KGCI: Real Estate on Air - Block It or Bleed: How Top Agents Structure Their Week

Starting point is 00:00:00 Real estate is like the simplest of the simplest to break down. There's only five things in this business that matter. That's it. So 70% of your working time needs to be on those five things. This is KGCI Real Estate on Air Live, your weekly deep dive into the strategies, trends, and tools shaping the real estate industry from market updates to actionable strategies and exclusive interviews with top agents. We are here to unlock your full potential and help you thrive.

Starting point is 00:00:34 thousands of agents trust KGCI every week. Now it's your turn. Let's go live. Here's Ian Wheatley. Hey, good morning. So if your calendar is feeling a lot like a war zone and your follow-up game is more ghosted than booked, my friend, this episode of Real Estate on Air Live is just for you. Because the agents who are winning in today's market, they don't wait to feel productive.

Starting point is 00:00:58 They plan on it. And I know you might be thinking that you've tried this whole time-blocking thing. It just doesn't work for you. Or every day is different in real estate. or that maybe you don't need another plan or what you need is more clients. But here's the thing. The top agents, they aren't here winging it. They've built the systems.

Starting point is 00:01:16 And those systems start with how they use their time. Because the truth is, most agents are stuck in this reactive cycle. No lead gen rhythm, no follow-up flow. The calendar's chaotic. Their inbox is dreaded. And they got deals slipping through the cracks left and right. And here's the thing. It's not a moral failing. You're not lazy. You're just unstructured. And in a high-pressure, low-inventory

Starting point is 00:01:40 market, that combo is lethal. That's why this week on Real Estate on-air live, I'm chatting with business strategist and coach John Kitchens about how to turn your day from chaos to calendar. Because your schedule shouldn't be your stress point. It should be your superpower. We're going to be breaking down that 160-hour framework that gives your weeks and breathing room, the five revenue-producing activities that deserve 70% of your time, and how to design a calendar that supports your life, not just your listings. So stick around. We've got the top five takeaways, too, that always two relatable real estate confessions in a preview of this week's Friday Focus, where we're diving deeper and bring in that calendar from chaos to a structured system. But first, it's time

Starting point is 00:02:28 housing headlines on real estate on air live. All right, we got the housing starts and new construction is slowing down just when buyers really could have used to win. Housing starts in June, they were up overall, but single-family construction dropped 4.6 month over month, and that is 10% below last year's pace. So builders, they have been expressing, they're facing some headwinds, right? We've got affordability issues, labor shortages, tariff anxiety, and while inventory remains at historic lows, even willing buyers are beginning to hesitate driving further builder pullback. So I know that there was some hope out of that big beautiful bill act that was going to spark some investment and some

Starting point is 00:03:13 development. But with mobility at all-time lows and buyers sitting tight, we're seeing the opposite. We're not seeing that impact, at least not yet. So agents, watch for local builders in your area. They are likely scaling back. So expect fewer spec homes and incentives to continue to tighten up and be sure that you start prepping buyers who are waiting on new construction that they may need to shift to resale or shift on timeline meantime mortgage rates they're holding relatively steady but buyers are still back and off right so there were five straight weeks of rate declines and now over the last two weeks we've seen some modest increases with rates sitting at about six and three quarter give or give or take, depending on a couple different things.

Starting point is 00:04:02 But that's really not the real story here, right? Mortgage applications are what dropped 10% last week and purchase applications fell 12% week over week. So buyers, right now, they aren't just rate sensitive. They are confident sensitive, right? So back before this recent uptick in rates, we had discussed how buyers were watching both the rate and the economy. Well, by and large, they're press and pause because of both. So agents, treat every buyer lead like a slow burn. Do not assume any urgency just because they've inquired and prep for some longer nurture cycles, right?

Starting point is 00:04:40 More video, more education, certainly pack your patience. I'll link up some other episodes of Real Estate on air live in our show notes of this podcast that covers that in much greater detail. Also, now is a good time to re-engage ghosts with value-based content. affordability breakdowns, custom loan options, and timeline resets. And, you know, we were hoping about a rate cut. It might as well call me Debbie today. Inflation data released last week just blew that up this summer.

