As a brand-new agent, Marsha in Alabama, switched to a real estate career after serving as a pastor for 15 years and battling a rare liver disease for seven years. She got her license and moved to a new area—just as the pandemic shut down the world. Marsha turned to real estate coach Karen Coffey, who taught her the step-by-step blueprint and a business-focused daily real estate schedule so she could quickly produce results.
Marsha successfully closed $5 million in sales volume in her first six months.
No stranger to adversity herself, Coffey went from being a homeless single mom to a top-producing agent. In her first year, Coffey generated nearly $500,000 in residential sales in a brand-new market. In her newly published book, Making Agents Wealthy: The #1 Results-Oriented System for Women in Real Estate.
What’s Coffey’s secret sauce for success? It starts with creating an intentional, business-focused morning schedule. Put this boundary in place to reflect Coffey’s philosophy: “If you’re not paying my mortgage, you’re not getting my mornings.”
Coffey’s daily real estate schedule for agents
8:30-9:00 a.m.
It starts with your mindset and getting your head in the game. “I can teach skills and give you systems,” says Coffey. “But if you don’t have the mindset that you’re a professional in charge of your business, none of it’s going to work.” For some people, that means prayer or meditation. For others, it could mean gratitude.
Next, focus on a daily “One Page,” which highlights what you’re committed to and what the positive and negative consequences are of following through with what you’re going after. Detach from the outcome, knowing it’s okay if you don’t know how you’re going to do this (such as create $100K in 100 days) — you just know you will do it.
Finally, what’s the one inspired action that you can take today to meet this commitment? Reflect, write, and map out your daily plan.
9:00-11:30 a.m.
Agents should focus on lead generation, which includes following up with prospects and past clients, negotiating contracts, scheduling appointments, and attending closings. (This isn’t the time to get your hair done or your car fixed, she says.)
Don’t let other people steal your time and income — if you take a call to put out a fire, you’re putting your money-generating activities on the backburner. Get more done by being proactive rather than reactive in your business. “Draw the line and decide — am I going to have a business or is this just a hobby?” she challenges.
Also, it’s never too soon to leverage other people to help you accomplish more, so learn to delegate, get an assistant, hire a professional photographer, etc. For CEOs (agents who have a team), their productive mornings focus more on attracting agents to work with them, taking listings, and implementing systems for success.
11:30 a.m. – 2:00 p.m.
All your appointments should be in the afternoon, advises Coffey. Take time to recharge with lunch, then spend time following up with contract negotiations, checking emails, and returning phone calls. “Lead generation is relational, it’s about attracting business,” says Coffey, who advocates against a salesy approach. “It’s about impacting people’s lives so you’re speaking in a way that’s meaningful to them, whether you’re helping buyers or recruiting agents,” she says. Find out what they need and help them get it.
2:00 p.m. Get out of the office, whether that’s having fun with your family or going on appointments, Coffey says.
Interestingly, Coffey stresses the importance of taking a social media diet during this 100-day period. She suggests posting just once or twice a week, focusing on videos, listings, and buyers’ needs. This daily real estate schedule becomes a business blueprint to follow to move agents towards a “$100K-in-100-days” reality. Coffey coaches her clients to put their blinders on for 12 weeks because “success takes as long as you let it.”
Lisa Beach is an Orlando-based freelance journalist, copywriter, and content marketing writer. Her work has been published in The New York Times, Conde Nast Traveler, Parade, Islands, Good Housekeeping, USA Today, Costco Connection, and dozens more. Check out her writer’s website at www.LisaBeachWrites.com.
