You want to have a consistent business.
Money and deals flowing in each month.
There is only one thing you need to do to create that…
Fast Value: Focus is the most important word in business. Consistency is the most important word in sales. Sales isn’t rocket science. Calls lead to conversation, which leads to appointments, which leads to deals.
More specifically…
Calls > Convos > Appointments > Consults > Agreements > Deals > $$$
The best salespeople follow my favorite quote…
“Do the Basics.
At a High Level.
Consistently.”
So… like I said… Everyone wants a consistent business.
But, the real question is…
Are your activities consistent?
They should be.
I always say that the hardest part of being a real estate agent is that you are your own boss. The same goes for Team Leaders.
The truth is… we’re all business owners. We have to decide what is important and what isn’t. The more I’ve grown in my career, the more I’ve realized this to be true.
The agents that stay focused will stay consistent.
The team leaders that stay focused will stay consistent.
Both will have successful careers.
It’s when distraction rolls in. That is when agents and business owners get in trouble.
I have two pieces of advice that have worked well for me in my career so far. One for agents and one for team leaders.
Advice for Agents:
Track your most important metrics on a weekly basis. Have a goal for the activities you need to do to hit your goal.
Here is the example that I give my team.
New Leads = 5 per week
Conversations = 15 per week (2+ minute phone call in CRM)
Appointments = 9 per week (total meetings with clients)
Consultations = 2 per week
Agreements = 1 per week
Based on the AVERAGE for our team, this will generate $312k in GCI. If all deals came from the team and had referral fees (worst case scenario), an agent takes home over $100k in income with zero risk.
I recommend you track this on a spreadsheet every single week. Here is a free link to the template.
Advice for Team Leaders:
Stay focused on what you do best.
Don’t get distracted. Don’t chase shiny pennies. You don’t need anything new.
Do more of what you’re already doing that is working.
MORE > BETTER > NEW
The times that I’ve gotten distracted and started NEW things, my business stopped growing. When we went back to doing what we are best at, we doubled the business in 18 months.
I promise you’ll be glad you stayed focused.