Bevin Lynch, principal of Bevin Lynch Inc., Life and Business CoachWhen asked what they need to be more successful, most real estate agents answer that they need more clients. While this may be true, it is unfortunately the only thing that you cannot control. Having clients is the outcome; you can only control the process.

The process includes tasks like how many phone calls you make, how many e-mails you send, how many people you drop in on. If you focus on the process and work it consistently, you can’t help but succeed. If you talk to enough people, you will end up with clients.

For the next 90 days, I ask you to commit to the process. If you commit fully to this, you will achieve your desired outcome — more clients.

Let’s look at the process. It’s what you do each year, month, week and day to get your business where you want it to be. Everyone’s process is a little different, based on what they love to do.

“To acquire clients, the process is this: Request, propose, and invite over and over and over and no is as good as yes. It’s OK. The process is what’s important—not the outcome. We get so fascinated with the outcome, we forget the process and by not doing the process we get so scared about the outcome, we forget the process, and by not doing the process we don’t get the clients.” --Steve Chandler, “How to Get Clients”

So, what are the steps to creating the process for building your business?

1. Write your 2010 Business Plan

If there is one thing I stress for real estate agents and other entrepreneurs, it is the importance of having an annual business plan: a written plan that you can check in with, tweak as necessary and use as one of your most important tools. And yet I find so many real estate agents do not have one or haven’t looked at it in months or years.

Use your Business Plan as a road map for your business, checking in with it at least every month and adjusting it as needed. If you need help writing your Business Plan, visit http://tinyurl.com/RE-BizPlan for info on my e-book that will walk you through the process.

2. Create your daily process

While I advocate a multi-faceted approach to building your business, I highly recommend that you:

Do more of what you love.

Whatever method of business-building most appeals to you, do more of that. Whether if be networking, throwing neighborhood parties, cold calling or direct-mail marketing, do more of what you love. You will put more energy into your efforts and that will impress potential clients. People want to work with others who have energy and passion. If you despise the activity you are participating in, your potential clients may read that as distaste for real estate. That is definitely not what you want them to think of you!

3. Find a Time Management System that works for you

There are so many ways to manage your time—use one that works for you rather than trying to fit yourself into a system that doesn’t feel right. People tell me that they don’t have enough hours in the day. I would argue that you have plenty of time to do everything that you want to do. If there is something you aren’t getting done, it is likely because you don’t truly want to do it. I rarely do anything I don’t want to do. The difference is that I don’t feel bad about not doing it. I realize that it’s not because I ran out of time—it’s because I didn’t dedicate the time to it in the first place.

One of my favorite questions to ask my clients is “if you knew that in one year your real estate business would be exactly where you want it to be, what would you do differently today?”

What would you do differently today, knowing that your business will be where you want it much sooner than you expect?

Bevin Lynch, Inc.

Life and Business Coach

910 W. Van Buren #241

Chicago, IL 60607

O | 773-262-5878

C | 773-484-3370

F | 312-612-1127

BevinLynch@gmail.com

www.BevinLynch.com