referenced a post called Real Estate Agent’s Perfect Day. Then he went to the Real Estate Agent’s Schedule on Community Influencer. They all have various things that they’re talking about breaking down your day. But why don’t we get into morning routine number one, and you share your thoughts about that, John?

[00:08:47.400] – Jonathan Denwood

Well, it’s the first hour, the first hour before you go into battle. It’s getting yourself in the right mindset because I think if you’re going to be effective in this industry, you’ve got to get yourself in the right mind because there’s a lot of rejection. If one of the good things about being more digital-focused is it’s going to reduce the amount of face-to-face rejection you’ll be exposed to, but there’s still going There’s a bit of an element there. I think, personally myself, but I think it does depend on the target audience. More of what I would say are more classical lead-generated processes like knocking on doors and phone calls. I think they can be effective if your target audience might be older. But I also believe in my heart that a lot of these more traditional marketing-led generative morphologies are gradually reducing in effectiveness. But if you’re still engaged in a lot, there are a lot of trainers and a lot of influencers that still square at utilizing what I call these more traditional mythologies, I think you’re going to be exposed to a fair bit of rejection, and you’re going to have to get yourself in your mind state.

[00:10:42.410] – Jonathan Denwood

And I do this myself. And And I also map out. I have a regular pattern depending on the day. My pattern varies depending on the work day, which I described to Robert before we started recording. And I do have a pattern, and I work it out in this hour. Plus, I look at my notes and I draw up a rough schedule. And I do think you do need some plan of action for each day, which has to be adapted. You’ve got to be prepared to be able to adapt. But on the other hand, if you got no schedule, I think the days turn into weeks and the weeks turn into months, and it all floats away, really, Rob.

[00:11:41.340] – Robert Newman

I don’t disagree with that. Currently, I’ve got what I would reference to everybody for me personally is a semi-retired schedule. I generally set aside six hours a day, 6 days a week for theoretical hard work practices. For me, morning schedule is neurodivergent, which is really, really, really important to mention to everybody here. It’s something that I’ve been unmedicated for my entire life, but definitely have. And so my schedule really is based on a number of psychological strategies that I found to work very well for me. When I wake up and I know that I need to have a productive day, I start with the smallest things possible as fast as possible, which is make my bed get I have a 10-minute workout routine and a 10-minute stretch routine that on days in which I’m doing what’s called high productivity, I know for a fact that I’ve got to roll right into those routines as soon as I wake up because the second I get distracted, my whole day, it can get derailed. So for me, it’s about hitting those small things. Now, once I’m focused, it’s hard to get me unfocused. So if I get to those 30 minutes and I manage to successfully complete those activities, oftentimes I can roll into my other things, which for me personally, I don’t have a scripted routine because my mind rebels against it.

[00:13:11.160] – Robert Newman

What I have is a general list of things that I need to accomplish. And I cycle in what feels best to me that day into that slot when I have the time. I’ve spent years trying to do various routines, and that works best for me, which is why I was hesitant to talk about this schedule because I felt like a hypocrite since I don’t maintain something that looks like a regular schedule. So for me, that hour, it makes sense to me. What I’ve seen other people do, other people I’ve worked with, other people I’ve coached, is obviously wake up and pray, wake up and exercise, wake up and spend time with their family, wake up and get their kids to school, wake up and do things of a wide variety. But generally speaking, the psychological element, what worked the best for me when I was in a high pressure, high productivity sales environments was doing 10 minutes of tasks and then definitely getting to recordings that were motivational to me. I probably listened to thousands upon thousands upon thousands of hours of sales material and psychological material because I discovered early in my career when I was about 19, that it worked really well for me personally listening to Zig Zigler or Tom Hopkins or somebody like that.

[00:14:38.760] – Robert Newman

It actually ramped me up, riled me up for my day, and all of my productivity and record-breaking sales activities were done on the backs of the old salesmasters and these boxes of cassettes and such that I would have that I would always just put into either a walkman or my car and play that material right up until the point that I walked into the sales office or walked into the sales appointment, always right until that point.

[00:15:04.400] – Jonathan Denwood

You do realize that some of the listeners of this podcast don’t know what we’re talking about when you say a cassette.

