The agent who wings it..who allows their entrepreneurial spirit to run the show... soon discovers they are at a loss for adequate time to grow their business to the degree they wish. Without systems in place, each transaction has to be thought about and managed daily, things fall through the cracks sometimes and the same level of service is not always extended, especially if there has been a rush of activity or business.

If you have not applied systems to those repeatable activities of your business, begin now. If you have systems in place, perhaps it is time for a check-up to take your systems to the next level of service. Michael Gerber, in his book, The E-Myth Revisited describes the benefits of working on your business, not just in it. Most real estate agents operate as if they ARE their business, rather than realizing their business’s purpose is to provide for them to give them freedom to be financially independent. Are you running a business or is your business running you?

AUDIT YOUR SYSTEMS

Make a complete list of the functions of your business that are can be systemized and are replicatable.

These would include: but are not limited to:

• A Pre-listing System
• A Prospecting System
• Servicing The Listing System
• Buyer System
• A Personal Marketing System
• A Property Marketing System
• Internet Marketing System
• Under Contract System-Buyers Side
• Under Contract System- Sellers Side
• After Closing Follow Up System

CREATE OR FINE-TUNE

On a weekly basis, choose one system to create or fine-tune. From the list you made above, put a date next to each to schedule when you will work on it and then schedule a 1-2 hour appointment in your daytimer or schedule to do the work. There is no need to reinvent the wheel here, although you do want to customize and shape your systems specifically to your way of doing business.

Some resources that will help you with this are:

• Many real estate software packages contain action plans that will automate this part of your business. These action plans can be fully customized for each system and will automate the process
• Systems & Checklists is a course I’ve developed delivered my email that can help you work through the process.

ACTION PLANS AND CHECKLISTS

You’ll find you will need to develop both action plans and checklists. Many of your systems will require both and some will even need multiple checklists. While this may seem like overdoing it, once you have this automated and running smoothly, a great deal of time will be freed up, because each morning when you turn on your computer, the list of action items will be created for you and you’ll know things aren’t falling through the cracks.

IMPLEMENT & FINETUNE

Your systems and checklists are not static. They should be reviewed regularly and upgraded as needed. Perhaps a new regulation or disclosure has come into effect. Add that to your checklist. When you add a new marketing element, change the action plan to include the new deadlines. Be on the look out for the new trends and create new ways to service your clients that gives you an edge and provides unique benefits.

SYSTEMATIZE OR DIE!

Take a moment now and decide how you want to improve your effectiveness. Then take action today! You can’t afford to wait.

Published: March 30, 1999

Use of this article without permission is a violation of federal copyright laws.

Editor's Note: This article reflects the opinions of Joeann Fossland only and not necessarily the views of this or any other publication, organization or Website owner.

Joeann Fossland ePRO, GRI, MCC, PMN, SRS is a dynamic, international speaker and business coach. She personally coaches a small number of extraordinary agents who want to leverage their production results and have a life they love! She was recognized as one of the 25 Most Influential Women in Real Estate in 2008 by Stephan Swanapoel. Subscribe to her free Tuesday Tips, attend Fossland's Forums, free monthly tele-seminars, and find out about classes delivered by email and personal coaching by visiting Joeann.com or email her at . You can also connect at Facebook and Twitter.