The best property agents know how to prioritize all the steps that must happen during the day – which tends to be quite a bit longer than the average individual’s work day. Because there are so many prospects, sellers to engage, and houses to show, how does the professional agent keep track of it all?
The answer to this question is the Agent’s Activity Log. If the agent works for a realty firm, the organization may have a template for the agent’s daily, weekly, monthly, quarterly, and annual planning. Although a new agent may have few tasks to prioritize because he or she is developing a first deal, the experienced professional has many variables in process.
Planting Seeds, Tending the Crop, and Reaping the Harvest
According to “The Secrets of Question Based Selling,” the successful agent is always prospecting (planting seeds), assisting customers in buying or selling property (tending the crop), and making transactions (reaping the harvest). The real estate agent really can’t focus on one or two activities because, otherwise, deal flow will fall off in a period of weeks or months.
Activity Log Content
The Activity Log notes each property listing, buyer search, pending transactions, appointment sets, bids extended, offers received, and referrals requested/received. The Activity Log may be part of the firm or agent’s CRM so that emails and contacts are organized. The agent might not remember precisely what was last discussed with a bank loan officer or escrow agent without excellent organization.
Organization and excellent communication go hand-in-hand for the professional agent. Managing each step of multiple projects in progress is challenging but ultimately quite rewarding.