What did I do right and what did I do wrong?
These are the two questions I’ve asked a number of my coaching clients during the month of December. Sit down with a piece of paper and honestly look at the calendar year 2012, and say to yourself, “What did I do right? What did I do that created the kind of response that I want?” “What did I do that’s allowed me to either have more production … have more fun … make more money … and enjoy the business more?” What were the factors … name them and name them now. Why? Because if you want to have better results you have to do these same types of things again and then add to the list by 20% or 30% if you want a 20% or 30% increase in productivity. Once again, I’m talking about common sense, which is the most uncommon thing in the Real Estate industry.
What did I do wrong? Did you make any mistakes? Oh I don’t mean the little things, I’m talking about did you make any major mistakes? Did you take a couple listings for the wrong reasons? You know what I mean. You took a listing so a competitor couldn’t get it. You put a price on a property to keep the competition from getting the listing. You cut your commission so the competitor couldn’t get the listing. I wouldn’t call this good business sense, I would call this “agents uncommon sense.” If you can honestly look at your business in 2012 and determine what mistakes you made and how they affected your business, then you can certainly figure out a way to make sure they don’t happen again in 2013. Yes, I know there are some things that happened that you had no control of, and I’m not referring to those things. I’m referring to all those other issues that took place. Remember, if you’re going to make the same mistakes time and time again you’re going to get the same results time and time again. Make up the two lists right now … do an honest evaluation of yourself and your business from 2012 so you can get the improvement you want in 2013.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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