May 1, 2025 • 17 mins
When we say yes to something, we're inevitably saying no to something else, which is why effective calendar management is critical for real estate professionals. Your calendar directly reflects your priorities and correlates with your bank account—successful agents plan like business owners by blocking time for consistent prospecting, appointments, and follow-up.
A peak into this episode -
• Start by scheduling faith, family, and non-negotiables first, then build business activities around them
• Improve by just 1% daily and focus on beating your personal best
• There's no such time management—only activity management
• Schedule income-producing activities during your peak energy hours
• Approximately 70% of your business comes from effective follow-up
If you're finding value, please subscribe, follow, or share to help impact as many agents as possible. Next week we'll cover Chapter 3 on lead generation—an area where most agents struggle.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
When you say yes to something, what are you saying
no to?
That is chapter two of my ebookand today I'm going to read
that to you and I would love ifyou're finding value, if you
would subscribe, follow, share,whatever you'd like to do to
spread the word, because Ireally want to impact as many
(00:27):
agents and really almost anyonecould listen to this chapter.
Don't even have to be realestate specifically.
It's helpful for all people,for sure.
All right.
So chapter two when you say yesto something, what are you
saying?
No to?
Run your calendar or it willrun you.
(00:52):
My first year in the businesswas by far the hardest the
learning, anxiety, uncertainty,fear, freedom, success, failure.
It was all a lot.
Every day and every transactionwas different.
It still is and I remembercoming home one night.
(01:16):
Hours passed when I said Iwould be home and my husband
said to me I don't care aboutthe money, it's not worth it.
I said I would be home fordinner and once again a showing
came up and I said yes to theshowing and no to my family.
I had not learned about lockingmy calendar and setting
(01:40):
boundaries.
That no is a complete sentence.
It was clear I didn't have thetools or emotional IQ to handle
all the extremes ups and downsthat accompanied real estate.
I had so much to learn.
It was once said to me we areonly selling real estate.
(02:02):
We aren't performing brainsurgery.
To me, we are only selling realestate.
We aren't performing brainsurgery.
No one is going to die.
So why did it feel that way tome when things were headed in
the wrong direction?
Did I care too much?
How come I felt extremehappiness one minute and like I
(02:23):
was going to throw up the next?
You see, it took months andyears of training to get to
where I am today.
I now stay very neutral and Igo into solution mode.
I understand I am only incontrol of what I can control.
I can't control my clients,other agents, inspectors,
(02:43):
appraisers or loan officers, etc.
I went through some reallytough situations and learned the
hard way.
It shouldn't be that way.
It doesn't have to take yearsto learn what should only take
months.
Make sure you surround yourselfwith the right people who will
fast track you and your success,people who want to see you
(03:06):
thrive, not just survive.
Your calendar says a lot aboutyou.
First, if you look at yourcalendar and then look at your
bank account.
There's a direct correlationbetween the two.
If the results are not what youwant, what are you doing about
it?
You see so many agents don'tknow what to do about it.
(03:29):
They play around on socialmedia, send some text messages,
maybe make a few calls, andstill nothing happens.
This is where your businessplan and calendar come into play
.
This is a business.
You are a business owner.
Your calendar should reflectyour business.
(03:51):
I see agents all the time withlead generation blocked off on
the calendar for one or twohours and when they show up to
prospect they don't know what todo.
Then they spend 20 to 30minutes trying to figure out who
to reach out to and much oftheir time is now lost and
nothing moved forward.
This is where your calendar isso important.
(04:13):
Sit down Sunday night and planyour calendar for the week.
Plan like a business owner.
I have many of the activitieson repeat each week.
Much of your calendar you cancreate and set on repeat your
prospect.
Time when you're available forappointments, non-negotiable
(04:37):
activities, lunch, follow-upcalls all of it.
Remember Follow-up calls, allof it.
Remember.
Consistency equals success.
You can't have one without theother.
Monday what are you doing?
Who are you contacting?
Tuesday, wednesday?
(04:57):
Be specific.
Have the list names, numberspulled and devices charged and
ready to go?
For some agents this all seemsa bit extreme, trust me, I saw
more people come onto the teamand leave within weeks because
(05:18):
the level of accountabilitydumbfounded them.
Now I encourage you to takewhat resonates with you and
apply it to your business.
You can leave the rest here forsomeone else.
A typical day back then when Iwas building my business 815 to
(05:38):
845 in the office, scriptpractice, objection handling
with a partner or on the team Ialso had three script partners I
worked with at different timesthroughout the week 9 to 11 am,
lead generation specific for theday, and in my calendar this
(06:00):
time was sacred.
