Checkmate with Checklists
by Walter Sanford, Speaker, Trainer, Coach
When I first became involved in the real estate business, I found myself with a manila folder and hundreds of bits of pieces of paper stuck any which way with no regard to purpose, chronology, or importance. Then the day came when I received the phone call from my most important seller…I frustrated him because of my lack of ability to answer his question. The answer was always there…somewhere under that mountain of paperwork. Thus was born my need to become systemized under a checklist format.
Let me tell you about the excitement of having a checklist system mentality:
- You don’t have to store the information in your brain! Once you make an addition to a checklist, the step has been remembered forever!
- Every time you go to a seminar and receive a brand new idea, don’t you find it frustrating in its implementation? Well, add it to your checklist. The idea almost certainly fits under some category, and in that category, it’s going to get done! Just go back to your office and start a list of the main business systems that you do. Enter it under the appropriate title and soon a complete manual for that system will emerge! Now, your brain doesn’t have to remember it, and it automatically gets handled as long as you have the discipline to complete your checklist.
- Remember the times that you shook your head and wondered where all the money went? Well, let me tell you—it went to overhead. It went to all those necessary, momentary, emotional expenses that you just had to write a check for to save, increase, or improve your business. Over the years, I have found that most of those checks written were unnecessary and a checklist is a perfect form for going back to cut headings out of your Schedule C. Yes, that’s right. When I tell you that you need to bring your overhead to less than 25% of your gross, where do you go back and cut? That’s right—you cut line by line out of your checklists. Go back and ask yourself the question, “What could have been eliminated that nobody would have missed?” It’s a refreshing experience.
- Another reason for checklists is simply that it provides the foundation and basis for delegation. The top agents that I have counseled, trained, and coached had to do the actual business systems themselves then generate checklists. Only then were they able to delegate the task to a less expensive employee who followed the pro’s steps.
- Lastly, it may even provide the basis for selling your individual real estate business.
So there you have it—the top five reasons to checklist your business. It will not only increase your speed and efficiency, but it will also add consistency to your customer service.
The next question that you’re going to ask me is how to implement your checklist system. Hard copy or digital seems to be the watch word and there are reasons for both. I have a simple rule: if you have paperwork develop on a file, it is probably easiest to maintain a hard copy checklist. As we slowly move into the area of digitized being legal then I believe that everything should be digitized within your software. These checklists could then be shared by affiliates and even clients to monitor the process. If you’re using some of the current software like Top Producer or Agent 2000, you can use these checklists to increase the viability and customize the checklist to your own operation. Hard copy seems to still the best the use of most top agents since real estate is still a paperwork heavy operation. The day will come when we will all realize the freedom of a paperless business; however, the checklists, hard copy or digital, will change very little.
You’ll find that when you provide consistency of service and consistency of lead generation through your new checklists…you’ll never be wanting of leads. Clients prize consistency as one of the greatest service gifts that you can provide. Checklists force you to give the most profitable services to your clients at all times, ensuring your activities will continue to generate new business even when you’re busy!
Copyright Walter Sanford. All right reserved. Walter Sanford was one of the top real estate agents in North America for 23 years. He now is one of the most requested seminar speakers in the U.S. He is passionate, positive, right on target and provides strategies that can be easily implemented. His programs and products support his teachings and are available on his website. For more information, please visit WalterSanford.com.