Starting point is 00:05:13 Inflation ticked up again back in June, hitting 2.7%. That is up 0.3% month over month. So that consumer price index showed modest overall increases, but here's what we really need to know. The key housing relevant categories like appliances, furnishing, and apparel, that spiked faster than average. And while the president is pushing the Fed to lower rates, Federal Reserve Chairman Jerome Powell is stay-in-put, calling the decision data-driven, and the data isn't pointing to a cut just yet. So even Moody's chief economist says that housing is becoming a headwin to economic growth, not a recovery engine. And that's exactly what last week's CPI data confirmed. Housing demand

Starting point is 00:06:03 isn't surging, but cost of living pressure is. So it was just about two weeks back. We had hoped that a rate cut might be coming midsummer. This week, inflation just hit the brakes on that. So agents, educate your leads. This isn't a rate spike, but it is a reason to rethink the whole waiting until it's cheaper mindset, all right? Refram it like this. Refram it on the, on affordability. Show how a 0.3% increase in CPI can offset that quarter point mortgage rate drop in buying power. And lastly, it's still early in Q3, but watch for that rate cut expectation to shift to next quarter and plan that messaging accordingly.

Starting point is 00:06:49 And that's a check of your housing headlines here on Real Estate on Air Live. I'm Ian Wheatlin. KGCI, Real Estate on Air live. I'm Ian Wheatley. And chaos consumes so many agents across the United States. And it's a problem. But how do we build the systems necessary so that way we can thrive, come out of the chaos and have a calendar that is going to provide for us everything that we need? Well, I've got someone who knows a thing or two about that. John Kitchens, the host of the John Kitchens coached podcast experience, stream in here on KGCI, Real Estate, on airs check it in with us john thanks for popping by to real estate on air life how's it going great man thanks for having me now pleasure is always mine now i'm i'm gonna kind of think back to my my years as a as a new agent i remember all the time being told all all of the problems that i

Starting point is 00:07:44 had could be solved with a time block um but i didn't and it and it turns out hindsight's 20 20 turns out that was actually kind of true but the problem was i had i had the hardest time trying to figure out how to do this whole time block thing. So let's kind of go back to the like the baby steps here. Why do you think most agents fail at time management? And even when they know they're supposed to do this time block thing, they know what they're told to do, but why do they fail at it? You know, I think obviously everything starts with mindset and you look at the reason why

Starting point is 00:08:21 most people get into real estate in the first place, right, for, you know, freedom, perceived freedom, right? They believe that they have it. They can set their own schedule. And that's usually recipe for failure and complete disaster because they don't take the time to really think about how they really need to allocate their time and the things that they need to do. And so it really starts there.

Starting point is 00:08:46 So it has to start with the mindset of how am I going to maximize it and really get the return out of my time for what it is. I'm trying to accomplish. So, you know, there's always a right things, right order, what goes in the calendar first, second, and third. And most people, you know, they get, they get that mixed up. And, you know, I'm just up the belief that there's a code and a sequence to unlock anything in our life.

Starting point is 00:09:10 You just got to put things in the right order. It's no different than, you know, you're trying to cook, you know, get a Martha Stewart recipe. And, you know, if you don't follow the instructions and what's going to happen? You're going to, you're going to mess it up. And it's the same thing with, you know, really nailing. in the calendar and being, you know, understanding what goes in and why and in what order with that. And most of the time, people getting into real estate, if they're not getting on a really good team that has great leadership, great accountability, great structure, great systems,

Starting point is 00:09:44 they're never taught it. And it's one of those things that it's progress, not perfection. And even to this day, you know, utilizing, you know, the calendar, you know, it's the number one, number two productivity tool, you know. And so it's a tool. And most people never learn how to utilize the tool the right way. And like I said, it just takes time and reps and what works, what doesn't work and the adjustments. And also going into season of life, right? Like for you, when you got in, you were, I mean, you were dual career. You mean, you had a, you had a full time, full time gig.

Starting point is 00:10:21 I mean, the full time gig just happened to start at 30 in the morning, but you had a full time gig and then into real estate. And so, you know, how are you going to, you know, understand, you know, how to really maximize and utilize that time to get to get the return based upon what it is you're, you're trying to accomplish. What's the goal? Yeah. And I know my calendar became sacred, right?

