Pre-planning your lead generation, follow-up, and prospecting is one of the keys to success in any sales job—and especially in real estate. 

Today, I’m breaking down how to pre-plan for the entire week—so that you know exactly what to do as soon as you sit down to work. 

Pre-planning and preparation prevent poor performance. You’ve heard me say that many times. 

That’s why you need a game plan for the week. Because if you wake up and don’t know what to do, you’re already at a disadvantage when it comes to running your real estate business. 

#1—Identify Your Hottest Targets

The first thing you need to do is get clear on two things:

  • Who are your hottest targets for the week?
  • Who are you trying to meet with?

Prioritize those first. Once you get those targets in place, create a bucket or a call sheet for that and group them together. 

When you’re using the technology with your CRM, a power dialer or something else, you’re able to click on that group and attack it. This enables you to know exactly what kind of script and questions and conversation you want to have with those people.

One of the biggest mistakes that happens after you get these hot targets down is waiting to call them. Call the people on your list first and foremost because you want to get in front of them right away. 

Remember, the leads aren’t just your leads. They might be talking to other people whether they told you or not. So it’s a very critical step to take. 

#2—Set Clear Weekly Goals

Secondly, be clear on the numbers you want to hit for the week. What are your goals? 

  • How many dials?
  • How many conversations? 
  • How many text messages?
  • How many video CMAs? 
  • How many emails are you sending?

Whatever you’re doing to mix it up and to get in conversations with people who want to transact, have a goal attached to it, which should already be part of your business plan. 

Make that number something you’re held accountable to, and keep it up and visual so you’re tracking it all week long.

I’m a big believer in this short-term weekly plan because it helps you get clarity on what your objectives are that are going to move your business forward. 

#3—Create time-based lead buckets

If you have prospects who are in that three to six-month range, we call that a nurture lead here. It’s all time-based according to when they’re likely to transact. 

Create a nurture bucket and a nurture call list that you can work with calls, texts, emails. 

Do the same thing for watch leads that are six to 12 months out. 

And then do the same thing with your clients who you’ve done business with before to stay top of mind with them. 

Your sphere has multiple layers based on where they are in the funnel. Some of them you’ll contact more frequently than others. But you need a plan to follow up consistently with all of them. 

#4—Maintain Fluidity in Conversations

If you’re working buyers and sellers, bucket them separately. 

Otherwise, what ends up happening is something like this: You’re jumping from a long-term buyer call, working with someone who’s 6-12 months away from transacting—to someone you’ve transacted with—to a for-sale-by-owner—and then to someone you’ve talked to 15 times who’s very close to transacting. 

My point is you’re not going to be able to think clearly, and it’s going to change your flow and the comfort level you have with each script. 

The more focused you are on one bucket, the more you will stay on task, have more conversations and work through your calls at a pace that makes sense in your head. Then you can move on to another bucket and have a different conversation with those prospects.

I see people jump all over the place and there’s no fluidity to it. With fluidity, you’re having similar conversations over and over—which helps you grow more confident as you go—before you switch to a different kind of conversation. 

Flow does mean something here. It matters. 

#5—Prepare Your Follow Up

Finally, make sure you know what you’re going to send to the people you don’t talk to. 

  • Do you have an email you’re following up with? 
  • Do you have a text message you’re going to send? 
  • Do you have a chart or a piece of data that you want to share about inventory levels? 

Have some sort of follow-up piece if you don’t speak to them, because then you’re attacking it from different directions. 

Pre-planning, having different buckets, knowing what you’re going to say, having a number you’re going to hit, having the script ready, having your follow-up piece ready—all this preparation is going to help you attack your week aggressively rather than trying to figure it out as you go. 

Because when you wake up and try to figure out what to do, you’ve already lost the day. You’re losing precious time. 

And that’s the one thing we all have a limited amount of.