This was non-negotiable.
Nothing and I mean nothinginterrupted this time.
11 to noon follow-up If therewas a team meeting or brokerage
meeting, the follow-up wouldmove to the afternoon, noon,
lunch, 1 to 6 pm appointments,which included showings, buyer
(06:24):
consultation, listingconsultations or prepping for
appointments.
If I didn't have anyappointments, I did more lead
generation or follow-up to fillmy calendar.
My goal when I was 100% insales mode was to have 100
conversations or more per weekwith people who didn't yet know
(06:46):
me, I mostly did this with a CRMand dialer.
If I didn't hit my 20 per dayin the morning, I would continue
calling go door, knockingwhatever I needed to do to find
people to talk to about realestate.
When planning your calendar,start with faith, family
(07:07):
vacations and non-negotiableevents.
Put these on your calendarfirst and simply call them an
appointment.
Color code each category so ata glance you see what the day or
week entails With vacation.
Let your clients know whenyou'll be having an upcoming
(07:28):
vacation, when it's planned, andput a backup plan in place.
While you're gone, you don'tneed to explain your calendar to
your clients.
If you have your son's baseballgame at 6.30 pm on a Saturday
and a client wants to schedule ashowing, your response should
(07:51):
be I have an appointment duringthat time.
Would five o'clock work?
I have found that some clientswon't honor your time with your
family or may not see it asimportant as you do.
That's why it's simply anappointment.
If an emergency comes up, likeany emergency, you'll move
(08:13):
things around and make it work.
This is the exception, not therule.
After talking with and coachinghundreds of agents, I know
everyone's path looks different.
I am grateful for thewell-rounded experience I have
and can bring forward to helpother agents, for the
well-rounded experience I haveand can bring forward to help
other agents.
I have learned that competingwith yourself and beating your
(08:35):
personal best is key.
It's one of the keys for growth, building self-esteem,
confidence, creating greathabits, strong decision-making,
setting standards and meetingand exceeding goals.
It's essential for all of it.
If you beat your personal bestfrom yesterday and get 1% better
(08:58):
every day, your business willgrow.
Therefore, your calendar isvery important.
When you show up and followyour calendar, you don't have to
think or decide what to do.
It's done for you.
Don't feel like doing it?
Yeah, I've been there.
There are many times I didn'tfeel like doing it.
(09:21):
You do it anyway.
Regardless of how you feel, Ican tell you that most of the
entrepreneurs in the top 5% oftheir profession didn't always
feel like doing most of thethings they had to do to get
there.
They did it anyway and that'swhat sets them apart and got
them the results.
Take action even when you don'tfeel like it.
(09:46):
A huge lesson I learned is thatthere's no such thing as time
management.
You cannot manage time.
You can't change the past oreven what time you got up today.
Time ticks away regardless ofyou and what you do.
What you can manage are theactivities you fill your time
(10:08):
with.
It's what you're doing withyour time each day that makes
the biggest difference in yourbusiness and your life.
Learn to manage yourself andyour activities.
Many people go back to theirwhy.
What inspires or motivates youto show up every day?
I do this to a degree, and muchof my decision making and
(10:34):
inspiration comes from my futureself.
What does that version of me do?
Have a conversation with your80-year-old self.
Ask him or her what should I doin this situation?
Is this going to move mybusiness forward?
How do I make the best decisiontoday?
What would you do?
(10:55):
I heard this from Alex Hermosyand it's pretty powerful.
If you lean in and listen.
When you don't feel likeshowing up, think to yourself
what does the version of me whohas met or exceeded my goal do
at this moment?
Is it even a question?
No, they do it, because that'swhat moves the needle forward.
(11:21):
Take action to get from whereyou are to where you want to be.
When are you at your best?
When is your energy the highest?
For me, it's the morning andtake this time and focus on
income producing activities andanything you want or you've been
putting off doing.
What are three to four thingsyou will do that will move your
(11:47):
business forward?
Always do the things you'vebeen putting off first.
When is your follow-upscheduled?
Approximately 70% of yourbusiness will come from
follow-up.
Do you have a solid system forfollow-up scheduled?
Approximately 70% of yourbusiness will come from
follow-up.
Do you have a solid system forfollow-up?
If not, get one and put it onyour calendar.
(12:08):
Schedule lunches, breaks andpersonal appointments outside of
your peak energy andincome-producing time and
income-producing time.
