Isn’t your job easier when you can just follow a daily plan step by step?  That’s a big part of the allure of many 9-5 jobs.  A person can just show up to work, know what needs to be done, get it done, and not have to think about anything else.  So you need to be the creator of such systems, both for yourself and anyone who assists you in your business.  Creating a task list and consistently getting it done will also give you a greater sense of accomplishment and grow your own sense of pride in your business, spurring you on to even more success.

Relationship Building

The whole point of Domb’s internal systems is relationship building.  He has a very systematic follow up process for each different type of prospect within his 125,000 person database.  For each type of prospect he schedules a follow up telephone call or other type of contact within a fixed period of time (depending on the type of prospect and their importance).  For instance, he consistently sends Just Sold mail fliers to all the people in his 20-30 target condominiums every 3 weeks.

But he goes far further than almost all real estate professionals with his follow up calls.  For instance, he will call anyone in his database on their anniversary day and wish them a happy anniversary.  What a great relationship builder, and what a door for catching up with your prospects!  How can a prospect not think highly of your prospecting skills when you remember something as personal as an anniversary when no one else has?  Remember, the more diligent any prospect sees you are in pursuing your prospects, the more they’ll think you’ll do the same for selling their home, and the more they’ll want to give their listing to you.

However, one thing I realized about Domb’s systems and ways of doing business is even if you’re capable of it, you may not want to operate on the same scale as him.  You may not want to spend 6 hours on the phone every working day talking with people, or spending the majority of your time working on your business as Domb must.  You may have other things in your life which are more important to you and so you will not want to spend so much time on your business.  To each his own.

But I implore you to take to heart the lessons of his successful business and adapt them in ways that suit your own lifestyle and goals.  I think many of you will find the more successful your business becomes, the more you’ll want to work on it daily and grow your success.

Learn more about how to harness technology for your business and systematize your business by taking any of my 8 continuing education courses.  All of them have been approved by the Registrar, REBBA 2002 for continuing education credits.