2. Determine your hourly value.
Each hour that you work, what are you worth - $20/hr or $50/hr or $100/hr? This is a valuable exercise towards determining where you are now and where you want to go. Professional salespeople know exactly where they are going. They have calculated what hourly rate is required in order for them to achieve their annual income goals. They understand that each day has an identical amount of time available, therefore in order to achieve higher income goals, more productive activities need to be engaged in.

3. Know what activities are required to achieve your annual, monthly, weekly, daily, hourly income goals.
These include:
a) number of prospecting calls per day
b) number of presentations per day
c) number of sales per day, per week
d) number of proposals, follow up calls

4. Plan every day in advance.
Advance written planning of daily activities provides professional real estate salespeople with a "jump start" each day, over competition that fails to plan. The best time to plan is either at the close of day before leaving the office or at home in some quiet time.

5. Think geographically.
Avoid lengthy journeys between clients located miles apart, instead, start to group sales calls in the same geographic area. If long journeys are unavoidable, make use of this time by listening to sales programs on tapes and CDs.

6. Think Strategically.
The word "procrastination" is not in a professional salesperson's dictionary when asking for a meeting.. Although they work with a sense of urgency, top salespeople also work to a strategic selling plan to maximise use of their valuable time. They understand the importance of always being in charge of the selling process and that there are few shortcuts to this process, which includes:
a) establishing trust and rapport
b) thorough needs analysis
c) presentation
d) close
Furthermore when with customers, these real estate salespeople know at any time where they are within that process.

7. Confirm all appointments.
Nothing is more annoying than to turn up at an appointment to discover that the other party cannot make it. Avoid this potential time-waster by confirming appointments before you leave the office.

8. Thoroughly prepare your work and presentations in advance.
Not having answers readily available can waste a lot of precious time in the selling process. When either telephoning or meeting with potential customers, professional salespeople are prepared for just about all eventualities. They have complete property knowledge, are aware of competitor's offers, possess excellent presentation skills complete with testimonials from previous satisfied clients, etc.

9. People don't buy listings they buy salespeople!
It's a competitive world out there. Customer allegiance to products and services is fast becoming a thing of the past. Real Estate sales success today largely depends upon a customer's perception of a salesperson's personality and attitude. Professional productive salespeople are in sales because they WANT to be in sales. They are more optimistic with high levels of self-esteem via self-knowledge. These are people who have taken time to plan their lives and who see their current situation as a planned stepping stone towards achieving their life goals.

10. Learn additional skills.
Real Estate salespeople who continually perform to the highest levels, recognise the importance of ongoing skill development. The learning and application of new skills provides the ability to sell more effectively, via higher quality prospects achieved from greater understanding of their needs and the world which surrounds them.