Starting point is 00:10:45 That was, that was the other part of it. Now, something you said kind of triggered this one. So do you believe that every agent needs a different calendar, depending on, you know, are they dual career or not? Or is there like a universal calendar rhythm of success? Yeah, I think it's, I think it's just one calendar. But I think you also got to figure out, you know, what works for you. And it's a, you know, like I said, a lot of trial and error.

Starting point is 00:11:14 And, you know, the point I was trying to make earlier about that. the dual career for you, you know, we're in different seasons. And then it's just like, you know, you're in a different season of your life now. And, you know, where, where you have kids, season where the kids are out of the house, it just things. So the ebbs and flows, as long as you hold on to the principles and then just stick to those principles, and you just roll with the season, the season of your business, the season of your life. And that's, that's really what you have to understand with it. But for me, you know, I mean, I have a paper calendar. I'm looking at it right here just because I, you know, I still write everything down because that's just my learning style to

Starting point is 00:11:57 retain things faster is when I can write it down. But, you know, I've been utilizing, you know, the Google calendar since Gmail was beta, right? That's how long we've been, you know, been inside of, you know, the Google, you know, ecosystem since then, since, I mean, it was a beta email. We got and been utilizing that calendar ever since. You know, it's crazy. I mean, you can pop back in and go all the way back in time to, you know, what was what was in the calendar. And, you know, the calendar is a clear indicator of what your future is going to look like. And especially in real estate where now, now it's getting back to the traditional more delayed gratification business, whereas we got spoiled in kind of the unicorn years of 20.

Starting point is 00:12:44 2021, partially 22, depending upon your market, to where the cash conversion cycle was faster. Now we're getting back to, you know, the 90, 100, 120-day rhythm that real estate has been for, you know, my 20-year career of being in real estate, meaning what I do today, activities I'm doing today are not going to show up in the bank account for 90 to 120 days. So, you know, you're like, man, I don't have any money in the account. What were you doing three months ago? What were you doing four months ago? Because that's the indicator.

Starting point is 00:13:17 And the opposite is true. Dude, it's rocking right now. Man, I've got so much momentum. It's cranking. What were you doing 90 days ago? What were you doing 120 days ago? Let's make sure we keep doing that. And so, I mean, to me, it's a tell all sign of what's in the calendar.

Starting point is 00:13:36 And, you know, typically when people say, well, I don't have a calendar, those are the typical people that are just, you know, they go with the. which way the wind's blowing that day, right? They're just like a leaf in a in a storm. I mean, they just kind of get bounced around. Yeah. Now, what are some of those core activities that have got to be living on every production agent's calendar? Yeah.

Starting point is 00:14:00 So write things, right order. When you look at, okay, I'm laying it out. Okay, I hear you. What needs to happen? The thing that goes in the calendar first are all the high lifetime value activities. So all the things that are non-negotiable to you in the equities of life for yourself, for your relationships, for your health, before any business activities go in. So this is where agents mess it up, right? They put the business activities in first and then all the other things after.

Starting point is 00:14:36 Wrong order. And that is just a recipe for missing sporting events, not having date night. you know, not focusing on your health is because you don't have the right things in the right order in the calendar. So high lifetime value activities are, you know, really going to be the things that make you, you, the best version of you. One of my favorite frameworks to use is from Hal Elrod's book, The Miracle Morning. And he introduced what he calls the savers. And the savers stand for silence, right? So that's going to be, meditation, that's going to be prayer, whatever that is for you.

