Session 10 Time Blocking
Ignite
skills to spark a great career
Power Session 10: Accountability
Check in on Time Blocking
Mona Covey
Table of Contents
Power Session 10: Accountability–
Check in on Time Blocking .......................................... 10-1
Get Your Head in the Game.......................................... 10-2
Today’s Plan of Action. . .................................................................... 10-3
Gear Up.. .......................................................................................... 10-3
Affirmation of the Day..................................................................... 10-3
1. Weekly Checkpoint................................................... 10-4
Recap What You Have Done. . ........................................................... 10-4
Report on Your Results.. ................................................................... 10-5
2. Evaluate Wins and Opportunities.............................. 10-6
3. Time Block for Unfinished Business......................... 10-7
4. Maximize Your Productivity...................................... 10-8
Just Say “No”.. ................................................................................... 10-8
Delegate When You Can. . ................................................................. 10-8
5. Time Block for Lead Generation. . ............................. 10-9
Aim High................................................................... 10-10
Get Focused! It’s Simpler Than You Think.................................... 10-10
Reward Yourself. . ............................................................................ 10-11
Choose a New Accountability and Script Partner.......................... 10-12
Get to Work............................................................... 10-14
Your Action Plan............................................................................ 10-14
Your Daily 10/4 Assignment. . ......................................................... 10-15
Aha’s.. ............................................................................................. 10-15
7. The Buyer
Consultation
Market Center
Topics
15. Price Right
and Present
Your CMA
1.Rev Up
6. Prepare to
Work with
Buyers
Market Center
Topics
14. Your Prelisting
Packet
and Listing
Consultation
Tuesday
2. Your
Database
Monday
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
18. Accountability
– Check
in on Your
Numbers and
What’s Next
17. Contract-toClose and
Postclose
Systems
16. Market and
Ser vice Your
Listings
13. Accountability
– Check in on
the 4-1-1
12. Find Seller
Leads
11. Negotiate
Win-Win
Agreements
Accountability
– Check in on
Your Goals
and Big Why
10. Accountability
– Check in on
Time Blocking
5.
Friday
9. Make and
Receive
Offers
4. Prospecting
Thursday
8. Find and
Show Homes
3. Open Houses
Wednesday
Ignite Power Session Training Calendar
Power Session 10: Accountability–
Check in on Time Blocking
You
are
here!
10-1
Get Your Head in the Game
Time
Blocking
The decision to
block out time
on your calendar
ever y day for lead
generation.
Congratulations! You’ve made it to mile marker 10 and you are
purposefully focusing on new habits—the Daily 10/4—that will
reward you with huge success.
Ask yourself this: “Have I been as disciplined with my Daily 10/4
as I could be?” If the answer is “no,” there are systems to help. One
is time blocking and the other is the 4-1-1 (which will be the topic
of Power Session 13).
Time blocking is a mental decision to reserve time in your
calendar every day for lead generation—your Daily 10/4.
T
ony DiCello, director of KW MAPS
Coaching, gives an example about an
agent he coached. “This guy actually
cut out 9:00 a.m. to 11:00 a.m. on his calendar!
It’s his reminder that he can never schedule
anything but lead generation during this time.”
Tony continues, “Distractions are your choice.
If someone asks, ‘Do you have a minute?’ you say, ‘Not now.’ Put
your foot down on the accelerator and never let up.”
TRUTH
It takes 2–4 hours
of focused effor t to
accomplish anything
that’s wor thwhile.
Time blocking keeps you focused, free of distractions, and doing
what you’ve committed to. Even Gary Keller admits it’s tough.
“It’s easy to say, ‘I’m going to time block and lead generate. Wow!
That’s simple, that’s all I’m going to do.’ Unfortunately, it’s easy to
get distracted with helping others, dealing with problems, working
with clients, etc.”
Most people need help because it’s not easy to remain focused
on one thing on a regular basis. The structured approach to lead
generation is not necessarily fun, and appears to take you away
from the freedom and fun of running your own business.
