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fundamentals_conceptI learned a long time ago that success is neither magical nor mysterious; rather, it’s the perfect execution of the basic fundamentals.

As we continue to coach the elite agents and teams of the world, we know there are fundamentals that work in every business, in every market, with every team. These critical must-do formulas are known to all, but executed by very few. The reason for this, I believe, is lack of accountability. We don’t hold ourselves accountable, and we don’t have someone we truly trust and respect holding us accountable.

Here are the fundamentals that every agent should master to become a truly exceptional income earner:

Time Management
Everyone has 24 hours a day—no more, no less—however, some people get more done each day than others. The reason is not that they are better time managers; rather, they are better managers of themselves. Spend time every day planning your day. Whether it’s 30 minutes in the morning or at night before going to bed, decide what’s most important and then do those tasks first. You will be blown away by how much you get done when you plan each day.

Daily Prospecting
Wishing you were busy is not a prospecting strategy. You must truly prospect every day, whether it’s FSBOs, expired listings, geographic farming, open houses, floor time, door knocking, past clients, networking groups, new construction, luxury real estate, international buyers, etc. There’s only one reason for failure, and that is not doing a minimum of three hours of prospecting daily.

The Art of Delegation
I have said it before and will say it again. If you don’t have an assistant, then you are one. You must delegate all non-income producing tasks. Stop doing fake work and focus your time on prospecting so you can afford an assistant.

Know Your Craft
The elite are true experts in real estate, their communities, negotiation and sales; they provide real, expert advice and solutions to their clients. This can’t be faked. Become an expert.

Clients First
Put your clients’ needs above your own and you will see how success follows. I don’t mean discount your commissions or give away your services for free. I’m talking about not making decisions based on how it might affect you financially. Do the right thing every time for your clients, regardless of the impact on your finances, and you’ll begin to see that when your business grows, your income will follow and your life will be enhanced.

It’s time to go for the gold by perfecting your execution of the fundamentals of real estate. If you don’t know what to do, let us know—we’re here to help. Please send any comments or questions you have to or

Verl Workman is president of Corcoran Consulting, Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential broker’s or agent’s existing practice.

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