Starting point is 00:15:17 A is going to be affirmations, right? You know, the positive affirmations, the positive self-talk. It's so, so important because what you say we hear and what we hear then becomes the internal dialogue and what's playing on in the background that forms our beliefs, positive or true, empowering or disempowering, but it all comes from the words we speak. And then V is for visualization, right? like it's so important to be able to to you know see it in your mind and then say it right have the courage to speak it um into existence but you've got to be able to visualize be able to see it and you know

Starting point is 00:15:56 for me that it was fortunate enough because i started playing golf when i was seven so i learned that early on right you know growing up as a seven-year-old you know the great you know at the time i mean it was Jack Nicholas, right? You know, you don't hit a shot until you can see it in your mind. Of course, Tiger is the same way, right? You have to see the shot in your mind before you get up over the ball and you hit it. So it just became part of that routine. So visualization has always been, you know, super important for me because I, you know, I learned it at such a young age. On the savers, then visualization exercise. E is for exercise. Like, listen, I mean, we have to move and we have to lift heavy things.

Starting point is 00:16:40 So there has to be an element of strength training. And then there has to be an element of moving your damn body. And the easiest thing is just get your dang steps in. You know, us guys, you know, we need about 15,000 steps. The ladies need about 10,000 steps per day. And you've got to be lifting some heavy stuff three to four times a week. It just, we have to become the best versions of ourselves. And then the last S and Sabres,

Starting point is 00:17:05 describing is the journaling is just getting everything out of your head, getting, getting the thoughts out. And there's still magic in being able to write, put pen to paper, you know, do a lot of stuff. I mean, you know, voice, voice memos, voice, you know, notes and do a lot of that. But still, there's an element of just writing things down. That framework, the savers framework, if you just implement that into your life, even if you do just a couple of minutes a day on each of those, your life's going to be exponentially better. Those are the things that go in the calendar first. Then your non-negotiables, right? Like family night, right? You know, where no technology, we're all there. We all sit down together and have dinner with fast-paced, kids, life. I mean,

Starting point is 00:17:52 a lot of passing and going and, you know, but just to be able to get one family dinner a week, you know, make sure that that happens. Date nine is a non-negotiable, right? If you're not dating your wife somebody else will so it's i mean those things have to go in there so what has to go in you know for for be the best version of you kiddos kids events sporting events practices all of that stuff goes in first and you know trips holidays things that you're going to you're going to be going get it in there get it out into the calendar you know you want to take that trip get it in the calendar set the deadline so that's first once that is set now we can move into the business side of things. And what we look at, we like to look at and really dial in what we call 168, right?

Starting point is 00:18:42 So 168 is the number of hours that we all have in any given week. So Sunday planning was, became a very big deal for me. Jeez, I can't even think how long it's been. Religiously, probably since 20, since all of 20, coming out of 19 going into 20 is religious. Every Sunday, Sunday planning framework that we can touch on, but it's really around 168 hours, right? You know, Monday, Monday to the following Sunday, you know, the next 168. When you back out of that 168, sleep, maintenance, taking care of ourselves, shower, all that, we're going to be right at about 100 hours. And if you just want to go straight down the middle, go 50, 50, 50 on all of those high,

Starting point is 00:19:35 lifetime value activities and 50 on business. That's about as balanced as it's ever going to get. Now, there's some weeks. Maybe you're at a training. Maybe you're on vacation. You're only going to be able to work 10 hours. It's fine. It has to fall into this for the second category.

Starting point is 00:19:55 70% of your working time for that 168 has to be on the high leveraged activities. So we have high lifetime value activities. and then we have high leveraged activities. And the high leveraged activities are the activities that you are doing, that you must do to move your business forward. And it's 70%. Real estate is like the simplest of the simplest to break down. And because there's only a handful of things in this business that matter.

Starting point is 00:20:25 Lead generation, lead conversion to get to appointments, on appointments, articulating your value of why somebody should do business with you. negotiating deals and if you're working with buyers shown properties there's only five things in this business that matter that's it so 70% of your working time needs to be on those five things and I would color code so if you're using like like Google calendar you can color code everything and you can even label it what the color stands for so I would make sure that you have a color in your calendar probably should be green because those drive money those are money making activities and I would just put, I would just maybe put dollar signs next to my label and it's green and just go back, right? How many hours did you work last week? And out of that, was it 70% added up?

Starting point is 00:21:21 And if not, then you know you're not doing enough of the things that actually matter. So 50 hours is 35. So think about that for a second, Ian. And if I'm 35 hours on lead generation, lead conversion, face-to-face appointments, articulating my value of why we should do business together, negotiating deals, shown properties. You're like, well, I don't have any properties to show. I'm not negotiating any deals. I don't have any appointments. So do you believe if you spent 35 hours on lead gen and talking to people that you would set some appointments?