Preparation will help. It takes 2–4 hours of focused effort to
accomplish anything that’s worthwhile. It’s important for the
people around you to understand what you’re doing and to help
you in your efforts. That is, to not interrupt you or allow others to
interrupt you.
The reward from daily and focused time-blocked lead generation is
huge! And you will have more rewarding and satisfying interaction
after your lead generation, with no regrets.
The only thing between everything you want out of this career and
where you are today is getting control of a few hours during your
day. It doesn’t have to change your world, yet it will change your
world!
10-2
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Today’s Plan of Action
This Power Session gets you on track in five steps.
1. Check in on what you’ve accomplished this week.
2. Evaluate wins and opportunities of the week and make
adjustments.
3. Time block for any unfinished business for this week.
4. Learn ways to maximize your productivity.
5. Time block for lead generation.
Gear Up
For today, you will need the following items:
1. Your calendar
2. Your Daily 10/4 tracking and results
Affirmation of the Day
I love the results I get from my daily
lead generation!
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-3
1. Weekly Checkpoint
Recap What You Have Done
This week you learned many new concepts and skills related to
working with buyers, and you continued with your Daily 10/4.
;; 1. Chose an area of buyer specialization.
;; 2. Researched your market statistics.
;; 3. Customized your eEdge Buyer’s Guide.
;; 4. Learned to qualify buyers for the appointment.
;; 5. Practiced the seven steps of the buyer consultation.
;; 6. Studied techniques for qualifying homes found online.
;; 7. Developed your showing skills.
;; 8. Learned scripts to help buyers in the decision-making
process.
;; 9. Worked through the process of writing and presenting
offers when representing a buyer.
;; 10.Learned how to receive and respond to offers when
representing a seller.
;; 11.Practiced scripts to use with clients and co-op agents on
both sides of the table during the offer phase.
By the end of today,
these numbers
should be 50.
{
And, of course, you completed your Daily 10/4 for Monday
through Thursday.
;; 9. Added 40 full contact records to your database.
;; 10. Connected with 40 people.
;; 11.Wrote 40 notes to the people you contacted.
;; 12. Previewed 10 homes.
;; 13.Entered the above results into the online myTracker.
10-4
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Report on Your Results
What did you achieve this week? Who is in the lead for the week?
So far, who has the highest cumulative numbers for each of the
Daily 10/4 activities?
STOP
and DO
Enter Your Daily 10/4
Daily 10/4 Leaderboard
Four Habits
Daily Goal
Build and Manage Your
Database
Add 10 people to your
database.
Prospect
Connect
with 10 people.
Follow Up
Write 10 notes.
Know Your Market
Rating:
Results/Ratings
Leader Name
Preview 10 homes/week.
() Met the goals of 10
() Exceeded the goals of 10
(–) Didn’t quite meet the goals of 10
Time: 1 minute
Did you achieve any milestones? How many? Who achieved the most?
STOP
and DO
Enter Your Milestones
Milestones
Results
Leader Name
Appointments
Agreements Signed
Contracts Written
Contracts Closed
Time: 1 minute
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-5
2. Evaluate Wins
and Opportunities
STOP
and DO
Self-reflect on Your Actions This Week
Write your answers to the following questions and then share with the
class.
Time: 5 minutes
What wins did you experience this week?
What opportunities for improvement did you encounter?
What kind of leads are you getting? Seller? Buyer? What about the
quality of leads you’ve been getting? How quickly are you able to
convert them to an appointment?
As CEO of you, rate your performance for this week using a scale
of 1–5. (1 = improvement needed, 5 = excellent—no improvement
needed)
What will you do differently next week?
10-6
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
3. Time Block for Unfinished
Business
Didn’t get it all done this week? Lead generation is your first
priority: Time block for it, then schedule the other tasks you did
not complete.
STOP
and DO
Time Block for Any Unfinished Business
1. List any tasks you did not complete for this week or must complete by
week’s end.
