The need for Agents to focus more on securing listings is at hand. It is impossible to become a great listing Agent without investing time in prospecting for listings and practicing your qualifying and presentation skills.

One of the main reasons few Agents become successful as listing Agents is the fact that the amount of time they must invest into the listing side of the business is significant initially. So, as Agents, we spend far too much time working with buyers, longing for more listings to come our way. We hope and pray that listings will magically appear because we wish to be that Agent with 6, 10, or even 20 active listings.

If you are feeling that I am describing you, take heart. There is a way out.

Step #1 – Check your time allocation:

For the next week, track your time invested into the listing side of the business versus the buyer side of your business. In most cases, it will become obvious why your revenue is skewed to the buyer side. Most Agents invest fewer than ten hours a week toward the listing side of their business. They are often shocked and amazed when they figure out they spend 75%, 85%, or even 95% of their time finding, converting, and servicing buyers and wonder why 75% + of their revenue comes from buyers. The first step is to check your time against your revenue mix. It will most likely match up.

Step #2 – Invest for the future:

Anytime you make a shift in your business, the payoff will never be instantaneous. You have to expect a transition time of 60 to 90 days. This is the period of time that causes most Agents to never enact the change. They are too immediate in their expectations of revenue needs. They can't afford to do even one less deal a month for 60 days to fund the future. Changing your business from a buyer based business to a seller based business will take time. The truth is there are only two options I can see for the 60 day to 90 day transition period.

Option A – Accept the transition period and likely revenue reduction because you are investing in a new business opportunity.

Anyone who is truly growing, improving, and investing in themselves and their business must do this periodically. I once gave up golf for a year to write my first book. I recently limited my speaking schedule to create two new programs and write two new books. To grow, we often need to give up short term revenue for long term success.

Option B – Ask for permission to go out of balance.

Sometimes the Champion Performer must make the tougher decision that they must put in the extra effort necessary to move through the learning curve to success. There are times in business when you are up against a changing marketplace or increased competition, or a unique opportunity has been revealed. Often, these unique opportunities are time sensitive. In these situations, a 40 hour work week might not be enough to continue to complete your normal business and access the opportunity, as well.

That is why option B exists: to, in effect, re-allocate time from another area of your life to work. It is also why I say to ask permission. You first have to ask permission of yourself. Are you willing to put in the extra effort to receive the new and greater listing inventory? Once you are willing, then ask other people who would be affected. Ask your spouse or significant other, children, anyone who will get less of you. When the whole team is on board in your personal life, the need to be out of balance is easier for everyone.

Set up a time limit for the duration of your out of balance time. Most people and loved ones can endure being out of balance for 30 or 60 days; as long as they known how long it will be. This enables everyone to share in the common goal and look forward to sharing in the greater success. You might even set up a special reward for everyone to participate in who helped or contributed. Maybe it's a special weekend away for the family when the cell phone and pager are left behind. There must be a reward for going out of balance.

Being a great listing Agent starts with the right strategy and right mix of time. It is impossible to become a dominant listing Agent without your time and focus being invested there.

Published: March 19, 2010

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.