PRODUCTIVITY: How to Get More Done in Less Time - Kevin Ward @ YesMasters.com

Hi there, it's Kevin Ward with yes Masters Real Estate Success Training, helping you get more yeses and more successes in your business and in your life. And this today I want to talk to you about one that's huge, and that is how in the world can I get more stuff done in less time? Because it seems like I work my rear end off every day, all day, and I just like, the end of the day, I'm like, I got so much left to do, you know? You felt that way, right? That's like, I don't know how in the world we create this beautiful to do list or whatever it is that you use. And we're like, okay, I'm going to get all this done today. And then we get working on the first one, and then something comes up that knocks us off track. And the end of the day comes, we look at our list, we're like, oh, my goodness, what am I going to do? I'm not getting anything done. And it feels like I'm actually getting further and further behind every day. Okay, can you relate? If you can't relate to that, you need to shoot this video. Not me, but this is something I think all of us can relate to. What can I do to get more done in less time? It's so. So. Because if you can do that, if you can get more done in less time, you get your day back, you get your life back, and you get your sanity back. The question is, how do I do it? So there's really four things that have got to happen if you want to get more done in less time. There's four things you want to learn to make happen every single day, and this will guarantee help you get more stuff done. So the very first thing is I got to figure out what has to be done today that really matters. So the first step is if you want to get more done in anything in your life, whether it's in your business or anything else, is that is you've got to start getting some clarity at the beginning of the day of what is it that matters today? Do you have a clear sense of direction, a clear sense of priorities, of knowing, like, where do I need to invest my time in things that are going to get me the best results return? And so one of the things that I talk about and I want to really I want you to get clear about, is that if you want to get more stuff done, you got to start focusing on the things that will really move the needle in your business. Now when I talk about the things that will move the needle in your business. I call them the cha chingers. What's the cha chinger? A cha chinger is the thing that makes your pocketbook in your business go cha ching. It's the things that make you money. Okay, what are the things that you got to do every single day that if you don't do them, you're not going to make money. And those are your cha chingers. They're your money making activities that you've really got to focus on every single day. Things like lead generating, prospecting. If you're not talking to people, if you're not out there doing it, you're not going to get results. I'm just going to give this as a real quick bonus. I wasn't even planning to do this on this video, in this, but I want to just share this with you real fast. What are you doing the cha chingers in your real estate business? Well, number one is prospecting. That's huge. If you're not talking to people, if you're not generating new business, generating new leads, getting appointments, you're not going to make money. No appointment, no money. Number two is you've got to follow up on your lead. So number two is lead follow up. Then number three is going on qualified appointments. Once you've done your prospect, you've done your lead follow up. You set appointments. Now you attend the appointments, going to get listings, working with buyers to help them actually find and buy a house. Those are qualified appointments. Which is a qualified means it's a motivated, ready seller or buyer that you can actually get, that you can actually inspire them to hire you today. If it's a buyer that you can actually inspire them to buy a house. Those are qualified appointments. And then the fourth thing that is a cha chinga in your business is negotiating. And when I say negotiating, I'm negotiating. I'm talking about negotiating contracts. And negotiating a contract is how you deliver results to your seller. Once you get a contract in escrow, you get a contract pending. Now you've got to be, you're the one that's got to work through the negotiations of any changes in terms. Negotiating on the offer, you negotiating. Once it's in escrow, your job is to help get to the result which is a close, successful closing. And here's the reason. These are the four cha chingers in real estate. 1. The biggest reason is because these are the four activities in real estate that all require the skill of leading people to a decision. That's the real secret here. If you want to do the things that make you money. In real estate, it's the skill of leading people to a decision. When you're prospecting, here's the decision to set an appointment with me. I'm leading them to a decision to hire me, to set an appointment with me. If you're doing a lead follow up, same thing, I'm inspiring them or leading them to a decision to set an appointment with me. When you go on the appointment, your job is to inspire them to make a decision to hire you or to make a decision to buy a house. That's what you do as a real estate agent. And then the fourth thing is negotiating contracts. Why? Because you're leading people to make decisions that make the transaction work. Whether it's the other agent, whether it's the other party in the transaction negotiating, whether it's negotiating with your own client is you're leading them. Whatever party you're negotiating with, you're leading them to a decision. This right here is where the money is in real estate is understanding that if you have the skill of helping people come to good decisions that make transactions work, that's why you get paid. Those are the cha chingers in your business. So is that planned into your day? Every day, especially prospecting and lead follow up, which should happen every day. Your goal is to have an appointment every single day. If you don't have an appointment, you can do more of the other things that make you money. If you've got offers, you've got contracts, you're negotiating, obviously that's high on your priority list. It's got to happen that day and it's got to happen with diligence. However, the cool thing is you can actually control the time of day when that happens, which is called having a schedule. But that's a different training. But number one is you've got to have clarity about what is it, what is it that I need to be doing today? And I hope this gives you some clarity about what are the things you need to be focusing on every single day if you want to make more money and build a more profitable and powerful business so you can add value to even more people. Okay. The second thing that you got that will help you get more done in less time. Once you've got clear about what you need to do, is now the intention to do it. Okay, I know what I need to do today. I just didn't do it. Why not? Well, I just didn't get around to it. Well, why not? Because I didn't make a commitment to myself that I was going to do it. The power of intention is incredible. If you have something and you're like, I know, I know, I know, I know I need to do, you may have some clarity about all of this, but if you're not clear about your intention, if you're not clear about your commitment to doing it, then you're going to let other things take you off track and it's