Saturday thinking…
“A business system will produce what a business system will produce. Nothing less, nothing more.”
Not happy with your results, month to date or year to date? Look at your systems and adjust, tweak, and innovate until you get the results you desire and deserve. Then rinse, lather, and repeat.
- Be hard on the SYSTEM!
- Be soft on the PEOPLE!
That’s how we do it here.
Why the System, Not the People
When results fall short, the easy move is to blame the agent, the recruiter or the market. But most people are doing exactly what the system asks of them. If the system is unclear, inconsistent or missing, you get unclear, inconsistent or missing results.
Four Systems Worth Checking First
- Lead follow-up: How fast does every lead get a response, and who owns it?
- Recruiting: How many conversations does your team have each week, and how are they tracked?
- Onboarding: What happens in a new agent’s first 30 days, every time?
- Coaching: Is there a standing weekly time to review activity and results?
Pick one. Map how it works today, step by step. Find the step that breaks most often and fix that first.
Being soft on people doesn’t mean low standards. It means assuming good intent, asking what got in the way, and fixing the process together. People stay where they’re supported. Systems improve where they’re questioned.
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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