Directions Meeting

Directions Meeting

Everybody on your team needs to know exactly what they need to do each day to keep your business moving. I have found the best way to accomplish this is to have a daily directions meeting to set clear goals for the day. You may say there’s not enough happening in your business to have a daily meeting about it. My answer to that is that you aren’t seeing activity because you’re not making it happen, and you need to get to work on that now. There are 5 basic questions to ask in each directions meeting: 1. Where are…

Progressing the Pipeline

Progressing the Pipeline

You need to make sure you have the pipeline you think you have, or your listings and sales will suffer. The first key is to have a lead magnet bringing customers to you so you have plenty of listings in the market every month. One of your best lead magnets is your social proof, and the most basic form is having your for sale and auction signs on lots of properties, and sold stickers applied in a timely manner. And of course, open for inspections are a primary source of leads. You will meet a good number of investors and…

Reward for Effort

Reward for Effort

Rewarding yourself before your important tasks are completed leaves you with nothing to work toward or look forward to, and little motivation to do the work that will make you a successful agent. In this Coaching Tip I’m talking about self-discipline and learning to see rewards as the benefits of your accomplishments after you have done the work that needs to be done. A mindset of rewarding yourself only for work you have actually finished is vital to building and maintaining momentum. It starts with having a schedule for everything you must do to make sure it gets done. Your…

Career Progression

Career Progression

When you hire a new assistant, that person probably doesn’t intend to be your assistant forever. If you don’t have a career progression path inside of your company then you have no real plan for growth and you will lose your best people as they become ready to move upward. This month’s Growth, Leadership and Management Tip is about growing your business by growing your people because I want you to understand how critical career progression is to you as well as your team members. If your vision is too small then your agency has nothing to offer new prospects…

Building Self-Confidence

Building Self-Confidence

Contrary to what you may believe, self-confidence is not something that some people “just have” and others don’t. You can build tremendous confidence in yourself, but you have to commit to do whatever is necessary and follow through. In order to be a great agent you have to feel like a great agent, and that requires confidence. If you feel good about yourself and your abilities then you will do the work that must be done. But you can’t do what you haven’t even thought about. You must get clarity around what you ultimately want to accomplish, and I’m telling…

Backing Yourself

Backing Yourself

You know that amazing feeling when you’re dialled in and everything is hitting just right. You can actually generate that feeling for yourself, but you have to be willing to fail a bit first – and you have to know what you really want to accomplish. Today I’m going to tell you about backing yourself by using what I call the beginner mind to boost your business skills. When you are setting out to do something for the first time, you look at it and think it’s easy enough and you can do it right off. But then you give…

Prospecting That Works

Prospecting That Works

Prospecting is not just about gathering names to fill up your database – it’s about building and maintaining relationships with people you meet and people you already know. And your call sessions need to accomplish more than listing and selling properties; you need to be checking in with those people to see where they are in their lives. If you aren’t interested in your clients on a personal level then you’re in the wrong business, because real estate is all about people. Being a successful agent starts with being relevant to your clients and frequent with your communication. You can’t…

Past Clients

Past Clients

Your past clients are some of your best referrals and potential future prospects. So why are you ignoring them? Past clients should be included in your daily call sessions, and today I’m going to tell you why you need to stay in touch with them. Most agents are focused on prospecting for new customers and expanding their databases, and of course that is necessary. But collecting data is not enough. All those names represent people you need to know personally. It’s those relationships that provide real growth inside of your business. If you think you are too busy to keep…

RFM Analysis

RFM Analysis

Getting face to face with your clients is the way you get listings, but to book those appointments your prospecting calls must produce results. The best way to encourage people to meet with you is to make that meeting relevant to them by knowing your client and their situation. Some of your best prospects are open for inspections attendees, and a lot of those are people you already know. The first step is to get the data from your opens into your database and categorised quickly. Efficiency is key, because the people you see on Saturday need to hear from…

Performance Management

Performance Management

No one enjoys doing performance management, but it’s the only way to identify and handle issues with your people that affect your business. In order to take some of the pressure and pain out of this process, today I’m going to share with you some very effective methods for staying on top of performance management in a way that is positive and supportive for everyone. Your goal is to help your people reach their potential without hitting them too hard with their shortcomings. You have to talk about listings, sales and income – that requires hard people management skills. It’s…