Starting point is 00:21:52 Yeah. Oh, I believe I would. You could be horribly skilled. And I promise you you're going to set some appointments. So the thing that once you get that, right, and making sure that, um, 35, 70% of your working time is allocated to that, just those activities, then you're going to be fine. The other 30% is on the things that we just have to do, paperwork, meetings, trainings,

Starting point is 00:22:18 appointments, things, things that don't fall into those five categories. That are the 30%. If you do it right, there's no time left for anything else. there's no time left it's three steps in that order to really get in it's it remember it's not about the ideal day it's about the ideal week because there's certain days that ebb and flow a little bit differently than other days right like are you you know what what's the what's the probability and percentage that you're going to convert on some of those activities on mondays what's the probability you're going to connect and do some things on friday afternoons

Starting point is 00:22:58 on Fridays, right? So like we would, we would send our, we would send our callers, our ISAs, we'd send them home early on Fridays. They would, they would, they would make calls Friday morning for a couple hours and then we would have, you know, wrap up meeting for the week to see where they're at, assessments, things that they need to change going into next week. They're out of here. Why? Because nobody wants to talk to them on Friday afternoons. And sometimes you get into season. Like you're, you know, me being, you know, first time to really be in a four, true four season market. Like there's certain times of the year that you just, you know, you know, you don't get much daylight. You don't get much sun. You don't get much warmth. Guess what's going to

Starting point is 00:23:34 happen? They're going to take advantage of that time. Right. So you just got to know the season. The calendar ebbs and flows. But those principles tried and true, three steps in that order. When you get to the second step, make sure 70% of your working time is allocated to the things that actually move the needle. It makes a ton of sense. And I like the separation of, you know, you need to be spending 70 to 75% of your time on these basic five things. Because I think intuitively, any agent that's been working at this for two, three years, they intuitively know that that is where they need to be spending the greatest amount of their time. You know, but for those agents who are working, you know, 10 hours a day, but they feel like they're not necessarily, they feel like they're doing those things.

Starting point is 00:24:35 How can we show them what they're actually focused on? Because sometimes agents are just busy, they're not necessarily productive. Correct. And in my definition, it's real simple. Are you getting results or not? If you're not getting results, then you're just being busy. And we've all been there, right? We've all gone through ebbs and flows.

Starting point is 00:24:52 We're being tremendously productive because. we're getting results. And then there's times that, damn, man, I'm just not getting the results. I'm just being busy. So the only way to do that is, is to track and to measure and measure the things that matter, right? You know, is my effort where it needs to be, you know, what are, what are my effort metrics? What are my conversations? What are my, what are my, my macros, right? What are the, what are the measurements and the things that I need to pay attention to you know my my one of my my new favorite is from uh tom on the pbd podcast has has his coffee mug that says um words talk number screen um the one that we would always

Starting point is 00:25:32 you know is you know men lie women lie numbers don't what what's the math telling me what is the data telling me and that's really where you know we can make the real adjustments because you know we you know have operated and think in the theory of constraints, understanding that there is always a constraint somewhere in whatever it is that we're doing. Not getting results, we're probably not putting in the right required or required actions or effort or habits, right? If that's not happening, we're, you know, we're feeling a certain way about it. If we're feeling a certain way about it, we're thinking a certain way about it. And if we're thinking a certain way about it's probably because we're being influenced by a circumstance or an

Starting point is 00:26:12 environment that is causing us to think that way. So there's a, there's a, there's a code in a sequence to everything. And so when you look at it from an agent's perspective, you got to be tracking effort metrics, right? You know, it's number of engagements, right? Number of text messages, emails, phone calls, voice messages, hours, time on task, like what's really going on? Then you got to measure how many conversations you're having. And then from conversations, how many appointments are you setting? So you have conversion metrics. And if you're like, man, I'm talking to a lot of people, but I'm not setting any appointments, like, okay, well, let's,

Starting point is 00:26:51 let's see what you're saying, right? Because you might have a skill issue. If we can check the box on effort, then it's going to be a skills issue. And if we're like, damn, man, this dude is skilled. Okay, well, is it a data problem? Do we have a data problem? Do we have a lead? Do we have a poor, you know, we're talking to unqualified people?

