systems create business

The Power of Systems

I hear numerous complaints from low to mid-level producers that they don't have the time to do any more business. The few deals they are working on right now are overwhelming them. They have no idea how they would earn 10 times what they are currently earning because they have no idea how they would handle all the business. The reason they are so overwhelmed is that they lack systems in their business that will allow them to handle every aspect of the business in a much easier way.  In a Top Dogs Commercial Real Estate article I got the following analogy to a Dr. that I thought was appropriate.

Most Realtors want to earn more money than a successful medical doctor, and yet they don't even begin to think about and structure their business the way a successful doctor would. Doctors do not attempt to do everything themselves. Instead, they develop systems that operate in their business in such a way as to allow them to only do the things that they get paid to do, namely diagnosing, prescribing, and carrying out a few medical procedures. Everything else is done for them. How do they arrive at this blessed state? They start by thinking about each step in the process that a client must go through in order to be served by the doctor. Then they create a system for each step that can be carried out by someone else. You must do the same. The only way to ensure your ability to handle large volumes of business is by creating systems that run your business.

A system is nothing more that a series of actions that happen the same way, over and over again, in order to produce certain results. The easiest way to understand systems is to learn to "flow-chart" them. A flow chart is a visual representation of a system. Understanding each of your systems allows you to do three things:

First, it allows you to track, measure, and begin to predict the results you will derive from implementing a system.

Second, it allows you to improve upon your results. You cannot improve results if you do not know what you are currently getting and why.

Third, it allows you to have other people or technology begin to employ your systems so that your time is freed up to do other things.

The best brokers have tested and proven systems for every aspect of their business. They have systems that are generating leads for them at all times. They have systems for setting up appointments with prospective clients. They have systems for creating publicity. They have systems that handle every step in the listing process. In short, their business operates like a well-oiled machine. They simply go from appointment to appointment, just like a successful doctor does.  This can revolutionize your business.  Go for it.