It is estimated the average pro golfer practices five to six hours each day, above and beyond the rounds of golf they play in competition. It is recommended a marathon runner run three to five times a week, running up to 50 miles weekly for four months prior to the day of a marathon. Pro football players spend endless hours in the gym, film room and on the steaming practice field preparing their minds and bodies for battle. Yet, in real estate, many consider themselves “professionals” when they get a license. That's just not enough, certainly not if your goal is to be at the top of your game. Are your mind, body, and spirit ready to produce at peak levels, every day? If not, it is time to respect your career and yourself enough to prepare like a pro.

It is easy to become busy in real estate. Paperwork piles up, calls and emails need to be returned and days may be jammed with appointments and errands. Then, of course, there's research to be done on the internet and social media to keep updated. One of the reasons agents are attracted to real estate is the flexibility it provides, but we may need to be more honest about all of this “activity” and to focus on more of what makes and keeps us productive. A recent Inc. Magazine article cited a survey of 2,000 office workers to discover in an eight-hour day, productivity was limited to just 2 hours and 53 minutes. We can do better. It can be liberating to limit or at least schedule our time on the internet and with social media and emails.

Even if a top salesperson only celebrates when closing a sale, that is not frequent enough. Our brains and spirits need to experience success far more often than the weeks or even months that can occur between closings. While the neuroscience of success can seem a bit complicated, it boils down to three areas; the Reticular Activator System (RAS), your memory and the release of dopamine. The RAS filters out noise and sorts to what is important to you. It is why if even in a very large, noisy crowd if someone yells out your first name, you will likely look around. This happens even if there may be dozens of people with that name in the crowd. It will also note successes. We tend to store both good and bad memories, and these can hold us back or propel us. Experiencing more success gives us more positive resources to pull from. Dopamine is a chemical response the brain rewards us with when we are successful. It is that “Yes!” moment when you fist pump the air when an offer is accepted.

That is why setting smaller, daily and weekly goals are so critical. Goals involving the number of prospects or leads we get, goals for referrals new contacts. We need to feel that sense of accomplishment in our daily and weekly activities to keep us on the path to greater productivity. 

Do you move with confidence, energy, and intent? We should not underestimate the power in how we carry ourselves. Psychology Today refers to this as "embodied cognition” and it demonstrates that while most believe their attitudes cause their physical behavior, in actuality, physical movement can cause attitudes. Moving with energy and intent can have a remarkable internal physical impact which can transfer to how productive we are. It won't take much to convince you. Start by walking at just a bit brisker pace with your shoulders back and your head up. You'll begin to feel the results within minutes. It also won't hurt your productivity when you realize people will follow someone who looks like they know where they are going.

Far too often we view sleep as a respite from the day, a cure for our exhaustion. Bedtime should be a reward for a productive energetic day and a way to rejuvenate. Like good nutrition, exercise and a good attitude, quality sleep should be a priority for real estate professionals. If daily stress and anxiety are affecting your ability to get to sleep or sustain quality sleep, try the scent of lavender. Aromatherapists believe lavender is a natural sedative and cure for anxiety. Beyond lavender, vanilla, rose, jasmine and sandalwood are essential oils that have been shown to be effective in promoting relaxation and sleep. Deeper, higher quality sleep will help rejuvenate you for more productive enthusiastic days.  

Research shows that listening to music can literally alter your mind. In fact, listening to music while at work can actually improve productivity and help in problem-solving. There are, however, studies that show that listening to music while trying to learn something new can be counter-productive. Listen to more of the music you love while at work while limiting the negative input of some talk radio and news stations and your productivity may soar.

More and more real estate professionals are beginning to realize what elite athletes have known for decades.

Protein can be a powerful way to supercharge your mind, body, and spirit. Lack of protein is frequently a cause of fatigue, keeping us from being our productive best. Protein provides the body with fuel to restore and repair tissue. It also provides a longer-lasting source of energy than carbohydrates. Imagine having energy all day, every day.

Like a professional athlete, your market is your arena and competing brokers your competition. For real estate professionals who are in-it-to-win-it, protein shakes can be a powerful breakfast or when you need to recharge throughout the day.

All athletes review their performance, good or bad. Why? Because they intend to learn from each outing, each game, each performance. What could you have done to better prepare for that prospect? How could you have had more energy for that late day meeting? Did you ask the right or enough questions of the couple you took on that showing? This is all in an effort of constant improvement and to improve productivity.

Congratulations! If you've read this far you are willing to keep learning to improve your productivity, increase your income and build a better life for you and your family. This is invaluable in life overall and in real estate in particular. The willingness to learn, to think out-of-the-box and invest in your future are almost always certain to pay dividends.

It's time to step it up. Prepare like a pro and upgrade your expectations and your results. Restore your energy and your focus and create your successful day each morning. Most importantly, take action!