As a real estate professional or affiliate service provider, do you ever wonder,
“How can I be more outcome focused?”
If the answer is yes, you’ll find value in this post.
The latest numbers show roughly 2 million licensed real estate agents in the United States. That’s about one agent for every 52 households. About 65% of these agents (1.3 million ) choose to be held to a higher standard and join the National Association of REALTORS®.
What’s the difference? That title REALTOR® is essential to know because it separates the professionals from the rest. Becoming a member requires adherence to a strict Code of Ethics and agree to be held accountable by a local board. All agents are agents, yet not all agents are REALTORS®; there is a difference.
As you can imagine, professional real estate sales is a competitive space. Not too long ago, nearly 5.3 million homes sold in the US annually, which means, on average, the typical agent closes three transactions.
‘The secret of getting ahead is getting started’ ~ Mark Twain
Productivity matters as today’s modern consumers want to be confident that they deal with a full-time professional, not a hobbyist. Productivity matters to the top producing associate as they desire to be surrounded by other high-producing full-time professionals.
Iron sharpens iron is the mindset for peak performance.
There are four factors you need to create any outcome.
- First is a solid Mindset
- Second is a strong Game Plan
- Third is sales Skills
- Fourth is a complete set of Tools
Mindset is #1 because, without it, you are paralyzed. You can have the best strategy, yet you will struggle to execute consistently if you are not in a growth mindset.
A solid game plan is second, as all top performers I’ve studied have one. A start-to-finish step-by-step checklist that is simple to follow and execute. Now you may have seen these two great quotes about planning from Dwight Eisenhower, a 5 Star General, and our 34thPresident:
“No plan ever survives the first contact with the enemy,” and “In preparing for battle, I have found that planning is useless, yet planning is indispensable!”
Meaning the skill of being adaptable – quick on your feet – is critical to success in any endeavor.
Skills come in third, as we all need the skills to execute the game plan. One of the four critical skills for the modern sales professional is understanding “why they buy.” Once you have mastered why they buy, your results will skyrocket.
Fourth, what’s in your tool bag? Tools help you uncover and serve buyers, sellers, and investors. Tools can help you automate, eliminate, or delegate critical tasks. Top performers have essential systems for operations – a CRM, for example – and marketing automation.
Teams. One of the trends in professional real estate sales is teaming up. It’s hard to go solo; even the Lone Ranger had Tonto. Teams outproduce an individual and create a better consumer experience for the client and a better quality of life for the agent. CoRecruit recently released a comprehensive guide covering the six factors to master before you create a team, part of which is covered in the blog to team or not to team.
Some suggest that professional coaching makes a difference in your performance; our survey shows that to be true. Yet, our survey also showed that being an active member of a small weekly accountability group can be just as effective. Those agents that participated in both – coaching and small groups – created exponentially higher earnings.
There you have it, four ways plus a bonus way to be more productive.
- A solid mindset,
- A well-thought-out game plan,
- Persuasive skills,
- Tools designed for productivity,
- And teaming up.
“Don’t count the days. Make the days count” ~ Muhammad Ali.
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