training for real estate agents

Stay Focused, Stay Consistent, and Start Closing More Deals—One Day at a Time

Lead Follow-Up

In the Lead Follow-Up section, write down your Start Time so you can keep track of the time you spend on this activity. Next, check your voice mail and, using a notepad, write down any new leads who have left messages. Also check your texts and emails and write those down too.

Once you have written down all the new leads that you need to follow up on, start calling each of them back (if you have their phone number) or emailing them back if that’s the only contact method you have. During the conversation, make sure you ask, “How did you hear about me?” It is very important to keep track of where your leads come from, so you can know what activities are working and what’s not. Sometimes leads will be vague, not knowing exactly how they heard about you, but do the best you can to track the source of the lead.

During the conversation, you should try to set an appointment with the prospect (if applicable). If the prospect doesn’t answer your call, text that you did call them, and set a reminder to call back tomorrow. Call every day for a week before giving up.

When you are finished following up on leads, write down the End Time and then the total amount of time you spend on Lead Follow-Up.

Prospecting Your Sphere of Influence

After you do your Lead Follow Up, then you will move to the Prospecting section of your checklist. Write down the Start Time on the Daily Checklist for Real Estate Agents.

First, check your Calendar for birthdays and anniversaries and call those people first. If you don’t get an answer, then send a text.

Then check this week’s Call List. Write down the VIPs that you need to contact today on your checklist. Start calling those VIPs and building/maintaining your relationship with them. If you don’t get an answer, then write a quick note card to mail to them. Alternatively, you can email them, send a text, or send a Facebook message (depending on what the VIP likes best), but a handwritten note card is recommended (since so few people do that any more). Check off the ways that you reached out to each VIP on your Daily Checklist for Real Estate Agents.

Here are some Topics for useful conversation starters when you call your VIPs:

• Comment on their recent Facebook posts…something going on in their life.
• “I’m just calling to check-in and see how everything is going…”
• “Want to go to lunch this week?” (or meet for coffee)
• “Do you know about the XYZ event coming up?” (local events)
• “What’s going on in the neighborhood these days? How do you like living there?”
• “Everything ok with the house?”
• “Are you on LinkedIn? Wanna Endorse each other?”
• “Did you see my FB post about _______? Will you please Share it with your Friends?”

Be prepared to talk about something going on in your career…happy, funny, or interesting. Never complain about your career, or clients, or being too busy. Be positive and happy. Offer to do CMAs or set up monthly Neighborhood Watch searches for them, or email/text a link to something new that you just wrote. Regular market reports are something that most people are interested in.

You can ask for referrals (“Know anyone who wants to sell their house soon?”) but only in a friendly, casual way…don’t annoy your VIPs by asking for business every time you talk. Contacting them regularly will keep you “top of mind” so they will remember you when their friends and family talk about real estate.

Offering to help your VIPs in some way is a great way to build your relationship, so as much as possible, give your VIPs referrals as well. Helping your VIPs will motivate them to help you too.

Try to contact at least one VIP person a day (1/day x 5 days/wk = at least 20/mth!). The more people you contact, the better. When you are finished Prospecting your VIP list, write down the End Time and Total Time.

Daily Personal Post on Social Media Platforms

Calling your VIPs is very important, but you will also stay in touch with them, as well as other prospects, on various social media accounts (Facebook, Instagram, LinkedIn, etc.). You should try to do a personal post at least once a day to as many of these accounts as possible. To make this process easier, you can write a post on Facebook first, and then copy and paste it to your other social media accounts.

Rotate the type of personal posts you do daily….one day a funny post, the next a business-related post (Open House, Closing, new listing, market update), the next day a current event, etc. Mix it up! Don’t post about business (as your personal post) more than a couple of times a week. Make sure you sound upbeat and excited on posts about your career.

After you create a personal post and copy it to all your SM accounts, then spend 15-30 minutes (set a timer) Commenting, Liking, and Resharing your VIP posts on various SM platforms. The goal is to maintain rapport with your VIPs and other prospects by showing them that you are paying attention to their posts.

