Many agents assume they’re losing listings because they need more training, more confidence, or better scripts. But in most cases, that’s not the problem.
The real issue is time.
You’re not losing business because you lack skill—you’re losing it because your time is going to the wrong things.
Are You Running a Business—or Doing Busywork?
There’s a big difference between being busy and being productive.
Agents often spend hours on tasks that feel important—updating databases, tweaking templates, building marketing materials—but have very little to do with generating income or nurturing relationships.
These tasks aren’t the problem themselves. The issue is when they dominate your week and pull you away from the core role of a lead agent.
Refocus on What Actually Moves the Needle
As a high-performing agent, your time is best spent on the activities that drive revenue and build long-term trust with clients.
That includes:
• Prospecting and pipeline calls
• Listing presentations
• Negotiation and deal-making
• Managing vendor relationships
• Keeping transactions on track through to settlement
If your diary is full but none of your time is going toward these activities, you’re not working in your lane—you’re stuck in operations.
Delegate or Systemise the Rest
You don’t need a large team to reclaim your time. But you do need support. Look at your weekly routine and identify what can be handed over, automated, or templated.
That could include:
• CRM maintenance
• Data entry
• Preparing social media posts
• Editing video content
• Email follow-ups and scheduling
These are important parts of the business—but they’re not where your value lies. The goal is to build a system that lets you stay visible, consistent, and present, without having to do everything yourself.
Step Into the Role You Were Hired For
When you started in real estate, it wasn’t to be a graphic designer, data manager, or admin assistant. Your role is to be the face of the business, the trusted adviser, the negotiator, the closer.
That means treating your time as your most valuable asset.
The sooner you remove distractions and get back to the work that only you can do, the faster your business will grow.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions