CAPLS – The Income Chain

As an agent with ten years experience or ten days experience, there is one simple reality that will determine how much money you make in the next year and this is; your DAILY ACTIVITIES in the INCOME CHAIN.

I will frequently talk with an agent needing direction who are getting stressed out over their lack of progress and is looking for some magic potion to solve their problem. Usually, it is because they have in their frustration taken their eye off the ball. A real estate career is many things but above all it is a NUMBERS GAME based on five key and utterly measurable daily activities;

* CONTACTS, leading to
* APPOINTMENTS, leading to
* PRESENTATIONS; leading to
* LISTINGS; leading to 
* SALES

There are five truths as far as this is concerned:

1) It’s a funnel! Just pour more in at the top and you will end up with more of the one at the bottom 
2) If you monitor these daily you will identify your weakness and strengths over time where you need to up your game 
3) NONE of these things has to do with ‘knowledge’ they are about attitude and discipline
(Yes you can do all of them BETTER over time – that is called skills enhancement and is about being more effective)
4) The only one of these you can directly control every day is the contacts you make; all others flow from that!

Be honest with yourself; take twenty minutes and consider your last week! How much time did you focus on managing this income change in your daily activities? How much time did you get distracted by other things?

Top selling agents inherently understand the Income Chain and the need to manage their time to achieve it. If you are looking for the secret to real estate it is understanding that your daily activities can all be more effective if they are aligned with doing the income chain activities. So before you worry about doing it better – DO IT!

Habitual success habits are the foundation to success and more important than refining the habit. In other words giving a person a fancy brochure to hand to a seller is wasted on the agent who does not knock on the door!

You cannot be in the “right place at the right time” if you are in the wrong place most of the time! You cannot help a person to sell their property if you don’t talk to them! Do not practice CAB “contact avoidance behaviour”.

– Andre de Villiers