Technology TransactionsDo You Have Clarity Of Purpose?
One of the most difficult tasks in life is defining your purpose.
The pay-off of having clarity of purpose is enormous. There is a
direct correlation between clarity of purpose and success. The more
clarity you have in your business, the more profit you will make, and
the time spent in business mode will be reduced. Now clarity is a
big concern with the top agents across North America, because people
with clarity achieve more even though they work fewer hours.
The most successful people spend time thinking, evaluating, and
re-evaluating their progress. In order to be successful, you will
need to spend a minimum of half an hour planning and evaluating
daily. Good agents should evaluate where their business is coming
from and the trends in their market. Why not know the trends in the
market so your labor will be fruitful? Why not know where your
business comes from exactly, so you can put your labor there?
Far too often I see the market adjusting and agents not adjusting
with it. If the high end is not selling, why list lots of homes in
the high end? Always move the bulk of your listings to where the
market is most active. This adjustment will provide you an
opportunity to move the product quickly and effectively with little
time, money, and energy invested. You want to have inventory in all
price ranges and all areas you work, but you want the bulk of it in
the hot selling pocket. Having inventory in all price ranges enables
you to track the market better and react quickly to changes, but you
do not want too many listings in a market segment that is not moving.
If you wish to create clarity in your business of real estate sales,
you need to determine your area of competitive advantage or
expertise. Is it buyers or sellers? Is it expireds, FSBO"s,
investment property, or new construction? What is your area of
excellence? What is your competitive advantage? If you do not have
one, I would suggest you work on one or two areas in real estate that
you enjoy in order to create an area of excellence. You need an area
or two that you do better than most of your competitors. You need to
develop something that will differentiate you from the competition.
Once you have decided what your area of excellence is, you need to
determine the one or two skills that will translate into success in
that area of excellence. As an example, in my career I worked
expireds very heavily. I did 60% to 70% of my business from
expireds. The areas or disciplines I needed for success in expireds
were a strong command of scripts and dialogues (sales skills) and
solid evaluating and qualifying skills. These sales skills enabled
me to set a few appointments daily with people who needed my
services. The evaluating and qualifying allowed me to cancel the
unmotivated, overpriced, and overly confrontational people before I
invested the time to do a presentation with them. What are the
skills you need in your area of excellence to achieve massive success
in real estate? Once you identify these skills, then dedicate
yourself daily to improve the skills in those areas. Set specific
goals to improve these disciplines or skills.
Ultimately success comes from proper planning. You need to plan for
success daily. You must reserve a half-hour to one hour daily for
planning. When you are in your half-hour to one-hour daily planning
block evaluating your skills, you need to determine where you can
improve? Evaluate your staff, if you have them. What are the skills
they need for you to increase your business by 20%? Sometimes the
difference in how you handle and coach our staff can increase our
business dramatically. Clearly define their roles so you and your
staff know how they are going to help you achieve success. Too often
they are thrown into the firestorm without clear direction and the
guidance to improve and prosper.
One of the most crucial functions of the planning time is future
forecasting, which is spending time viewing the future of your life
and your business. In my initial coaching sessions with clients we
spend a lot of time looking down the road three to five years. Most
of my clients had never looked further than this year, if at all,
prior to working with Real Estate Champions. It is hard to achieve
clarity when you first view things on a daily, weekly, or even yearly
basis. You have to view long term then work backwards. You must
work to craft the vision for your life and your business.
It is vital to decide what your business or life will look like in
the future. If you do not make that decision, you are just making it
up as you go along. Success does not follow people who make it up as
they go. Success looks at your long-term plan. Success says that
looks good, you have thought this decision out well. I will follow
you. Success is not acquired, it is attracted. The only people who
attract success have thought it out well. Have you ever noticed that
some people make success look so easy? These people attract it at
every turn. The truth is they have worked diligently at planning and
attracting success. You did not see them up late thinking, planning,
then writing out their plan of success. You only watched them
collect the fruits of their labor.
The long-term plan will act as a target or a magnet. You will be
drawn to it. Creating the plan is not enough. You need to clarify
it and work backwards to the present day. You need to create the
steps for you to get from where you are today to where you want to be
in the future.
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