[00:15:13.370] – Robert Newman

Really? You think?

[00:15:15.370] – Jonathan Denwood

Well, it came up to me with a podcast I was doing this morning, and we were talking about a cassette, and the younger member of the panel said, What is that?

[00:15:30.050] – Robert Newman

How young was this person?

[00:15:33.350] – Jonathan Denwood

He was about 26.

[00:15:36.090] – Robert Newman

John, sometimes you just blow holes in my whole day without even… I don’t know. Sometimes I wonder if you’re doing perp. That makes me… Wow. Really?

[00:15:45.700] – Jonathan Denwood

Are you kidding right now? We’re that old, bro.

[00:15:48.480] – Robert Newman

Wow. All right. We’re going to move on to number two because John just took all the air out of my sales, all of it.

[00:15:56.670] – Jonathan Denwood

It made me feel very old this morning.

[00:15:59.760] – Robert Newman

Because he wasn’t kidding.

[00:16:02.170] – Jonathan Denwood

He didn’t know what we were talking about. What?

[00:16:05.350] – Robert Newman

How can you be 26 and not know what a cassette is? Come on.

[00:16:10.630] – Jonathan Denwood

I know 26. I don’t think he was widely up and did as that, actually, Rob.

[00:16:15.060] – Robert Newman

Okay. Because I know people who are 26 that still know what vinyl is. If you know what a record is, come on, you know what a cassette is. Eight track, maybe not, maybe not. But a cassette, come on.

[00:16:30.900] – Jonathan Denwood

There you go.

[00:16:32.570] – Robert Newman

Okay, number two. John is going to lead us off here. Lead generation.

[00:16:37.840] – Jonathan Denwood

Yeah, especially on the digital side, it’ll be interesting what you say, because obviously, if it’s a more traditional morphology, What they’re saying, after you’ve done some of the things that Robert’s outlined, you’re going to have to be into lead generation. I think it’s best to get this done in the morning because in the afternoon, other stuff might rear its head. Viewing property emergencies with clients, dealing with paperwork, dealing with emergencies that might come up first thing in the morning. But if you dealt with an emergency situation in the morning, you got to be doing your lead generation. But like I say, they’ve got three hours here. That’s a hard slog. But that’s the more traditional model where you’re calling for leads, when you’re door knocking, when you’re touching base with previous clients. And touching with other previous clients, I think if you’re more digitally focused, I think that’s probably an area that you could expand, which I know by looking at the research, most real estate agents are really poor about keeping in contact with previous clients.

[00:17:58.040] – Robert Newman

Sure.

[00:17:58.690] – Jonathan Denwood

And they’re really, really bad about that. So if you’re more and also producing digital content, if you’re not hiring a superb company that Robert runs, if you’re not doing that, and you’re generating all the content, video, posts, social media content, but also keeping in contact with previous clients. If you’re new, it’s producing all the digital stuff. But I’ll be interested in to see what Rob’s got to say about this.

[00:18:39.070] – Robert Newman

Well, I spent a lifetime Doing chase marketing. All of my lead generation, all of my sales was always outbound calls. The only company that really that started to change from me a lot consistently was at Agent Image, where we were doing more inbound. But even then, when they hired me on, they hired me on to make outbound calls to their 10,000 plus customers and create a sales process to sell those customers’ online marketing services. So I chased and chased and chased and chased, and we chased and chased and chased and chased. My whole career has been chasing people down, which is why I switched to being an inbound marketer. I’ve done it for 30 years, 30 years of chasing. And I discovered a lot of different things. One of the things that I discovered is that, number one, the psychology of where people are at in the information age as a society, is there really getting to a place where most people want to be in charge of when they call a sales-related resource, whether that’s when they initiate interest, when they’re following up on a proposal or a pitch or whatever you want to call it.

