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Success is usually decided as a lot by the issues we keep away from as by the issues we do. The very best brokers are continually evaluating their companies and figuring out areas they need to refine. These are the six habits I see nice brokers avoiding — and what they do as an alternative.
Attempting to do all the things
Confucius as soon as famously mentioned, “The man who chases two rabbits catches neither.” Which means a scarcity of focus hardly ever results in success. Most new brokers have a season originally of their careers the place they do all the things. They deal with leases. They present homes or condos. They drive an hour outdoors their predominant market to indicate a house. However the nice brokers ultimately understand the riches really are within the niches.
They perceive that referring enterprise to consultants in different areas or specialty forms of enterprise is a greater use of their time and is in the end higher for the prospect. Nice brokers discover an space of specialty and develop into the very best in that space. This can be a geographical farm or a selected kind of clientele.
The secret’s that they understand that to be their greatest, they have to specialize. This information leads them to keep away from the lure of making an attempt to do all the things.
Being reactive as an alternative of proactive
The typical agent begins their day with no plan. They react to what occurs through the day as an alternative of being proactive. Their lack of a day by day plan is a telltale signal of a enterprise that’s destined for failure.
The very best brokers management their schedules and have particular duties written on their calendars in pen as an alternative of pencil. They time block for prospecting. They block time to name individuals of their sphere of affect. They take the guesswork out of their schedule, creating a plan of motion they belief will result in their success.
John Maxwell speaks of his rule of 5. This rule relies on an analogy he used about having a tree in his yard that he wish to minimize down. He states one of the simplest ways to know that he’ll minimize the tree down is to choose up an ax and strike the tree 5 instances a day. He goes on to say that if he strikes that tree 5 instances every day, it’s not a matter of if, however when the tree will fall.
He suggests our companies are the identical means. If we are going to merely discover 5 issues to do day by day that we all know get us nearer to our desired purpose, then we are going to attain that purpose. I created my 5-4-3-2-1 day by day plan of motion based mostly on his rule of 5. Each enterprise is totally different, however creating a day by day plan of motion for your corporation will result in extra success.
That is an instance of a 5-4-3-2-1 plan for an agent:
The very best brokers have a day by day plan of motion, and they’re proactive as an alternative of reactive.
By no means altering
Change will be laborious, and by no means adjusting or altering something in your corporation is a lure many brokers fall into. Many brokers simply preserve doing the identical issues they’ve at all times achieved, even whether it is not productive. They usually have a method that has achieved properly for them prior to now, they usually simply received’t let it go, hoping the outcomes it gave them prior to now will return.
The very best brokers are continually evaluating whether or not the issues they’re doing are nonetheless producing or diminishing in worth. They modify to vary shortly, and it positions them to make the most of tendencies transferring ahead and permits them to keep away from getting caught prior to now.
These brokers are those leaning into AI proper now. These are the brokers which are capturing essentially the most video content material proper now. These are the brokers which are diligently constructing their private model whereas others are nonetheless doing the issues that used to work.
How lengthy has it been because you modified one thing in your corporation? Turn into proof against being stagnant. Discover methods to constantly reinvent your self and your corporation.
Scrolling with no function
Based on a examine achieved by The College of Maine, the common particular person spends two hours and 24 minutes day-after-day on social media. Many brokers fall prey to mindlessly scrolling on social media for hours upon hours each single day. Sure, nearly everybody goes to spend time on social media, however one of the best brokers spend this time purposefully.
Nice brokers flip what’s detrimental for many right into a constructive for them and their enterprise. They perceive that social media is a instrument for his or her enterprise, however instruments are solely efficient if used correctly. Based mostly on this understanding, one of the best brokers make the most of their time on social media for 3 predominant functions.
The primary means they use it’s to attach with their sphere of affect and prospects. It’s referred to as social media as a result of it’s constructed to be a spot for social connection. Understanding this, one of the best brokers use their time on the platforms to touch upon prospects’ posts. They DM personalised messages to individuals of their sphere of affect. They use it to attach with the individuals which are vital to their enterprise and to construct higher relationships.
Additionally they use it to analysis what’s working for brokers in different markets. The second phrase in social media is media. The media aspect, or posting, is simply as vital to profitable brokers because the social aspect. They examine the forms of posts brokers in different markets are making. They determine what’s working for these brokers, they usually mannequin them on their pages. This results in extra engagement with their viewers and more practical outcomes.
Lastly, they use it to judge what content material their followers are responding to. They consider the posts they’ve made and the way their followers responded to them. They’re continually refining the posts they make based mostly on their highest-performing content material. This results in higher posts, a extra engaged following, and deeper connections.
Studying however not taking motion
We don’t lack concepts. We lack brokers that execute on concepts. Most brokers attend coaching courses or watch movies on the best way to develop their enterprise, however only a few comply with by way of and act on the data they acquire.
The very best brokers are systematic about taking motion. They perceive they will’t do all the things, so that they select one to 2 concepts to implement of their companies each month. These might be programs to create efficiencies or a brand new lead technology technique. The primary distinction between common brokers and nice brokers is of their execution.
Being blindly optimistic
Optimism is nice, however blind optimism normally ends badly. Blind optimism relies on hope and emotion and usually includes ready. Nice brokers could hope issues are going to get higher, however they don’t look ahead to them to get higher.
In the event that they see their gross sales of their enterprise down from the identical time final yr, they don’t hope issues get higher; they consider why their outcomes are totally different. They query whether or not their methods are nonetheless efficient and seek for methods to get again on monitor. As a substitute of ready for issues to get higher, they take large motion to show the tide of the outcomes they’re receiving.
Please be optimistic about the way forward for your corporation, however base it on the actions you take and never blind optimism that issues will simply naturally enhance for you.
Jimmy Burgess is an actual property agent and nationwide crew builder with Actual Brokerage in northwest Florida, servicing the 30A, Destin, and Panama Metropolis Seaside markets. Join with him on Instagram and LinkedIn.
