Do you work a lot, yet produce less than you think you should for all that hard work? In the real estate business, you only get paid for the results produced. You don't get paid for showing up or for getting ready. The difference between the very successful and the wannabees is the effective use of time.

During their first year, new agents often spend lots of time on those activities that primarily give them experience and sometimes, teaches them what NOT to do. The habits and activities that are needed to learn the business are often different than those needed to be wildly profitable.

Experienced, successful agents prioritize and focus on the activities that are the highest and best use of their time. They practice habits that support creating results, rather than getting ready or being busy. They delegate to others the tasks that aren't their strength or best use of their time. Busy doesn't necessarily mean productive.

As I coach my clients in their business planning, I ask them to review each week, "What's working?" "What isn't working." This gives us the clues to leverage their actions and priorities into the more lucrative payoffs. You can get some great insights by asking these same two questions about your recent business. Perhaps, taking the time frame since the beginning of the year and making two lists, one for each question. Then consider ways you can take what is already working and do more of that! Next consider what isn't working and stop doing those things.

Remember, if you keep doing what you are doing, you'll keep getting what you are getting. It may be that something isn't working because your natural skills are weak in that area, such as follow up or paperwork. If you are committed to success this year, you must stop doing what you don't do well and find a way to do more of what brings forth your talents

A few tips to help you shift to higher productivity:

Published: May 15, 2006

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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.