Starting point is 00:27:13 So, but you want to check the effort. skill box before you look at the you know making sure that the data's good um makes and and so once you have that then then you look at okay well you know i'm going on 10 appointments and i'm only getting two so are you doing a good job at qualifying those appointments or are are you just losing are they not choosing not to do work with you so do you have a value articulation problem what's your what's your process to be able to articulate your value and then you know from there you you get on the appointments they agreed to do business with you and then you know what's your fulfillment process how are you fulfilling on your on your

Starting point is 00:27:50 promise so there's there's metrics and then you know obviously we're we're in such a consumer you know business of you know the promoter and and voice like are you delivering an exceptional experience that they want to you know give you a testimonial and a review and and then start sending people your way because that's ultimately right. We're looking for those promoters for our business. So you want to measure that, right? You want to measure how many, you know, promoters you're creating.

Starting point is 00:28:22 We called them raving fans on the coaching side. We call them legends. We're, you know, we're just trying to create a bunch of legends. And those are people that do business with us, but also send people to do business with us. That's the indicator.

Starting point is 00:28:34 You know, I always tell clients like, listen, like, deal's not done at transaction. Like, they're anchored in when they send somebody to you. to experience it. Now you've built something, right, that people to tell other people about.

Starting point is 00:28:51 That's the indicator, right? That's where you want to really be able to get to. And it's like you recruit an agent, you know, here at EXP, right? They're in production, but have they recruited anybody? That's where you want to get them to. And I've got a few agents that part of their onboarding time period is that they want to get them to do six deals and recruit one person. And if they can do that in the first six months, that's, that's massive, right? And so whatever that is, whatever that indicator is for you, no matter what, you just got to measure the things that matter as if we measure it, then we can improve it. Makes sense. And I'm thinking about these agents that are probably, that are listening to this conversation right now, that are just completely overwhelmed by all of it. And there,

Starting point is 00:29:42 and then maybe they're in a chaotic season of their life. Is there a minimum effective calendar that works for an agent who's trying to rebuild a routine? Yeah, I mean, I think give yourself some grace. Just know it's, like I said, progress over perfection. Part of the process is a little bit of reflection. And that's important, you know, going through the Sunday planning process is, you know, kind of assess how was the week? Where did I miss?

Starting point is 00:30:10 What did we get right? What did we get wrong? what adjustments do we need to make and just keep iterating, keep tweaking on it. And just know that next week is going to be better than this week. And the week after that will be better. The week after that will be better. And just as long as you're making slight adjustments, high level of awareness, don't give up on it.

Starting point is 00:30:28 The thing that where it'll frustrate you is if you try to get too rigid with it too quick. So give yourself some grace and then being able to back into tighter timelines. You know, I would always put, you know, physical in the physical office, I could guarantee you, somebody was going to walk in and throw you off your day. Just 100% it's always going to happen. So you got to put some buffer time in there. And, you know, I'd call it flex time. I just have a little bit of flex time because I know I'm going to get thrown off. I don't know when, but I know it's coming.

Starting point is 00:31:03 And so I just give myself some grace in the calendar. And you know what? If nobody came in, great. I got extra time that I could have jumped into the little got a minute things that I need to do and and knocked out. And, you know, good for me. But most of the time, that's not going to be the case. So you got to give yourself some grace, give yourself some flexibility. And if there was one thing, and we're wrapping up with John Kitchens, host of the John Kitchens coach podcast experience podcast that's streaming here on KGCI Real Estate on air, John, if there was one thing, if an agent wanted to take control of their calendar.