Be intentional about yourcalendar and what you allow on
it, and when the goal is to sitdown at your computer, pull up
(12:30):
your calendar and it tells youwhat you are doing.
It's simple, not easy, so takeaction.
The step for this week isschedule out your calendar for
the week.
Challenge yourself to say no toactivities that don't move the
needle forward in your business.
(12:50):
This is one in a lesson that Itruly did learn the hard way, a
lesson that I truly did learnthe hard way, and I am really
passionate about it.
And I actually just got off acall with some of the top
leaders at my company and thisvery thing came up when you say
yes to something, you're sayingno to something, and I want you
(13:15):
to really think about that andthink about what you're saying
yes to, and should it be a yes?
And we talked about this beinga season.
We all go through differentseasons in our life and for this
season you're in and in orderto get from where you are to
(13:36):
where you want to be it may be amonth season, it could be a
year or maybe a couple yearswhat you have to do during this
season that will get you throughit.
It's going to be somethingdifferent than what you did the
last time, the last season, ayear or two ago, and it'll
probably be different from whatyou're going to do a few years
(13:59):
out in the future.
But you want to think abouttoday and truly look at your
goal, look at who you need tobecome and what activities and
habits you need to put intoplace, because for you to get
from where you are today towhere you want to be, on average
(14:19):
, you're going to have to leave50 to 80% of who you are today
behind, and that's stepping intoyour future self getting in
different rooms, havingdifferent conversations, hiring
different coaches, finding amentor.
That's done what you intend todo and really block out all the
(14:42):
noise, block out the things thatmaybe are really fun or you
just like to do, but it's notadding anything to your life.
I'm not saying never doanything fun or have time for
just you.
Absolutely.
Have that on your calendar,have that off peak energy time
(15:05):
and on a separate place.
But you want to really show upduring the time that you've
allotted for your business andmake decisions like a business
owner.
I promise you it will changeeverything.
Decisions like a business owner.
I promise you it will changeeverything.
And, of course, if you needanything or have any questions
(15:25):
or if I can help in any way, I'mhere and happy to do so.
You can look me up.
If you're listening on mypodcast, you can drop me a text
below.
If you're on YouTube, leave mea comment.
I'll read them, I'll respondand I'm here and happy to help
in any way.
Leave me a comment, I'll readthem, I'll respond and I'm here
and happy to help in any way.
So next week will be chapterthree.
(15:47):
This is another good one leadgeneration.
It's a numbers game Just aboutevery agent I've ever coached or
mentored does not have theirlead generation down.
So I encourage you, come backnext week and we'll be reading
chapter three and talking moreabout that.
So until next time, go sellsomething and have an amazing
week.
When you say yes to something, what are you saying
no to?
That is chapter two of my ebookand today I'm going to read
that to you and I would love ifyou're finding value, if you
would subscribe, follow, share,whatever you'd like to do to
spread the word, because Ireally want to impact as many
(00:27):
agents and really almost anyonecould listen to this chapter.
Don't even have to be realestate specifically.
It's helpful for all people,for sure.
All right.
So chapter two when you say yesto something, what are you
saying?
No to?
Run your calendar or it willrun you.
(00:52):
My first year in the businesswas by far the hardest the
learning, anxiety, uncertainty,fear, freedom, success, failure.
It was all a lot.
Every day and every transactionwas different.
It still is and I remembercoming home one night.
(01:16):
Hours passed when I said Iwould be home and my husband
said to me I don't care aboutthe money, it's not worth it.
I said I would be home fordinner and once again a showing
came up and I said yes to theshowing and no to my family.
I had not learned about lockingmy calendar and setting
(01:40):
boundaries.
That no is a complete sentence.
It was clear I didn't have thetools or emotional IQ to handle
all the extremes ups and downsthat accompanied real estate.
I had so much to learn.
It was once said to me we areonly selling real estate.
(02:02):
We aren't performing brainsurgery.
To me, we are only selling realestate.
We aren't performing brainsurgery.
No one is going to die.
So why did it feel that way tome when things were headed in
the wrong direction?
Did I care too much?
How come I felt extremehappiness one minute and like I
(02:23):
was going to throw up the next?
You see, it took months andyears of training to get to
where I am today.
I now stay very neutral and Igo into solution mode.
I understand I am only incontrol of what I can control.
I can't control my clients,other agents, inspectors,
(02:43):
appraisers or loan officers, etc.
I went through some reallytough situations and learned the
hard way.
It shouldn't be that way.
It doesn't have to take yearsto learn what should only take
months.
