Mastering Your Playbook

So I was asked to put together a blog titled “Mastering Your Playbook” in reference to real estate, which is too bad as I have some suggestions for the New York Giants and their playbook.

Still, there’s something the two have in common: When any good coach puts together their playbook they look at all the different parts of the game before setting the playbook for the season.

The first place a coach has to look is the players they are working with…

• Are you focused? Is your mind in the right place? Start your day with affirmations. They might feel strange to say but after awhile you will realize that they are all true (funny how that works).
• What is your level of experience? Are you a rookie or a seasoned veteran? Build upon what you know and what you have.
• What is your track record? Are you filled with bad habits or have you succeeded with what you already know and has it survived the shifting market?
• Do you have the needed training? Have you earned your Internet Marketing Specialist Designation and learned the best way to put the Internet to good use for you and your clients?

Now that we know our player, let’s take a look at the offense…

• Make sure you are getting your name out there so people know it. They won’t call you if they don’t know you! Blog with ActiveRain, send calendars from House of Magnets, and door knock or cold call.
• Start your day with the most important things: make a list of the things to do that day and put them in order. Your day is not over until the top 5 things on that list are done. The 1st thing EVERY day should be generate leads!
• Make sure you have many ways to capture leads: look into earning your Internet Marketing Specialist Designation and LEARN how to grow your business.

How about some of the plays for the defense…

• Know your numbers in advance and know how to handle an objection before you get it – be ready for the Blitz!
• Keep your files together and organized so paperwork is under control
• Be flexible. If your opponent is going to the right or the left, you need to shift and stay with them. Be aware of all of the changes in the rules (laws) and all of the changes in equipment (new tools offered by companies like Market Leader and Arch Telecom, or marketing opportunities like Facebook and Google)

Sometimes we get “home games” and sometimes we go on the road. Be ready to go on the road and never take education out of your playbook.

• Are you planning to attend the National Association of Realtors® convention?
• Are you planning to earn your Internet Marketing Specialist Designation? (this blog can save you $200 off the price of registration with the promo code blogreader)
• Are you planning to continue your education and openly admit there are others that can teach you something, even if you are successful? Even Lawrence Taylor had Bill Parcells to make him a better player then he already was!

When creating your playbook don’t be scared to refer to a playbook written by others like How to Win Friends and Influence People, Soci@l: Attract Friends, Followers, and Connections to Your Business and The Millionaire Real Estate Agent. Always keep your mind open and looking to grow.

Now that the playbook is coming together, you need to master it by using it day in and day out. A playbook that is left on a shelf doesn’t help the team. Make your playbook and keep it where you see it so you stay focused!

Chad Hyams
Team Leader, Keller Williams Western Realty – Bellingham WA