2. Put them in your calendar now.
Time: 2 minutes
It is important that I complete the following:
By when
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-7
4. Maximize Your Productivity
Becoming truly productive is a matter of generating productivity
habits—habits that you routinely do every day. And it begins
as a deliberate decision. You shape the routines that create your
habits—the habits that will lead you to your goals. You make the
choice.
Just Say “No”
Begin by generating a “Not to Do List” for all those tasks that
would serve only to consume your time. Then don’t do them!
Determine what can be handled more effectively with technology
and what you can delegate.
In our people-pleasing industry, it is often difficult to say “no” to
people. However, without a plan for saying “no,” you may very
well end up overworked, overstressed, and out of time.
The Four Steps to “No”
1. Clarify by asking questions. Make sure you understand the
request.
2. If you need to say “no,” do so. You can be polite and firm
simultaneously.
3. Remember that “no” is a complete sentence. You do not
have to justify your reasons for saying “no.”
4. Suggest viable alternative resources for the person
requesting your time.
Delegate When You Can
Each time you begin a new task, ask yourself, “Could someone else
do this?” If your answer is “yes,” pass it off to that person. Your
job is to develop your skill of delegation.
10-8
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
5. Time Block
for Lead Generation
Time blocking is a method of organizing your day and focusing on
the dollar-productive activities that matter most. It is a habit that
allows you to schedule appointments with yourself to effectively
manage your day. Some tips to keep in mind as you develop this
habit are:
• Don’t indiscriminately fill up your calendar with events.
Remember that you are in “business,” not “busyness”!
• Don’t try to time block every minute of your day or week.
• Block for the most important tasks—the dollar-productive
activities of lead generation!
• Erase and replace. There will be times when a true
emergency arises during one of your time blocks. You will
obviously need to respond. The key is to replace the time.
If you use an hour to deal with the emergency, immediately
replace that hour by blocking another hour on your
calendar to return to your task.
STOP
and DO
Time Block for Lead Generation
1. Write down exactly what days of the week and what hours you will do
your lead generation.
Days of the week (e.g., Mon. – Fri.): ______________________________
Hours (e.g., 9:00 – Noon): ______________________________________
2. In your calendar or day planner—time block for lead generation every
day for up to one month.
3. Time block for home previewing—10 hours every week—for up to one
month.
Time: 2 minutes
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-9
Aim High
Get Focused! It’s Simpler Than You Think
In Power Session 5: Accountability – Check in on Your Goals and Big
Why, you learned about focus—the “little difference that makes
the big difference in our lives.” In The Millionaire Real Estate
Agent, Gary Keller presents five simple steps that will lead you to
great focus and open up a world of possibilities in your business
and your life.
The first two steps are as follows:
1. Create a personal plan and make the implementation
process your focus.
Follow a big plan that is built from a Big Model and make
the implementation process your focus. Aim high and don’t
allow your goals to be a ceiling to your achievement. If you
aim too low, you might sit back and stop trying once you
hit your goal. It’s better to aim high and allow yourself to
pause and celebrate your progress along the way.
Focus brings results. Stay focused on the process of
implementing the Daily 10/4.
2. Time block to get your focus.
Make sure the Daily 10/4 activities get done! If everyone
has the same amount of time, then success at a high level
isn’t about how much time you have, but rather how you
use that time.
Time blocking is a skill that absolutely must be learned,
practiced, and turned into a key productivity business
habit.
In upcoming Power Sessions on accountability, you’ll learn the
remaining three steps to getting focused:
3. Get accountability to keep your focus.
4. Make sure your environment supports your focus.
5. Keep your energy to maintain your focus.
10-10
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Reward Yourself
How will you reward yourself this week? Remember that it can be
a small reward for completing your Daily 10/4 or a big reward for
a achieving a big milestone. Choose something meaningful that
will motivate you!
STOP
and DO
Choose Your Reward
Jot down a reward for meeting a certain milestone.