[00:19:50.740] – Robert Newman

Most of the time people want to be in charge of that process, and there’s lots and lots of tools that prove that I’m not wrong. I have a tool on my phone that literally forbids anybody from getting to me that I don’t want them to get to me. I know a lot of other people do, too. So when it comes to lead generation, I’d rather spend my hours doing something that can speak to tens of thousands of people as opposed to one. That’s where my mind and digital has gotten in the age that we live in. I’d rather spend my lead generation time building out a video. Even if I made a video for for a highly focused customer group, let’s say people that sell log cabins, if you’re me, right? And there’s not that many of those. There’s only so many of those in the US. But let’s say I have a really great strategy to give away for free to people that sell Log Cabins. So I create a video, post it. Let’s say it’s 500 agents in the country that might be interested in it, and maybe they’re going to see that video over the span of five years.

[00:20:56.360] – Robert Newman

I’m done with the video in two hours, completely finished. Maybe it takes five years for 500 agents to do that specific strategy to see it. The way that I always think of lead generation these days is still it does not matter. I knocked on 500 doors in two hours, something that is literally impossible for me to do any other way except using digital. I’m using a very minute example. Some of the time with some of the content that I produced, it knocks on thousands of doors, and I spent a couple of hours making it. When you’re knocking You’re sitting on thousands of doors in just a couple of hours and you look at lead generation as a mathematical equation, it is digital that has saved my schedule. I only take inbound calls, and I don’t send outbound follow-up emails at all. I’m talking about not one, not one single outbound email. What I do when I talk to a prospect is if they’re not already signed up to my email list, I just put them there. They’re getting an email from me, a couple of them every month. Is it specific to the that we talked about?

[00:22:00.510] – Robert Newman

No. But I don’t need to do that. If they want to get back in touch with me after speaking to me for a few hours, they certainly can. There’s a link to my calendar. I spend zero time in follow-up. I spend zero time other than digital lead generation collection. And it’s the best decision I’ve ever made for my entire life and career. I work less, I sell more, and I’ve taken charge of my results in a way that I don’t think I could have without the digital revolution being what it is. I have very strong, and I’ve helped other clients do this, which is what I told John. I have real estate agents that More important, like one of my case studies, which is on my website, is we’ve got a guy that we’ve increased his income by two and a half times, and he works about 30% less. That is not the right equation for some of you. Some of you are workaholic. He’s a brand father. He wanted to work less and make more. We figured out a way to have that happen, and we did it mostly using digital tools, digital lead generation, digital follow-up tools, digital calendars, digital everything.

[00:23:16.410] – Robert Newman

He doesn’t spend very much time, just like I don’t spend very much time making that wasted effort of, I’m going to call you back. Call me in August. It’s such a blow-off. It’s like, Okay, well, Sure. But why? Call me back if you’re interested, right?

[00:23:36.750] – Jonathan Denwood

Yeah. I think it’s time for a break, Rob.

[00:23:40.080] – Robert Newman

You got it. Ladies and gentlemen, we’re going to be right back. Wherever you’re listening to us or wherever you can hear the sound of my voice, do me a favor, look at that platform, give us a thumbs up, like or share our content with other real estate agents that you think might need a perspective on schedule. We would really appreciate it, number one, and number two, if you’re our fan, if you’re our audience member, reach out to John, reach out to me, leave us a comment somewhere, anything to let us know, raise your hand and say, Hey, we listen to you guys. We’d really appreciate it. It warrants the work that we put into the show. John does a lot of heavy lifting. It would make him feel good, and I’d appreciate that. All right, thank you. We’ll be right back. Three, two, one. Welcome back, ladies and gentlemen. It’s episode number 440 of The Mailright Show. We’re talking about the What is the perfect real estate schedule for 2024? In other words, what is the perfect schedule for you? All right, so we’ve talked about a lot. I really spend a lot of time talking at the end of lead generation.

[00:24:43.480] – Robert Newman

We’re going to talk about administrative tasks, which, generally speaking, is another separate section inside your schedule. John has used a combination of looking at these schedule recommendations from professional trainers and professional to come up with three-hour block, three-hour block. Whether you agree with that or not, I don’t know that I do, but administrative tasks he’s got here on the calendar. Why don’t you talk about that for a second?

[00:25:12.590] – Jonathan Denwood

I thought three hours was a bit crazy because I love to get some feedback from our listeners. I think if you’re spending three hours on administration, I think per day, I think you should be looking at outsourcing that. And I think most brokerage, if you’re working with a brokerage, if it’s a more traditional model, they provide administrative services. I don’t know what you think, Rob. If I was spending three hours per day in an administration, I would hope to be able to cut that down by utilizing digital processes, a assistant or the brokerage resources. What do you reckon?

