Even as thousands of businesses close until further notice and daily life grinds to a halt, Damon Gettier’s real estate team is setting three listing appointments a day.
Damon’s no-nonsense approach to running his business starts with a daily 7:30 a.m. Facebook Live post. Promptly at 8:00 a.m., the team huddle begins. From 8:15 a.m. to 10:00 a.m., agents are prospecting their hearts out. The entire day is organized in this manner, with time blocks for specific tasks. It’s a finely tuned routine that guarantees success.
Damon shared his Ultimate Daily Routine in a recent webinar with Firepoint. Keep reading to snag some of the key takeaways.
1) Snooze is for losers.
Damon is not one to sugarcoat things, so his first piece of advice is straight to the point: Snooze is for losers. Set your alarm, get out of bed, get to work.
Whether it’s a good market or a bad market, whether you're quarantined at home or not—do NOT hit that snooze button. And after you get up, make sure you get dressed and get ready for a productive day.
“It amazes me...we were on a call awhile back...a Zoom call, and we're like, ‘Look, everybody, turn your cameras on.’ And we had these people... it was three o'clock in the afternoon. We had these people saying, ‘Well, I didn't get dressed today. I didn't get ready today. I haven't done my make-up. I haven't done my hair. I'm still in my pajamas.’”
Build an early wake-up time into your routine, and stick to it every day.
2) Set your schedule, work your schedule.
Every minute of Damon's and his team’s workday is time blocked in a Google calendar.
“They don't sit there at night and wonder what they're going to do tomorrow. They know what they're doing tomorrow. They know what they're doing next Tuesday. It's not a question in their mind.”
3) Reinforce your mindset as a “non-emotional negotiator.”
Mindset is everything. It impacts whether or not you will have a successful workday. It impacts how you will motivate your team to be successful. And it can inspire—or wither—your sphere’s confidence in your ability to navigate the current real estate market.
That’s why Damon has a time block in his calendar dedicated to reinforcing his mindset. Every morning at 7:30, Damon streams a Facebook Live post to share his perspective with the public.
During COVID-19, Damon has recognized the importance of continuing to reinforce his mindset as a “non-emotional negotiator”—someone who knows the facts about the market and is staying even-keeled and confident throughout the coronavirus crisis.
In the public eye, he says, you need to be stoic; a rock. Behind the scenes, you might be running back and forth, scrambling, adjusting budgets. But other agents and the public need to see you as the non-emotional negotiator.
So, how does Damon do this?
“State facts. And the fact in this environment is that we’re experiencing the lowest interest rates in the history of the world.”
He also lists reasons why people are still buying and selling houses. In every market, even during COVID-19, people are still going to have babies, get married, get divorced, downsize, and get job transfers.
Bottom line: Be the real estate leader who is focused on solutions. Maintain a positive mindset. And focus on the fact that people will always need to buy and sell homes, no matter what the market looks like.
4) Start on fire with a daily huddle.
Every day at 8:00 a.m, Damon's team gets together for a 15-minute huddle. If team members are calling in through Zoom, it’s a requirement that they turn on their cameras.
As team leader, Damon is present, but he doesn’t run the huddle. Instead, a different agent on the team volunteers each week to be the huddle leader, and they are in charge of what Damon calls the Wins Wall. The huddle leader writes down each agent’s “win” for that day on a Post-It note (Set 2 buyer appointments, Make 100 calls, etc.) and sticks them all on a wall.
In the team Facebook group, the huddle leader does a live post and reads off the wins for the day. Then, throughout the day, the team's job is to clear the wins off of that wall. When an agent has finished their task, they comment on the Facebook post, and the huddle leader goes live again to remove that Post-It from the wall.
The goal of the huddle is to get them geared up for a productive day. So when Damon does jump in to address his team, he keeps things positive. Just like in his 7:30 a.m. Facebook Live post, he shares the facts and reiterates the reasons why people will always have the need to buy and sell homes.
5) Earn your keep.
After the huddle, prospecting is on the calendar from 8:15 a.m. to 10:00 a.m.
“Every agent is expected to earn their keep,” Damon said. “We prospect two to three hours every day.”
Damon believes the least dollar-productive thing an agent can do is show a house: “I can tell you that it is a $20 an hour job.”
He goes on to say, “If you're showing a house for five or six hours, you can't prospect. You can't answer a phone call, you can't make a phone call, you can't convert a lead.”
And that act of converting a lead is where you earn the big bucks. “Everybody thinks that they earn their commission on the closing day”—but your commission isn't earned on closing day; it’s just collected.
“You earn your commission when you convert a lead or a prospect into a client. That is when you earn it. And then everything you do after that is an effort to collect that money. And that's where I think real estate agents make the big mistake—they think that they earn the commission on closing day. No, you just finally collected it. But you earned it way back when you said those magic words. When you met someone. When you smiled. When you shook their hand. When you changed them from this stranger into a client. That is when you earned your money.”
6) Fill your funnel.
After the crucial time block of prospecting—calling people they have no relationship with whatsoever—Damon’s team works on “filling the funnel” from 10:00 a.m. to 11:00 a.m.
“This is our follow-up. So these are people we have some sort of relationship with. We're trying to convert them into the buying process. And so it's probably a B or a C lead...we know they're going to buy. But we need to get them to make that decision, and so we're following up with these people.”
There’s more where this came from! In an epic two-part webinar, Damon outlined his entire Ultimate Daily Routine and dove deep into how to implement the schedule. This blog post only covers Part 1 of the interview; when you watch Part 2, you’ll learn:
Sammy Harper is a content writer at Firepoint & Realvolve. Her nine years of digital marketing experience include SEO, email marketing, social media, and blogging. Fascinated by the real estate indust...Read More