I most likely piqued your interest with my title but chances are you are a skeptic. You are wondering what you could possible do to double your income and how much additional time each week will it take? What if I told you it would only increase your workday by no more then 30-minutes daily would you believe me? Probably not. But yet you may be intrigued and have read this far so please keep reading; I might just change your mind.

You see my clients ask me all the time what the Top Producers do that allow them to continually keep the pipeline full and earn top dollar. Top Producers have isolated the activities that produce the best results and repeat them every day.

Do you want to play with the Top Producers? Then implement the following 4 Strategies and don’t skimp on any one, ever:

1.    Upgrade Your Ideal Client – For example, if you typically work with small businesses in the 5,000 – 10,000 square foot range, upgrade to 10,000 – 20,000 square feet. Don’t be afraid to do this. I am not expecting you to suddenly abandon your current clients and pipeline but rather begin today with prospecting activities that recruit bigger and better clients. But of course this will require a bit of thought on your part. You will need to focus on identifying who they are and add to your database.

And the truth is when you work with bigger and more select clients you will discover they are better clients. They will take up less time; their demands will be briefer and they will value your expertise more. This is because they are also busy and have hired you because you are the expert in what you do leaving them more time for their business.

And working with bigger and better clients will increase your commissions.

2.    Qualify Your Prospects – You absolutely, positively must qualify prospects before agreeing to work with them. If you don’t, you risk wasting valuable time that would have otherwise been available to service or obtain a more viable client.

Have a list of 5 or so standard qualifying questions you ask before moving forward. You will need to ask questions such as: Are you the decision maker? Do you have the required capital? Have you talked to any other brokers? What is your timeline? What economics make sense to you? And too many more qualifying questions to list but hopefully you understand the concept. Plus, 95% of the time this includes securing an exclusive agency agreement before you begin in order to avoid wasting time.

If the answers to the questions raise ANY red flags, don’t accept the assignment.

3.    Say No – Every time you say yes, you are saying no to something else. If you have committed your time and resources to work on non-income producing activities then you have limited your income. Top Producers know this and are proficient at say no to activities that yield little or no return.

Be very clear about what you will say yes to and what you need to say no to.

4.    Work Your Spreadsheet – We talked about this a few weeks ago. Working your spreadsheets daily the way they are supposed to be used has the potential to double your income.

It’s because you are reviewing all of your deals and potential deals daily and identifying the appropriate actions that are required. This leaves no tasks undone and all follow up is prompt.

If you work with bigger and better clients, qualify well, say no when necessary and remember to work your spreadsheet daily the amount of time spent will be less, commissions higher and fewer actions missed because you are minding your spreadsheet. The end result: Bigger and More Commissions!

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