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Tips for Social Media Posts:

• • Include a photo or video on all your posts.
  • Set the Privacy to Public so your posts can be reshared by your Followers.
  • Ask questions that people can respond to regarding your posts, such as:
    • How true is this? Like and Comment if you agree!
    • Tag a friend who would like to see this.
    • Who else thinks…
    • What do you think about…
    • Do you agree that…
    • What’s your favorite thing about…
    • Tell me what you think: Smiley face = Yes and Angry face = No.
  • Don’t complain about anything to your Followers and don’t post religious or political posts. (If you feel this is necessary, then do that privately with a limited Friend List designed for that purpose.)
  • Reply to all Comments on your posts.

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Daily Business Post

It is very important that you keep your FaceBook Business page fresh and up-to-date. So make sure you post business-related posts to your FBP account each day. Then copy and paste that post to your other accounts, as appropriate, that are listed on the checklist. This includes your LinkedIn account, Instagram account, etc.

Remember that the Followers are probably interested in your market area, so each day you can post interesting information about your market to keep your page fresh and remind people that you sell houses in that area. Information that comes from your City and Neighborhood Worksheets will be good to post (with photos or short video clips), such as “Check out the pickleball court in NeighborhoodX” or “Have you been to these YOURCITY parks?”

You can also reshare helpful posts from other sources like the city’s Facebook page, or the county’s office of emergency management, the local baseball team, or the sheriff’s office, etc. Follow those types of pages so you can reshare them when something interesting pops up.

Most people like to look at houses, so you can create posts of the “Top 10 Most Expensive Homes in Tulsa” and “20 Dream Homes in Beaumont” or “Spectacular Kitchens in Phoenix” (for example) and post them on your social media pages as well. Learn how to use your MLS to quickly create these lists of homes for sale and then make them available for the public to view. On your posts, link to the web page where those listings can be viewed. If you find a really interesting list of homes, then reshare that business post to your personal feed on Facebook.

NOTE  If you want people to reshare your Facebook posts, then make sure the Privacy is set to Public.

You will need a collection of un-copyrighted photos for some of these business posts. Don’t use photos of listings that are not yours. You should already have a collection of local area photos from the tours you did when using the How to Become a HyperLocal Real Estate Expert guide. You can also purchase royalty-free photos on iStock or some other online photo service.

Building Your Website

If you are using a Digital Marketing strategy (generating leads from your business website) then you should try to write a new real estate article several times a week. Then link that article on all your social media platforms by posting about the article on all those platforms.

This builds your website over time and also drives organic traffic to your website. (While simultaneously building your Local Area Expertise.)

Track Lead Generation Activities

Make sure you have a way to keep track of the time you spent on your lead generation activities today. Also track the results so that, over time (3 to 6 months), you can see what activities create the most leads and what activities don’t seem to work. Only do activities that are giving you results over time. Don’t waste time or money on activities that don’t work.

Go on Appointments, Or…

Now it’s time to go on the appointments that you have set for the day. If you don’t have any appointments, then do other lead generation activities, depending on your Marketing Strategy…

Are you Farming a neighborhood? Then set up an Open House, write a newsletter ad and get it published, go door knocking, or drive the neighborhood looking for FSBOs to call.

Are you a Networker? Then find a meeting or event to attend this week or contact people in your Vendor Referral Network (painters, contractors, etc.) and see if they have any referrals.

Summary

The Daily Checklist for Real Estate Agents is designed to help you start each day with focus, structure, and intention. You’ll begin by setting clear goals, reviewing your calendar, and blocking off quiet time to handle your most important work without distractions. Each day, you’ll follow up with leads, connect with your sphere of influence, and post both personal and business content on social media to stay visible and build trust. You’re also encouraged to publish blog content regularly to grow your website and attract new clients. Whether you have appointments or not, this checklist keeps you focused on productive habits that drive long-term success.

 

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