[00:26:03.530] – Robert Newman

Administrative task, three hours. If any of you are looking at this and going, I really spend three hours doing this, then I’m going to definitely recommend you. I’m working on two different types of videos right now, which is where you… One video where you understand the value of your digital tools that you’re currently using and just use a logic formula in order to decide whether you keep them on or off or you move marketing, whatever. You just do have a mathematical formula that helps you do that. I learned it from Zig Zigler. Then another one to break down, which you should always have the answer to this question, how much do you make per hour? A lot of you are professional salespeople that are effectively commission only. That still doesn’t mean you shouldn’t. If you don’t know the answer of how many hours I worked last year and I made $80,000, gross or net, whatever the number is, you need to be able to take what you estimate your hours are and then break that into an hourly. Most professional real estate agents make well over $150 an hour. You just don’t. Some work less than others.

[00:27:08.250] – Robert Newman

But for the effort that you put in, most of you make over $150 an hour. That would mean that you’re spending $450 of your time in a three-hour period doing administrative tasks. Guess what, guys? For about $15, I can hire… That is, for those of you who are not following with the math, that’s 10% of the value of I can hire and do, I do this for me all the time, I can hire somebody to do all this admin stuff. I’ve got way more people than most other people do, but I also spend most of my time doing whatever the hell I want. I value that so much. Don’t let anybody tell you in this crazy commercial country that we live in what you should be doing with your time. You want to meditate, you want to play some games, you You want to see a movie, you want to spend some time with your kids, you want to go to church, whatever it is, you should be able to do that. Right now, I’m helping a person that’s newly trying to get sober, and I’m spending a ton of time with them every single day.

[00:28:14.100] – Robert Newman

And you know what? There’s nothing I’d rather be doing with my time. I’m not getting paid for it, but it’s more gratifying to my soul than just about any other activity that I take on. So how do I do that, though? I hire administrative assistance. Anything that can be done by me that is bookkeeping, that is social media posting, that is barring showing up physically for this show, everybody can do everything else. So administrative tasks, hire somebody, please don’t have three hours for this. If you do have three hours for it, look at it closely.

[00:28:52.710] – Jonathan Denwood

I would mix that up with the stuff in the morning where you’re doing outreach to existing Some clients you’ve worked with to keep that relationship going and see if they can refer some people to you, using Bombom to the people that have outreach to you through the website, blah, blah. There’s loads of stuff we’ve covered. The next one. I wouldn’t spend three hours listening to what Rob said. And then in the afternoon, you got appointments and networking Well, networking, I think you should be going, depending on where you are in your career, if you’re in the more build your book of business stage, You should be going to everything in your community that you can go to. And I mean is don’t stick your card in front of people. And if you got anybody, it needs It has to be a bit more sophisticated, but it’s really important to go to everything, build a calendar. Obviously, you could be doing… If you’re not doing presentations or you’re not showing people around properties, you should be going to stuff in your community to get yourself out there. You can’t be the invisible real estate agent in 2024.

[00:30:30.940] – Jonathan Denwood

That ain’t going to get you anywhere. What do you reckon, Rob?

[00:30:35.570] – Robert Newman

I reckon that I agree with this a thousand %. Let’s just say that many of you, if not most of you, either are not digital marketers don’t want to be digital marketers or only could see applying a little bit of your time to digital marketing. That’s a lot of real estate agents I talk to, John, maybe the vast majority. All right, so how do you generate your business? Networking is probably still one of the best possible ways to do it. Door knocking is not as effective as it used to be. It’s harder to catch people at home. I’m not saying it’s not effective. There’s a lot of people out there listening to this show that still do door knocking with a great deal of success. I would personally do circle prospecting. Just go out and see Ricky Karruth, just see what that is. If you don’t know, he’s got good programs. We can see people doing circle prospecting. But honestly, if I was a brand new real estate agent, here’s what I would do for sure. I would find every building, every master plan community in my area, and I would create a calendar where all the homeowners association meetings that were open to the public, which is most of them, happened.