Time: 1 minute
When I complete ...
h
it wit
s
u
l
P
BOLD
I will reward myself with ...
Remember your options to keep you
on the path of success. Besides your
Productivity Coach, KW MAPS Coaching
provides several programs to keep you
accountable to your goals. One followup program you’ll want to schedule as
soon as it shows up in your area is BOLD
Experience. It’s an intensive eight-week
program that will truly take your business
to new heights.
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-11
Choose a New Accountability
and Script Partner
Every week you will choose a different accountability and script
partner. Why? Because familiarity breeds acceptance. You don’t
want your accountability partner getting too comfortable with
any excuses you may have—they need to keep you accountable.
Consider someone you don’t know, or someone you highly respect—
someone who exhibits a high level of accountability themselves.
STOP
and DO
Select Accountability and Script Partners
1. Write the name of the person with whom you will meet weekly and to
whom you give permission to hold you accountable to your goals.
2. Write the name of a partner who will practice scripts with you on an
ongoing basis.
My Accountability Partner
My Script Partner
We will meet on what day
and at what time?
We will meet on what day
and at what time?
3. Meet now with your accountability partner.
4. Share:
• Daily 10/4
• Goals for GCI and transactions
• Wins and opportunities
• How you will reward yourself
Time: 10 minutes
10-12
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Be open to accountability
Be prepared to answer questions about the following:
1. Your goal
2. Your Big Why
3. Your results
4. Your wins
5. Your opportunities
6. What you will do differently next week
Hold someone else accountable
1. Keep the conversation confidential.
2. Be encouraging and supportive. When excuses or
complaints come up, ask, “How can you get it done?” and
“Who can help you?”
3. Confirm date and time of next accountability check-in.
4. Inquire about the following:
Question
Answer
1. What’s your goal?
2. What’s your Big Why?
3. What results did you
achieve this week?
4. What wins did you
experience?
5. What oppor tunities for
change or improvement
surfaced?
6. What will you do
differently next week?
7. How will you reward
yourself when you’ve
accomplished _____?
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-13
Get to Work
Your Action Plan
Time block and complete the following activities before the next
Power Session.
Done
My Action Plan
By When
Finalize all details for your upcoming, highly
successful open house.
Prepare for your next Power Sessions.
• Time block for next week’s Ignite
sessions. (see table below)
• Be prepared to share your open house
wins and oppor tunities.
Ignite Power Sessions – Third Week
10-14
Two sessions determined by
your Market Center
Topics will vary according to region, state, or Market
Center and may include contracts, risk management,
technology, and others.
11. Negotiate Win-Win
Agreements
Learn best practices for negotiating, with an emphasis
on striving for agreements that are a win for both sides
of the transaction.
12. Find Seller Leads
Build your business by leveraging listings, which generate
the maximum numbers of leads.
13. Accountability –
Check in on the 4-1-1
Each week ends with a check-in on how you’re doing
against the plans you made for yourself. You will address
issues that slowed you down, and emphasize the ones
that propelled you forward. This week, you’ll learn how
to use the 4-1-1 in order to stay on track with your
Daily 10/4 activities, and all of your shor t- and longterm goals.
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Your Daily 10/4 Assignment
In your calendar, time block and then complete the following
activities before the next Power Session.
Four Habits
Daily Goal
Build and
Manage Your
Database
Add 10 people to your database.
Prospect
Connect with 10 people.
Follow Up
Write 10 notes.
Know Your
Market
Preview 10 homes this week.
Done
Aha’s
STOP
and DO
My Aha’s
1. Write down your three most powerful aha’s from this Power Session.
1.
2.
3.
2. Share one aha with the class.
Time: 5 minutes
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
10-15
10-16
Ignite Power Session 10: Accountability – Time Blocking – v3.3 © 2011 Keller Williams Realty, Inc.
Ignite Correction and Suggestion Log
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Market Center: _________________________________________________
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