Need to Increase Your Production FAST?

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Powering up Your Commercial Real Estate Productivity

Our productivity power comes from scheduling the right combination of proactivity, reactivity, and maintenance activities. As commercial real estate professionals, we pride ourselves on our ability to react well to whatever comes our way. This is an important quality, and it’s also the one thing that can cause frustration with our career’s progress.


Proactive plans produce the results we must have to secure the high lifetime value accounts that are vital to our long-term success and career satisfaction. Much of our inner drive comes from the feeling that we are growing both professionally and career-wise.


The way to power up your productivity is to create your unique combination of proactively planned results, handling those things that require your reactive skills appropriately, and blocking time for life’s maintenance demands. This last item can be both the easiest and the most challenging. Why? It is easily handled by performing these tasks outside of your golden hours as much as possible. We all need time to eat, exercise, groom and dress, and perform a myriad of maintenance tasks. The challenge often comes in from well-meaning family and friends who may ask for chunks of your productive time. Respectfully setting limits, suggesting alternate times, or saying no is necessary for the preservation of your productive power.


Plan each week with blocks of time for the routine maintenance items.  Create a list of these recurring tasks and schedule time weekly for them. Include the small stuff like picking up dry cleaning, shoeshines, haircuts or other grooming necessities, etc.  Knowing where these fit into your week is the best way for you to create more time for your proactive planning.


Early morning planning is a wise use of time. Get clear on the results you want from the coming week. Then focus on specific, measurable results each day that advance the results you want this week. For commercial real estate brokers, it should be to list, sell, or lease something this week. Those are the measurable results for which you get paid.


Next, turn your attention to the things you must react well to; these should be primarily transaction oriented. What do you need to do to advance your current real estate assignments, such as listings, tenant representation or buyer representation assignments, and your transactions in progress? Then schedule time into blocks that organize these tasks into similar work modes to increase your flow and focus. Then either set time limits on how long you will work on a particular set of tasks, or set deadlines for their completion.


Here is what to do with what you have learned in this program. Start by auditing your daily habits or rituals. Do they serve you well?  For example, I recently reviewed my Monday through Friday morning ritual and discovered that it did not energize or help me to focus on what I really wanted. I revised it, and to make it easier to implement, I created a morning mantra which is, “I rise, exercise, plan and act.” Now, because I get more done, my weekends are freer and less stressful.


Don’t expect perfection. If you slip a little bit, don’t dwell on it as a failure. Recognize it and refocus on getting back on track. At the end of each week do a quick check back, assessing your progress towards the specific results you had planned to accomplish. Then enjoy the feelings of accomplishment to reinforce the positive behaviors. Train yourself to focus on the results you want, enjoying your progress toward their achievement, and powering up your productivity.




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