Goals change all facts, particularly written goals.
Have you ever noticed that when you take the time to make a plan and write it down you are usually more inclined to stick to it? Something about the actual act of putting pen to paper, or fingers to keyboard, whichever the case may be, makes it more real and makes us more likely to stay on track.
Without definitive, concrete goals we lack growth, we are like the proverbial boat without a rudder and end up in a rut. Clearly defined, written goals differentiate the independently wealthy from the rest of the population.
I for one have started not only writing down my goals but also keeping them posted in front of me. In looking at the Peak Producers in our class, I can tell by the results the agents that are journaling and working from written goals. Everyone in our group is demonstrating results but those that have put their goals in writing are showing results that are exponentially higher than their classmates.
This week our group mailed out hundreds of Items of Value to their past clients and prepared for Valentine’s Day pop-bys. I cannot wait to hear how things went on next Monday!
Wow! Finishing up our first full week of Peak Producers has been awesome!
What a great group of agents we have working hard to not only grow their business but to learn how to better serve their clients’ real estate needs.
So often times people really do not see the value an agent brings to the table, usually because they genuinely do not understand exactly what it is that we do bring to the table. True story, about eight years ago I interviewed a gentleman that wanted to join my company. When I asked what interested him in the real estate business he replied that he had just closed on a house and when he saw that the agent make $30,000 for taking him and his wife to lunch and showing them a few houses he decided he wanted to get into real estate as well. Either one of two things happened, this guy had a really lame duck agent or the agent did not do a sufficient job relaying the value that he/she provided.
Our Peak Producers are definitely learning how to show their value and better assist their clients in the process. I cannot wait to see what week two brings!
Today Brian talked about about the elements of a strategic approach and that not only do real estate buyers need to fully engage with us but they also need to fully engage in the home buying process.
Although this is not news to most agents, the way Brian puts it into perspective really does make sense and should help real estate agents better serve their buyer and renter clients. Brian suggests the following:
- Focus in finding a style and a neighborhood first, then look at actual homes.
- Use a property feedback form for each property viewed.
- Remember, finding a home is not a process of selection but a process of elimination.
The job of a real estate agent working with buyers is to help them make a decision by using a systematic approach.
Makes sense… what do you think?
One thing that really resounded with me on day two was Brian’s point that Peak Producers prioritize. They are not bumblebees flitting around doing a little but of this and that but they all have the same core competency: prioritization. Prioritize your people so you can prioritize your time so you can then prioritize your activities.
I saw this really clicking with everyone on day three as we discussed the actions required to honestly build a professional business.
Again, it was another great day for our Peak Producers! The activity is breeding excitement which is contagious for everyone! We all re-committed to “just doing what Brian says” and completing all of our activity assignments for the day. I cannot wait to see what tomorrow brings!
Yep, you heard it here folks! After our first day of class we have our very first success story!
One of our Peak Producers took Brian’s challenge that two hours of daily face-to-face, voice-to-voice contact with your past clients will result in business and came back to class today with five leads! Talk about an immediate return on investment.
Today was the first day of teaching my first Buffini and Company Peak Producers class as a Buffini Certified Mentor and, by all accounts, we are off to an awesome start!
Habit, Attitude, Skill
Eight enterprising and committed Peak Producers braved freezing rain to come into Old Town, Alexandria for our first class, all of them exhibiting the type of dedication and enthusiasm that spells success, given the right tools and strategies. Retooling ourselves, we started the day with everyone pledging to put all preconceived notions and established habits aside and, then committing to just “do what Brian says” for the duration of the 12-week program. If it works, don’t fix it, and Brian’s strategy has been proven to work a thousand times over. And with that, we dove into the course.
After the main session I asked everyone what their biggest take away was from Day 1. At the top of the list was Brian’s point that sales and marketing is your business and a Peak Producer needs to commit to spending at least two hours each day making face-to-face or voice-to-voice contact with his/her clients. This is your top priority. You make time for making flyers, putting up signs, and installing lockboxes. The personal contact must be your top priority.
The other great point was what a Peak Producer HAS:
At the end of the first day’s session, it was clear to all of us, I think, that we are all going to walk out of this program in 12 weeks a lot more capable and a lot better at what we do than we were when we walked in this morning.
What a great start! What a great day! I love my business. I love my job!