Make sure you surround yourselfwith the right people who will
fast track you and your success,people who want to see you
(03:06):
thrive, not just survive.
Your calendar says a lot aboutyou.
First, if you look at yourcalendar and then look at your
bank account.
There's a direct correlationbetween the two.
If the results are not what youwant, what are you doing about
it?
You see so many agents don'tknow what to do about it.
(03:29):
They play around on socialmedia, send some text messages,
maybe make a few calls, andstill nothing happens.
This is where your businessplan and calendar come into play
.
This is a business.
You are a business owner.
Your calendar should reflectyour business.
(03:51):
I see agents all the time withlead generation blocked off on
the calendar for one or twohours and when they show up to
prospect they don't know what todo.
Then they spend 20 to 30minutes trying to figure out who
to reach out to and much oftheir time is now lost and
nothing moved forward.
This is where your calendar isso important.
(04:13):
Sit down Sunday night and planyour calendar for the week.
Plan like a business owner.
I have many of the activitieson repeat each week.
Much of your calendar you cancreate and set on repeat your
prospect.
Time when you're available forappointments, non-negotiable
(04:37):
activities, lunch, follow-upcalls all of it.
Remember Follow-up calls, allof it.
Remember.
Consistency equals success.
You can't have one without theother.
Monday what are you doing?
Who are you contacting?
Tuesday, wednesday?
(04:57):
Be specific.
Have the list names, numberspulled and devices charged and
ready to go?
For some agents this all seemsa bit extreme, trust me, I saw
more people come onto the teamand leave within weeks because
(05:18):
the level of accountabilitydumbfounded them.
Now I encourage you to takewhat resonates with you and
apply it to your business.
You can leave the rest here forsomeone else.
A typical day back then when Iwas building my business 815 to
(05:38):
845 in the office, scriptpractice, objection handling
with a partner or on the team Ialso had three script partners I
worked with at different timesthroughout the week 9 to 11 am,
lead generation specific for theday, and in my calendar this
(06:00):
time was sacred.
This was non-negotiable.
Nothing and I mean nothinginterrupted this time.
11 to noon follow-up If therewas a team meeting or brokerage
meeting, the follow-up wouldmove to the afternoon, noon,
lunch, 1 to 6 pm appointments,which included showings, buyer
(06:24):
consultation, listingconsultations or prepping for
appointments.
If I didn't have anyappointments, I did more lead
generation or follow-up to fillmy calendar.
My goal when I was 100% insales mode was to have 100
conversations or more per weekwith people who didn't yet know
(06:46):
me, I mostly did this with a CRMand dialer.
If I didn't hit my 20 per dayin the morning, I would continue
calling go door, knockingwhatever I needed to do to find
people to talk to about realestate.
When planning your calendar,start with faith, family
(07:07):
vacations and non-negotiableevents.
Put these on your calendarfirst and simply call them an
appointment.
Color code each category so ata glance you see what the day or
week entails With vacation.
Let your clients know whenyou'll be having an upcoming
(07:28):
vacation, when it's planned, andput a backup plan in place.
While you're gone, you don'tneed to explain your calendar to
your clients.
If you have your son's baseballgame at 6.30 pm on a Saturday
and a client wants to schedule ashowing, your response should
(07:51):
be I have an appointment duringthat time.
Would five o'clock work?
I have found that some clientswon't honor your time with your
family or may not see it asimportant as you do.
That's why it's simply anappointment.
If an emergency comes up, likeany emergency, you'll move
(08:13):
things around and make it work.
This is the exception, not therule.
After talking with and coachinghundreds of agents, I know
everyone's path looks different.
I am grateful for thewell-rounded experience I have
and can bring forward to helpother agents, for the
well-rounded experience I haveand can bring forward to help
other agents.
I have learned that competingwith yourself and beating your
(08:35):
personal best is key.
It's one of the keys for growth, building self-esteem,
confidence, creating greathabits, strong decision-making,
setting standards and meetingand exceeding goals.
It's essential for all of it.
If you beat your personal bestfrom yesterday and get 1% better
(08:58):
every day, your business willgrow.
Therefore, your calendar isvery important.
When you show up and followyour calendar, you don't have to
think or decide what to do.
It's done for you.
Don't feel like doing it?
Yeah, I've been there.
There are many times I didn'tfeel like doing it.
(09:21):
You do it anyway.
Regardless of how you feel, Ican tell you that most of the
entrepreneurs in the top 5% oftheir profession didn't always
feel like doing most of thethings they had to do to get
there.
