The One Thing That Actually Grows Your Real Estate Business

Have you ever heard anybody talk about The One Thing? It’s the book that everyone in real estate has talked about at some point. And if you’re like most agents, you’ve probably thought to yourself, how can anybody have just one thing? There are 5,000 things running through your head every single day. Every agent has more to do than they can possibly accomplish.

But here’s what’s interesting. 71% of real estate agents did zero transactions last year. And of the ones who actually did close deals, most made less than $40,000. That’s a full-time commitment producing part-time income.

So where is all the time going? Brian Buffini did a study that broke down how agents actually spend their day. About 32% of an agent’s day was spent running errands. 29% was spent scrolling through social media. 18% was spent checking and responding to emails. And how much of the day was actually spent prospecting, talking to potential clients, and having real conversations? Three percent.

The one thing that matters more than anything else is talking to people. We have a friend who started a coaching business called TTP, which stands for Talk to People. And we love it because it’s so on the nose. It just makes sense. The agents who talk to people win. And if you don’t believe that, ask yourself this: when’s the last time you saw someone close a deal and thought, how in the world did somebody trust that person with their biggest asset? It probably wasn’t that long ago. But the reality is that person talked to somebody at just the right time and ended up working with them.

Here’s the challenge. If you spent one month, just one month, flipping that triangle upside down and dedicating a third of your workday to talking to people, prospecting, and following up, your business will boom so big that you’ll have a brand new problem. Not “where’s the next closing coming from?” but “how am I going to handle all the business I’ve got right now?”

Schedule out a third of every single workday for lead generation and lead follow-up. Protect that time like a surgeon in surgery. Nothing gets in the way of a surgeon performing heart surgery. Treat your prospecting time the same way. Do it for one month, and you’ll see your entire business start doing things you would have only dreamed were possible.

If we can help you build this out, set up guardrails to protect that time, and propel your business to the place you’ve always known it could go, we’d love to connect. Email us at ChrisCraddock@ChrisCraddockLeadership.com or visit chriscraddockleadership.com. Let’s get your business to the place you’ve always known it could go.