Starting point is 00:31:37 brother. It's in chaos. They want to systemize their day. What's the one thing they got to do? Man, get a coach. You know, coach is great. That's why I say, you know, if you're a newer agent, not in age, but newer into the business, you need to be on a team. You need to be on a great team with great leadership, great culture, great opportunities, great accountability, because they're going to teach you those things. And you have to worry about less when it comes to the business because there's so many variables and so many moving parts that come with with this business, with any business in general, right? And so if you can offset a lot of those activities and fulfillment and back in things that don't move the needle, because most agents, you know, they'll go in cycles,

Starting point is 00:32:35 right so it'll be 70 30 and then it'll be 30 70 right because they're they're in fulfillment mode and they got to you know running around doing a bunch of BS but if you're on a great team they will be able to do those things for you until you're ready to get your feet underneath you and then you can start building your team and when I say that there's so many ways to do it right I've got it I've got you know clients that have completely virtual teams I've clients that live in they're not even living in the same market right they live in multiple different states away from where their market is or you know you've got the the Kyle whistles of the world where you got 120 agents right so like there's there's so many ways to go about it um it just really fits

Starting point is 00:33:22 into you know your style what you want um i always say you know your pain threshold like you know what what what what what what how much pain do you want to withstand um and that's a better question than what you know what goal what do I want to accomplish I don't know what's your pain threshold so that's that's the thing you know if if you're not in a position to get a coach find somebody that will mentor you that you know is really got you know their calendar dialed in that will show you their calendar that will help you dial it in like I said those three things are fundamental if you follow those three things and you know attack the week once you know 168 hours at a time you know

Starting point is 00:34:01 you're gonna you're gonna set yourself up for success we've you know You get a copy of our Sunday planning document and kind of walks through what the Sunday planning is. It's just Sunday Planning.168.com. So go there, get the resource. It'll walk you through the steps. Like I said, been religious with it since 20, loose a little before then, but really committed to it. And I know the weeks where I kind of, I'll half, half asset, you know, and that's how the week goes is kind of equivalent to the thought.

Starting point is 00:34:33 into it, right? Like, I mean, you got Sunday planning, you factor in everything. You factor in, you know, what we're having for dinner. You factor what grocery order we need. You factor where the kids have to be, what day, time, what do they have going on this week, you know, school, not school, what's going on? You've got, you know, like I said, all the high lifetime value activities. You got all the high leverage business activities.

Starting point is 00:34:54 You got all the other business obligations. And it really goes into it. And it's, like I said, it'll really help you maximize and get. the greatest return on your time because that's what we're looking for we're looking for you know roti um we you know a lot of people know you know r oi but they forget about the r o t and it's return on time and it's sunday planning 168.com that is it that is it that is awesome john kitchens host of the john kitchens coach podcast experience thanks for popping by to real estate on in your life appreciate it right straight from that conversation with business coaching systems wizard john kitchens

Starting point is 00:35:32 here are my top five takeaways. No particular order. That man, though, he knows how to take business out of chaos and anchor it with clarity, focus, and calendar discipline. And at number one, this one was far and away my number one. Your calendar predicts your paycheck. John said it best when he said, what you do today shows up in your bank account 90 to 120 days from now, right? So if you're waiting for the results to tell you how your business is doing, you're already too late. your calendar tells the truth before the balance sheet does. If it's not blocked, it ain't happening. Number two, start with you, not just your business, right?

Starting point is 00:36:12 John pointed out that agents mess up by putting business in the calendar first, when really what you got to be doing is you got to schedule the life that you want and then build around it, right? So if you want consistency in your closing, start by protecting your energy, right? Time for mindset, time for meals, time for family, time for movement, right? These things aren't fluff. They are the foundation. Number three, systematize your week, not just your day, all right?

Starting point is 00:36:38 John points this out very clearly. Forget that ideal day, right? Focus on the ideal week. There's more room for rhythm and recovery in it, right? So John sets out by planning his 168-hour blocks, right, of a course of a week, not just an eight-hour sprint. Your Tuesday might get messy, but your week can still win. The right rhythm beats perfect structure 100 times out of 100.

