Login
iscover
It’s rare that an agent doesn’t know what works when it comes to building their business.
The metrics are clear and plain to see. You can quickly determine the activities that create results, whether it’s cold calling, touching base with past clients, letterbox drops, or social media.
As the saying goes, success also leaves clues. Countless resources, articles, conferences, keynote speeches, and hours of training offer a great insight into the habits and practices that work when it comes to becoming an agent that people know, like and trust.
It’s not rocket science
Let’s be honest, none of it is rocket science. The things that work are the usual suspects.
- Connecting with people.
- Showcasing your expertise.
- Listening, following up and following through.
- Going above and beyond to help clients take the next step in their property journey.
Then retaining contact with the people we serve.
In practise, it’s activities like:
- Prospecting in the form of phone calls, emails, advertising, SMS, networking and social media.
- Best practice by way of world-class open homes, great communication, tough conversations, buyer liaison and negotiation.
- Follow up, including seeking feedback and referrals, then touching base in the years afterwards.
Nope, it’s not rocket science. But the art isn’t in the knowing, it’s in the doing.
It’s all about the doing
Bridging the gap between knowing and doing takes discipline, routine and a foundation of good habits.
But it also requires motivation and occasionally that can be a little hard to come by. So where do you start?
Step one – Know your why
Knowing why you’re in real estate reaffirms what you’re looking to accomplish. It’s the reason you get up each morning and do what you do.
It’s also the key thing that will galvanise you to get moving and do what you know you need to.
Everything falls into place when you truly know your why.
Step two – Find the discipline
In short, discipline is the superpower that we all need because it makes us do the things we need to even when we don’t feel like it.
More importantly, it’s a superpower that’s absolutely attainable with a foundation of good habits and good time management.
Even ChatGPT has some tips on finding the discipline that takes you from knowing what to do to actual action.
AI suggests:
Start with small steps - Break down your tasks into smaller, manageable actions to reduce overwhelm and make progress feel achievable.
Set specific goals - Define clear, measurable objectives to provide direction and motivation for your efforts.
Establish a routine - Create a consistent schedule or routine that includes dedicated time for the tasks you need to complete, helping build a habit of action.
None of that is rocket science, either.
So why is it that we can focus and revisit our written goals to help stir our motivation, but so many of us still fall short of their goals?
Why is it that we can find and build that elusive self-discipline, that superpower habit that moves us into doing, but it’s never quite that easy?
Step three – Dig deep
Step one and two might sound easy, but sometimes we need an even greater catalyst that spurs us on to take meaningful and consistent action.
If you find yourself in that position, I urge you to dig a little deeper, and ask yourself what’s the one thing that is likely to ignite action for you?
What is the habit, activity, structure, prompt or even location that’s going to spur you on and get you moving?
We all have this ignition switch – whether it’s an accountability buddy, finishing your day in writing, setting your alarm earlier and hitting the gym, or making a to-do list the night before.
Whatever it is, it needs to be personalised. It’s whatever works for you.
How do you tick?
The reality is, if you want to bridge the gap between knowing what to do and actually doing it, you need to do some self-reflection.
You need to know what makes you tick, including what drives you and what triggers are most likely to spur you into action.
I genuinely believe that, despite all the suggestions and recommendations, the gap is best bridged through personal self-assessment.
You need to have a willingness to have honest internal conversations and a want to find out what could work for you.
There is no one solution. Everyone is different and motivated differently.
When you uncover that for yourself, that’s when the magic happens.
Manos Findikakis is the CEO of Agents’Agency.
You are not authorised to post comments.
Comments will undergo moderation before they get published.