[00:31:42.320] – Robert Newman

I created a calendar. My calendar would look like I’m going to go to five or six homeowners association events each and every single week because I would be meeting either people that are thinking of buying in that community, people that own in that community, all at those meetings. You You know and you glad-hand or you contribute to conversations that are happening about the community. You see what the tone of the conversations is, and you figure out if there’s something you can contribute, because if you can draw attention to yourself without a neon sign saying, I’m a realtor, give me your business. If you just go there and get to know people and be happy about that, you’re going to generate a lot of business. Sales is always about one thing, building relationships. That’s it. It’s about building relationships. To go to the place where the relationships are going to benefit you the best. That’s where people own the homes or want to buy the homes in places that you can service. Homeowners association meetings are very solid ways for you to get a business up and off the ground. Then there’s all sorts of other ways to do it, but that’s a rock solid one that will work throughout most of the US.

[00:32:51.970] – Robert Newman

All right. Number 5, review a day ahead, one hour. Go ahead, John.

[00:33:00.260] – Jonathan Denwood

One hour. I don’t think… But I do think there is a need of a period, probably not an hour, though, but there is a period to reflect on what’s happened. Because like I say, the days can merge into a week, a week merge into the next week, and then it’s next month. It You can all start to merge into a blur, as I say. And you can start to drift. You can start to lose focus in the merge, as I say. So it’s a good time to spend 20… What happened during the day? What could I’ve done better? What can I do better than tomorrow? Am I moving forward gradually? I don’t mean spectacularly. Am I keeping my costs under control? Have I got enough? Because I’m doing that, that gives me the opportunity to keep at it. And am I moving gradually forward. Is that making sense, Rob?

[00:34:20.370] – Robert Newman

Yeah. Reviewing your schedule one day ahead is always a good idea, especially if you’re a professional commission-only salesperson. Some of the schedule stuff I’m sharing with you is now my current role as a founder, which I moved into, have already paid the brutal price of working seven days a week and hundreds and hundreds of extra hours over and above and beyond working for other people. And now I’ve moved into a different part of my schedule in my life. You as a professional salesperson should always review the day ahead, always be mentally prepared and focused. Zig Ziglar and every single other person I’ve ever met, when they talk about schedule, they suggest that you review the schedule 10 minutes, 15 minutes in advance. I agree with this. It helps. It helps focus you. It helps if it’s the last thing that you think about before you go to sleep. It helps in the 10 minutes. Anthony Robin says the same thing. Pretty much every professional sales trainer will tell you, review your schedule for 10 minutes before you go to sleep because it prepares the subconscious mind for the events of the next day. That’s it.

[00:35:25.620] – Jonathan Denwood

I got to tell people, Rob, I do work seven days a week, but I don’t work seven days a week. And what I mean by that is I have a schedule and it has periods mapped out. But some afternoon I take a break, I take a couple of hours off. I’ve got it set up that I’ve got other people in my team that can take sales calls and I can clear off, and I do. But then I might be working all I might take all Sunday off. So when somebody says, I can say to them, I do work seven days a week, but in some ways, I don’t work seven days a week because if I want to take some time off, and Unless there’s a sales call or there’s a meeting, I’ve definitely got to be there. I’ve got everything a bit like you. I’ve got everything covered, if necessary. I do still do a lot of it because I think it’s important. So I have to keep a feel of things. It’s a very different knife style to somebody that’s employed 9:00 to 5:00, really, isn’t it?

[00:36:42.870] – Robert Newman

Yeah. Then, of course, if you are going to create a schedule, which for many, if not most of you, is a good idea. This is a very good idea. Oftentimes, the number one problem commission salespeople have is discipline. Discipline, structure, schedules. If you create something that you automatically do, whether it’s the most effective thing or not, then that’s the best schedule. If you can roll out the door and knock on some doors, even If your contact rate is low, but you can do the activity, then that’s what you need to do. You schedule the door knocking. The place of least resistance for what your skills and experience are is that you are a professional writer. Then, write emails in your lead generation door-knocking networking time. Stay within the activity when you’re creating a schedule. Please don’t go, Oh, I need to learn this, so I can’t make a schedule yet. No, don’t do that. Whoever you are, whatever you’ve got, you’ve got some experience. If all of us were in grade school and many of us sold chocolate to raise money, you know how to get out there in front of people and say, Hey, I’ve got something that I’d like to talk to you about.

