You need to read SHIFT by Gary Keller, Jay Papasan, and Dave Jenks.
Every day you go to work, three to four hours of lead generation, preferably in the morning.
Book appointments and follow up in the afternoon and evenings.
Develop a business plan (Read the Millionaire Real Estate Agent for a great business plan example)
Develop business building strategies for the key areas that you expect to work (expired listings, FSBOs, shortsales, REO, condos, luxury homes, etc.
Develop tools (listing package, expired package, new buyer consultation package)
Contact management system (Top Producer) for database management, touch each A client once a month
Develop/adopt listing plan (while listing is on the market), closing plan (after offer is accepted)
Practice and learn dialogues to deal with situations
Practice your listing presentation
Know your market, visit at least 20 homes a week to learn market value.
Time block to accomplish all this while still lead generating three hours a day.
What I'd like to suggest is that you do a little self-examination as to how you work the best - not how you wish you were, but how you actually are. Maybe you're a person who likes "to-do" lists, or likes in-boxes, or whatever.
Perhaps you're incentive-based; make a few calls and then you can play 15 minutes of FarmVille or piano or watch SportsCenter, whatever!
It's hard enough to be yourself in this business without trying to be like other people!
All the best,
I read a Real Estate Blog on Property Minders website recently, and it was a wake up call, It was called "Planning To Fail"
It illistrated the downfall of not having a business plan. "Failing to Plan" is like "planning to Fail"
My successes are based on how well I plan my day. Setting aside a time to blog, make calls, email notifications, snail mail...........and yes..... Gasp! door knocking. Keeping a set schedule to be productive is really the key to success.