going to kill your business. So I've got to be clear about what I need to be doing today to get the result I want. And then I've got to set the intention. This I'm going to do today. I'm going to prospect, I'm going to do my lead, follow up, I'm going to get an appointment. Nothing's going to get in the way of that, period. I'm not. It's too important to me. My goals and my dreams and my family, my life is too important to me to not accomplish the things that I know I need to accomplish today. I know what I need to do and I am going to get it done, period. And I'm not going to let anything stop me. Third thing, third element that will really help you get more done in less time is having a sense of urgency. Having a sense of urgency. Having a sense of realizing how important speed is now. I'm not talking about panic, okay? I'm not talking about freaking out. See, urgency is not okay. I've got a listing appointment in two hours and I haven't done the CMA yet or oh, no, I'm not ready for the appointment and I'm trying to get out the door so I'm not late to the appointment, that's panic, that's stressful, that's unproductive. What I'm talking about when you show up every single day, showing up in your business, saying, I'm going to be productive today and I'm going to get stuff done fast. In fact, this is something that I learned from one of my coaches, James Malenchek. And he taught this. He said, G, S, D, F. This is what achievers do. They get stuff done fast. And I'd always heard gsd, get stuff done right? Or some. You can use another word for the S there, but get stuff done. And James said, no, don't just get stuff done. Get stuff done fast. Have that sense of urgency. If you have that sense of urgency of I'm going to hit it hard and I'm going to start fast and I'm going to finish strong, it's very Very powerful in helping you get more done in less time. See, here's one of the things about us as real estate agents. We don't have a lot of deadlines except when we have an appointment or we have a closing. But we spend much of our business in an area of flexibility, where it's like, nobody gets on me if I don't prospect three hours today and I don't start at nine and finish at noon, or start at eight and finish at 11, if I don't start at a certain time and finish, then nobody gets mad at you. They don't beat you up, they don't threaten to fire you. There's no pressure for us to be urgent. The pressure has got to come from our own internal drive to achieve our goals and to have a life. Have you ever seen an agent that they seemed like they stayed at the office till like 9 o' clock every single night? Maybe you know somebody like that very, very well. Is they. It's not that they're maybe. Maybe they have a lot of business going, maybe they don't. But the biggest reason is they're not productive in the first part of the day. And the best agents, when I say the best, the most productive agents that really know how to get stuff done are the ones that get there and they get to work and they start producing right away. They start doing the things that matter to get results. And they do it with that sense of urgency, number four. And number four is so critical, and it's more critical today than it's ever been before. And it's what I call insulation. And I want you just to write that down. Write down insulation. I hope you're writing this stuff down. I hope you're taking notes on this as you do it. And if you're. That you understand the importance of internalizing this. So I want to have clarity about what I need to do. I want to have intention, which means a commitment to making sure it happens. A sense of urgency that I want to get stuff done fast. I want to start fast, finish strong. This is not panic. It's focus. It's intensity. It's get in there, get it done, get out, get home, have a life. That's the power of the urgency. And number four is insulation. And here's what I'm talking about. Insulating yourself from distraction, insulating yourself from all of the things that can knock you off track during the day. And never before has there been a time where distraction is more prevalent and more powerful than ever before. There is constantly. We're constantly being bombarded by distractions. I mean there's always been the distractions of, you know, your office, of being in the office of the age, other agents or if you work from home of the refrigerator or your family or kids, your dog, whatever it is, there's always those distractions. But since the new days of smartphones and tablets and push notifications and alerts and all that, where our phones are constantly dinging and donging and buzzing and vibrating and our emails constantly popping in, it is, we are non stop distracted. Social media, text messages, they just kind of like in our brain. And every time you're sitting there and you're trying to prospect and then your phone buzzes and it's a Facebook message notification showing up on your phone and what do you do? Boom. You immediately look at it. And I don't care what else you're doing, that takes you off track, it completely distracts your intensity, your single mindedness, your focus is completely distracted by that happening. Or when you just keep your email browser open all day. So every time a new email pops up, all of a sudden that just sets your new agenda. Whatever that email is, I'm going to check it just in case it's really important. And then I check the email and it's, you know, it's from Nordstrom's or whatever. You walk in. Have you ever noticed that when you go shopping at retail now, they get your email, they say, can we email you your receipt? Well, when they email you your receipt, I think there's a plot going on here. They're going to be sending you marketing emails, right? And now those pop up in your email and all of a sudden now I'm shopping at Nordstrom when I'm supposed to be prospecting. How did that happen? I don't even know. But it happens. And I bet you know what I'm talking about. We live in distraction. And if you want to get more stuff done in less time, today more than ever, it has got to become a set part of your plan and intention of how can I insulate myself from distractions? I heard somebody say one time, if you want to double your productivity in the morning, do one simple thing. Turn off your cell phone, just turn it off. Just close your email browser, just completely close it, shut it down, turn off all push notifications and alerts on your phone and focus on what you need to do right now to get more done in less time. Now the last thing I got to tell you today is it's not just about getting more stuff done. The real key is not just more. It's learning how to get more of the right stuff done. And that's the reason I talked to you about having clarity about the Cha Chingers, is learning to focus on the right things. Because you can be very, very productive. And you can create this huge to do list. And if you get clear and get intentional and you work on it fast, you can just knock off a ton of things. But the one thing that mattered most got pushed off until the very end. And then you ran out of time. It was like, ah, well, I'll do it tomorrow. Hmm. And that's the killer. So make sure that when we're talking about getting stuff done fast, that you're clear about the right stuff, the things that will really move the needle and in your business, to get you more results in less time so that you can have the life you deserve. Because what I really want for you is in everything you do, I want you to be able to embrace life, to engage every opportunity and always expect, yes.