If you feel over-taxed in your real estate career and the results are not where you would like them to be, it might be time for you to refresh yourself with the basics and find one particular area to master.

Looking to improve your real estate career? I’m here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you’d like to learn more about working with Clancy Real Estate, contact me at (518)861-7016 or Kevin@ClancyRealEstate.com.

Today I want to impart some tips and insights that our team has learned over the years that you can use to save time and get to the income level that you deserve in your real estate career. We had some great one-on-one meetings this week, so I would like to share my takeaways with you.

One of my agents told me that he was making lots of calls but was not having any luck converting or reaching people on the phone. I asked him when he was making these calls, and he said he was making calls between 1:00 p.m. and 3:00 p.m because of other things in his life.

If you are calling out in the early afternoon, you are wasting your time—you would be better off going to the gym or going out for a bike ride. The best time to call is between 6:00 p.m. and 8:00 p.m. at night, and between 8:00 a.m. and 10:00 a.m. in the morning.

I have an agent who time blocked those periods for calls and she was making $10,000 a month. Her connect ratio was so much higher than if she had made the calls in the early afternoon. Success can be manufactured by properly structuring your day, such as reevaluating your time blocks.

Our team often feels like it is being pulled in 18 different directions—we are trying to door knock, work on our scripts, call FSBOs with Vulcan, write handwritten notes, check our emails, get sold leads, and figure out new ways to succeed in real estate without working.

My takeaway from my agents was that we were not focusing on the basics. While trying to juggle all these tasks, we were unable to do any of them exceptionally well. On this, I agree with the genius Gary Keller: You want to focus on one thing at a time.

Years ago in coaching, a friend of mine was struggling on the verge of bankruptcy in his business. I told him that he needed to focus on the fundamentals. He was trying to implement too many things at the same time.


Find your one weak area that, with improvement and mastery, will get your business where you want it to be. It could be mastering scripts or market knowledge. You will not master anything if you are trying to do 18 things at once. After meeting with many teams over the years, I’ve seen that top agents all master one area. That doesn’t mean you need to limit yourself, however. You can continue improving other areas after you’ve mastered one.

If you want to know what it’s like to be on a team and have the career and life you deserve, reach out to me. Here is to your continued success in real estate!