They did it anyway and that'swhat sets them apart and got
them the results.
Take action even when you don'tfeel like it.
(09:46):
A huge lesson I learned is thatthere's no such thing as time
management.
You cannot manage time.
You can't change the past oreven what time you got up today.
Time ticks away regardless ofyou and what you do.
What you can manage are theactivities you fill your time
(10:08):
with.
It's what you're doing withyour time each day that makes
the biggest difference in yourbusiness and your life.
Learn to manage yourself andyour activities.
Many people go back to theirwhy.
What inspires or motivates youto show up every day?
I do this to a degree, and muchof my decision making and
(10:34):
inspiration comes from my futureself.
What does that version of me do?
Have a conversation with your80-year-old self.
Ask him or her what should I doin this situation?
Is this going to move mybusiness forward?
How do I make the best decisiontoday?
What would you do?
(10:55):
I heard this from Alex Hermosyand it's pretty powerful.
If you lean in and listen.
When you don't feel likeshowing up, think to yourself
what does the version of me whohas met or exceeded my goal do
at this moment?
Is it even a question?
No, they do it, because that'swhat moves the needle forward.
(11:21):
Take action to get from whereyou are to where you want to be.
When are you at your best?
When is your energy the highest?
For me, it's the morning andtake this time and focus on
income producing activities andanything you want or you've been
putting off doing.
What are three to four thingsyou will do that will move your
(11:47):
business forward?
Always do the things you'vebeen putting off first.
When is your follow-upscheduled?
Approximately 70% of yourbusiness will come from
follow-up.
Do you have a solid system forfollow-up scheduled?
Approximately 70% of yourbusiness will come from
follow-up.
Do you have a solid system forfollow-up?
If not, get one and put it onyour calendar.
(12:08):
Schedule lunches, breaks andpersonal appointments outside of
your peak energy andincome-producing time and
income-producing time.
Be intentional about yourcalendar and what you allow on
it, and when the goal is to sitdown at your computer, pull up
(12:30):
your calendar and it tells youwhat you are doing.
It's simple, not easy, so takeaction.
The step for this week isschedule out your calendar for
the week.
Challenge yourself to say no toactivities that don't move the
needle forward in your business.
(12:50):
This is one in a lesson that Itruly did learn the hard way, a
lesson that I truly did learnthe hard way, and I am really
passionate about it.
And I actually just got off acall with some of the top
leaders at my company and thisvery thing came up when you say
yes to something, you're sayingno to something, and I want you
(13:15):
to really think about that andthink about what you're saying
yes to, and should it be a yes?
And we talked about this beinga season.
We all go through differentseasons in our life and for this
season you're in and in orderto get from where you are to
(13:36):
where you want to be it may be amonth season, it could be a
year or maybe a couple yearswhat you have to do during this
season that will get you throughit.
It's going to be somethingdifferent than what you did the
last time, the last season, ayear or two ago, and it'll
probably be different from whatyou're going to do a few years
(13:59):
out in the future.
But you want to think abouttoday and truly look at your
goal, look at who you need tobecome and what activities and
habits you need to put intoplace, because for you to get
from where you are today towhere you want to be, on average
(14:19):
, you're going to have to leave50 to 80% of who you are today
behind, and that's stepping intoyour future self getting in
different rooms, havingdifferent conversations, hiring
different coaches, finding amentor.
That's done what you intend todo and really block out all the
(14:42):
noise, block out the things thatmaybe are really fun or you
just like to do, but it's notadding anything to your life.
I'm not saying never doanything fun or have time for
just you.
Absolutely.
Have that on your calendar,have that off peak energy time
(15:05):
and on a separate place.
But you want to really show upduring the time that you've
allotted for your business andmake decisions like a business
owner.
I promise you it will changeeverything.
Decisions like a business owner.
I promise you it will changeeverything.
And, of course, if you needanything or have any questions
(15:25):
or if I can help in any way, I'mhere and happy to do so.
You can look me up.
If you're listening on mypodcast, you can drop me a text
below.
If you're on YouTube, leave mea comment.
I'll read them, I'll respondand I'm here and happy to help
in any way.
Leave me a comment, I'll readthem, I'll respond and I'm here
and happy to help in any way.
So next week will be chapterthree.
(15:47):
This is another good one leadgeneration.
It's a numbers game Just aboutevery agent I've ever coached or
mentored does not have theirlead generation down.
So I encourage you, come backnext week and we'll be reading
chapter three and talking moreabout that.
So until next time, go sellsomething and have an amazing
week.
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