How To Be G.R.E.A.T. In 2012
Focus on these to win!
Goals
“Obstacles are those things you see when you take your eyes off your goals”~Henry Ford
Set 10 day goals and 10 Month goals.
What are your goals for today? This week? This Month? This Quarter?
You can't just set a goal to lose 50 lbs. You have to set a goal to “weigh 175 lbs by May 1, 2012” and know why you want this; “To fit in my waist size 34 pants and feel and look healthier so I can play with my son”. You can't start this until you know what you weigh today. Know your numbers. Learn the mindset of setting and beating goals. Set goals that are realistic but cause you to stretch. Have your “why” set for each goal. Why are you doing this?
Referrals
Track your referrals. How many did you give today? How many did you receive? This week? This month? This quarter?
Tracking referrals allows you to see your progress, your involvement in your sphere of influence, your deals per how many referrals needed.
Identify your top referral sources. Pay most attention to these folks, take care of these folks as a priority.
How many referrals do you need to close a deal? Knowing this number tells you what you need to be doing to raising the number of deals you do each year.
Expenses
Track your expenses. Personal & Professional.
Are you spending more on entertainment than your business? Maybe eat out less and market more? Maybe travel less and pay for more training & coaching? Improve those skills that pay the bills. “Spend money fearlessly on NEEDED things.” In other words, don't buy the new watch, buy your top 5 clients a meal and thank them- make sense?
Activities
Do you have a power hour? Uninterrupted time blocks of “A” activities? A activities would be calling your database/sphere, in person meetings with A+, A & B clients, popping by some of your past clients to keep in touch. Showing property, listing appointments and writing contracts would land here too. Are you performing “A” level activities during your “money hours”? Money hours are when you are most likely to reach your clients and referral sources or get in front of them.
Transactions
What's your average commission in $-your average income the last 6 months? How many are you on track to close this month? This quarter? This year? Do you know your numbers? Do you know how many you need to close at what average price point to hit your income goal for this year? What is your average contract to close ratio? How many deals do you need to draft before you close your buyers? How many listings do you have. How many buyer leads do you generate per listing? Know your numbers.
Things I learn in coaching with Brian Buffini & Company.
Just sharing the good stuff!
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