Most real estate agents spend less than 10% of their 50-hour workweek actually selling. To reach the top 1% and sell 25 homes a year, you need to treat prospecting like a daily habit, not an afterthought.
Less than probably 10% of working hours.
About 50 hours per week.
25 homes in a single year.
Most real estate agents, I think like 99% of real estate agents, if I followed you around for a full week when you're working, like, quote unquote working, you would do actual sales activities for less than probably 10% of the hours that you work, let's say 50 hours. That's probably. If you're really getting after it, you're probably working 50 hours a week in real estate. You're probably not focusing on, you know, new business development, as I call it. I don't love the word prospecting, but that, you know, in essence, you're generating new business and that's your job. Your job is to spend as many hours as you need to in a day. And granted, this varies by lead source. You know, we don't cold call. Some of the cold call sources are one out of a hundred on paid leads, one out of a hundred on, you know, circle prospecting all or cold calling expireds. The reality of this book is to put you in your place when it comes to your job as a real estate salesperson and really realizing the amount of focus and effort it takes to be in the 1%. The 1% is only selling 25 homes in a single year. Right. If you want to do four or five, six homes per month and get leverage and buy back your time, you definitely have to focus on chunking out parts of your day and getting really good at fanatical prospecting.