Starting point is 00:37:06 Number four, track what matters, okay? Words talk, number scream, that's a quote from John Kitchens. If you're not tracking your lead flow, your appointments, your conversion rates, you're not building a business, you're babysitting a business. Track it, review it, make adjustments, because if you can't measure, you can't improve. And at number five, let's take on that old Pareto principle, the 70-30. rule. 70% of your working time needs to go to five things, according to John Kitchens. Lead gen, lead conversion, appointments, negotiating, and showing properties. Audit your calendar. If it does not

Starting point is 00:37:43 match those five buckets, you've got a time problem, not a lead problem. It's not just about blocking the time. It's about blocking the right time. So here's your challenge this week. Stop reacting to your day. Start designing your week. Protect your life. Prioritize your pipe. pipeline and make your calendar a reflection of the business you actually want to build. Oh, and we're only just getting started with the hacks, tips, and tricks to turn your chaotic calendar into a simplified system for success. This Friday, we are hearing from not just John Kitchens, but top agents, including Nali Williams and coaches like Stuart Heslop and Lars Heddenborg and many more as part of our weekly Friday focus. We are bringing you what's

Starting point is 00:38:27 some of the industry's best from all around the world share in common in using their calendar to bring structure, clarity, and profitability to their real estate business. And there are a million different ways to listen. Well, I mean, primarily three, but there's how you're doing it right now, of course, online at real estateonair.fm, if you're listening live or on demand, wherever you're catching this as a podcast on demand. But don't forget about the always free real estate on air mobile app for iPhone and Android. This should be a must have if you want to bring real estate business building strategies and tactics off your desktop and with you wherever you go. Have time between showings? Well, our app plugs in seamlessly to Apple CarPlay and Android Auto, turning your car

Starting point is 00:39:14 into a university on wheels. That ain't so bad. Oh, and when you forget about this week's Friday Focus, I'll just push you a little reminder on that app as we're getting started. one thing you got to do the only thing you got to do just search k gCI in the apple app store or in google play all right it's time to lighten things up you know what you love it it's real estate confessions these are your stories find kgci on facebook and instagram and drop us a follow and be sure to share your real estate confession sometimes we show up at the wrong house sometimes we have do not disturb turned on for too long on our phones whatever it is we've all been there but before we dive in we do have to get one thing straight

Starting point is 00:39:55 Real Estate Confessions features stories from the wild world of real estate. Names and details may have been changed to protect the innocent, and occasionally the not so innocent. All confessions are shared in good humor and do not reflect the opinions of KGCI Real Estate on air, its hosts, or affiliates. No agent's licenses were harmed in the making of this segment. Enjoy responsibly. All right, it's time for Real Estate Confessions, because in real estate,

Starting point is 00:40:22 truth is stranger than fiction. I set aside two hours for lead follow-up. Then I spent 45 minutes building the perfect new label in my CRM and the next hour and 15 staring at it. Productivity level, high color coding, zero calls. I got to a listing appointment 15 minutes early. Felt great, confident, prepared. Turns out I was 24 hours and 15 minutes early.

Starting point is 00:40:56 The seller asked if I needed help. I said only with my calendar. My calendar had 7 a.m. affirmations, 8 a.m. Jim. 9 a.m. gratitude, 10 a.m. expires. By 10.02 a.m. I had spilled coffee on my laptop and locked my keys in the car. I was spiritually centered, but logistically ruined. My calendar was full. My phone was not. I accidentally had Do Not Disturb on for six hours. I missed a showing a lender call and my own therapy session. My phone was quiet. My anxiety, not so much. All right, I guess calendar systems, they're great and all, but they won't stop you from showing up at the wrong house on the wrong day with two left shoes. And that is why we confess. So here's what we learned today. Structure builds momentum, momentum builds consistency, and consistency builds closings. So if you're ready to stop winging it and start winning it, don't miss this Friday's Friday focus. From chaos to calendar, how top agents are systemizing

Starting point is 00:41:58 their day. You can stream it. at that always free KGCI Real Estate On Air mobile app for iPhone and Android or live at Real EstateOnair.com. And this episode, along with more than 2,000 others, and all of the episodes as part of our weekly Friday focus will be on demand your way whenever you're ready to stop surviving your schedule and start owning it. I need Wheatley. This is Real Estate On Air Live.

Starting point is 00:42:23 And the next move on your calendar should be blocking. Time to listen again. Be good.

KGCI: Real Estate on Air - Block It or Bleed: How Top Agents Structure Their Week

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