Ask the CoachElite Agent

Ask The Coach: How Can I Avoid Burnout?

Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process.

Q. Sometimes I feel like real estate just takes and takes from me. How can I avoid burnout?
Patrick Cosgrove, Raine & Horne Bondi Beach

First, set some boundaries around work and life balance. Setting clear goals makes life so much easier, because you know where you are going and can control how to get there. Without clear goals you can experience feelings of confusion and frustration which can drain your energy and decrease your productivity.

Structure is important because it brings certainty to the world; you know what’s going to happen and why it’s going to happen. Without structure, life is a bit more chaotic. You then find that you use both physical and emotional energy to bring meaning and clarity to different situations.

Practise good time management by doing the right thing, in the right way, at the right time and for the right length of time. To be able to do this, it’s necessary to establish your priorities and then focus only on those tasks that advance important goals – those goals that will bring in high payoff results. It’s important to aim for excellence, but not necessarily for perfection. When you aim for excellence you will achieve an excellent result, but when you aim for perfection you may never quite get there.

Your work/personal balance is all about flexibility, but to have flexibility you need a solid structure around you – both at work and at home.

A good time management technique is to make appointments – ‘morning’ is proactive, such as prospecting on the phone, and the afternoon ‘reactive’. And
the best time management technique is to not think about it but to simply get started.

Real estate is a journey, and with every journey it’s more rewarding if you enjoy every stage. Enjoy the sales and listings, the people and the opportunities. To enhance your work/life balance it is very important to enjoy what you do: play level 10 – work hard and play hard!

Do you have a pressing question you’d like to ask Claudio? To have your question answered, email

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Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit