Real estate is a business rich in details. The more complex the deal, the more details you have to stay on top of. How do you do it? It’s true that some (you might even argue many) salespeople by their nature are less than detail oriented. Their true talent and abilities exist in other areas. Here are some ways to help you keep your finger on the details:
1. Get organized. By that I mean get an organizer and use it. Your mind probably isn’t what it once was, and even if it is, just the sheer volume of details in the various transactions you have going will soon overwhelm even your ability to keep all the balls in the air. Using a gantt-type chart (like the charts they use in construction projects to tell them what needs to be done and when) will make sure you haven’t left anything out. You can make these charts in a spreadsheet, or use off-the-shelf software. The important thing is that you get organized.
2. Don’t procrastinate. The old adage never do today what you can put off ’til tomorrow sure doesn’t apply in our business. Do it now. Who knows what is going to happen tomorrow. You’re less likely to forget something if you’ve got everything done several days before closing than you are if you’re running around like a chicken with it’s head cut off at the last minute. Mistakes most often come from lack of planning and / or preparation.
3. Get some help. I know, people think you’ve probably got a big red “S” on your chest, but you aren’t superman, and there’s not shame in admitting you need some help. If you’re not the organized type (and who is?) you should consider hiring someone who can come in (even part time, or just when you need it) to be sure you’ve crossed all the “T’s” and Dotted all the “I’s”. If you like to paint broad strokes with the big brush, giddy up, but make sure someone’s coming along behind you with that brush that has just one little hair. That person will make your finished painting look a lot more the way you intended.
4. Don’t forget the little things. Thank you cards, Christmas cards, etc. are great ways to stay in touch, but it’s more than just staying in touch. You don’t want to lose contact with these people. Let them know you appreciate their business AND their friendship and you’ll see the results.
Success in any field comes from spending your time doing what you do well. But at the end of the day, you have to get the whole job done, whether by your own hand or by the hand of an assistant. How well you identify everything that needs to be done, and then do it, will have a big impact on your level of success.
I can’t agree more with Allen. The problem seems to be that the task looks like the proverbial elephant, and since the only way to eat an elephant is one bite at a time, only a few of us want to take on the task. Creating is data base and then maintaining it through meaningful contact with the people is THE
Sorry about the error in my response. The complete comment is as follows:
I can’t agree more with Allen. The problem seems to be that the task looks like the proverbial elephant, and since the only way to eat an elephant is one bite at a time, only a few of us want to take on the task. Creating is data base and then maintaining it through meaningful contact with the people is THE singlemost important thing we can do. There are numerous “drip” contact managers that will make staying in touch much easier. Allen’s step #2 then becomes vital: Start today in creating the data base and in following up with those people who mean the most and those who help keep you in business.