ERA Real Estate professionals were in for a real treat when inspirational speaker and author Zan Monroe took the stage during the ERA 2013 International Business Conference to deliver his new talk track, Marketing Mondays, for the first time. During the hour, the inaugural audience learned a very valuable lesson: work on your business in the morning and work in your business during the afternoon.

And the best day to do this? Monday. Zan explained that marketing done on a Monday is more effective because people are more susceptible to changing their behavior on a Monday. Case in point – think about the last time you started a diet. I bet it was on a Monday.

Polling more than 20 top agents, including some from ERA Real Estate, Zan offered the simple things today’s best agents are doing to make a huge difference in their business. Starting your day at 7 a.m. and ending it around 5 p.m., here’s what a Marketing Monday could look like for you.

Working on Your Business

7-8 a.m.: There are three keys to success: mindset, skill set, and actions. Of these, mindset is most important. You must be in the right frame of mind to build your skill set and act effectively. Therefore, many top agents begin the day with a head-clearing workout, they plan their meals (6 small balanced meals a day), and give thanks for every day. In fact, one agent writes the same affirmation 25 times a morning, beginning at 7 a.m. And that is: he believes he has the right to be successful.

8-9 a.m.: Some people have a plan but they do not believe in it. Some people believe but they do not have a plan. Successful people have a plan, believe in it and follow it. One agent polled by Van suggests this tip: at 8 a.m., review your written business plan, review your monthly goals, create a plan for this coming week that addresses those goals and then prioritize activities each day based on your plan.

9-10 a.m.: Work on cleaning out your database so that it consists of only current and high potential clients, including friends and family referrals. With Zan’s help, one agent reduced her database of 18,000 names to 2,000 and ultimately 200 contacts. Here’s a tip to manage your database. Break it out into four buckets: A clients, which are your raving fans; B clients, people who could be raving fans if you put more effort into the relationship; C clients, current clients; and D clients, people you do not know or care to work with. Delete the D clients from the database.

This agent then focused on staying in touch with her buyers, sellers, and sphere of influence with birthday cards, phone calls, wine and cheese gatherings and client lunches. She also sends them relevant real estate information to position herself as an expert. Once she did that, her profits went through the roof. This agent’s motto is now: see the people, serve the people, save them from bad realtors.

One more tip on this. It is really important to get to know your clients from the very beginning. For starters on how to do that, check out Zan’s Buyer Interview document and Client Information Sheet.

10-11 a.m.: Pick up the phone and call people. Another particular agent calls 50 people a week from his database – that’s 10 a day. And that includes current clients because as he suggests, current clients are your best source of referrals. Just be sure not to directly ask for a referral because that puts stress on the relationship. If they are happy with your service, they will let their friends and families know.

11 a.m. – 12 p.m.: Work on branding your name into a household word through creative marketing efforts. For example, one real estate professional bought a used cargo van, had it wrapped with her name and contact information, and hired a driver to cruise her market. With the help of creative out of home marketing, she is now the #1 agent in Louisiana. Use this hour to brainstorm your own marketing efforts that reflect your personality and professionalism. Become known in your market as a real estate expert and thought leader.

Working in Your Business

12-1 p.m.: Practice your marketing presentation and then get out there, list and show properties. But most importantly talk to people to get those listings. For example, one agent in particular will meet several clients a day at a local restaurant and provide them with a real estate review to explain to them what is happening in the market, which in turn often leads to listing opportunities. Know your market and then educate your clients.

1-2 p.m.:  Face time, not Facebook. Here’s a great tip. Each day, write down the people you must talk to during the coming week on an index card. Keep it in your pocket and when you meet with them face to face, check them off. Finish this by the end of the week.   

2-3 p.m.: Sit down with buyers and work with them to rank the homes they are reviewing to determine which home offers the best value.

3-4 p.m.: Only list houses that are going to sell. Use this time to determine the listings that offer the best value, have the best odds of selling and are worth showing. All other houses are a waste of time and effort.

4-5 p.m.: Work the neighborhood. According to one agent, the neighbors sell the houses in their area so arm them with information that they can pass along to interested buyers, who may walk the block and ask residents about the area and the listed home. Invite the neighbors to the open house so they know more about it and send them a letter explaining the home’s characteristics, why the sellers are moving and inviting them to call if they would like information regarding their own home values. Also include a feature sheet of the listed property.

photo credit: Victor1558 via photopin cc