[00:37:56.650] – Robert Newman

So go to parking lots, wherever the people are And that’s what every professional salesperson will ever do. All the nos and the resistance that you get when you go to a super duper high volume like I’m not interested in what you’ve got to talk about, the people that take the most rejection are the people that are trying to get valid signed inside parking lots. And how do I know that? I used to sell perfume in parking lots. So I know for sure what that experience is like. And it has mostly stayed the same over 20 or 30 years. You’ll get one yes for every 100 nos, and you’ll take those nos in person. But it’ll build your resistance so that when somebody says you have something you should talk to people about, you’re never going to be like, you’re not going to care all that much. You’re going to be able to do it. And that work leads you into quickly being able to do video, easily sitting down and doing podcasts, and quickly being on film. Because what are people going to do? Reject you, taking thousands upon thousands of rejections. It stops mattering as much.

[00:38:57.820] – Robert Newman

Tom Hopkins used to say, Go out, collect your nose. I love that about him. Collect those noses. Could you go out and get them right now? Get excited. Go out and collect your nose. I’ve trained hundreds of sales forces.

[00:39:11.270] – Jonathan Denwood

My rejection with my face has been a bit different. It’s just been a date rejection, so I’m used to it. I got the face for rejection, but I, Rob.

[00:39:23.310] – Robert Newman

Oh, my God, John. All right. English humor is coming to the floor again. All right, personal time. Whatever you do or don’t do with your schedule, ensure you have personal time. Personal time is family; it’s dinner, engaging in a favorite pastime. I think that we, as a country and people, get this all wrong. Personal time should also be expansive. Things that expand your mind, things that expand your soul, things that, really, really move the needle, such as time with family, actual play time with your kids, reading them a bedtime story, playing games with the family, playing games by yourself. That’s my opinion. Years and years of buying sincerely into the commercial garbage that we oftentimes are… I know professional real estate agents that make $50 million a year. There are not many of them.

[00:40:19.990] – Jonathan Denwood

It’s also linked to the networking side, to finish off is to help people. I think the two things, if you’re starting, really get a mentor, work for an experienced agent, be their buyer agent, do the open houses, and do everything you can for that experienced agent. And it’s the networking side and helping people and being as helpful as you can. And if people like you and they think you’ve helped them out, I think apart from the sociopaths out there, I think most people will try and help. How can we put you out with supplying some leads.

[00:41:05.680] – Robert Newman

Fair enough. Anyway, I say expansive time as part of your time. I think we’ve done a pretty good job of talking about the schedule. We certainly filled up the time. We’ve done 40 minutes on the subject. I hope all of you listening to the show will do us a favor and leave us some comments. I try to tackle this subject with integrity, and I know I no longer work a professional salesperson schedule. That was my hesitation, but I’ve certainly done plenty of it, so I can speak with a great deal of authority on the subject. Anyway, John, thanks for putting this together. I appreciate it. It was an exciting subject. It’s a departure from anything that we’ve done. I love it when you look around and say, We’ve never done this before. Let’s do it. It’s so cool. If people wanted to contact you, how would you have them do it?

[00:41:56.550] – Jonathan Denwood

I’ll go to the mail-right. Com website, look at what we offer, and then book a chat with me. It’s always informal. It’s not high-pressured in any way. I would love to speak to you and see if we’re a good fit, and see if Millright could help you out. Back over to you, Rob.

[00:42:17.500] – Robert Newman

A particular interest to all of you is if you have questions about building or leveraging WordPress. John is probably one of the country’s best about the general subject and what could or could not What have you done? So on and so forth. Those questions. I’m SEO. If you have something related to SEO, I’m probably the guy. We would be a good place to start if you want to talk to somebody about search engine optimization in any of its various forms. Go to inboundrem. Com, look up under my name or services, look at our case studies, get an example of our pricing, and then if you’re still interested, you can book an appointment with me, and we’ll talk about it. That’s it. Take us offline, John—43 minutes on the nose.