|Nikki at work (photo credit: Instagram)|
What does it take to be a top producer? There is no magic, work-free formula but there are habits and principles of top producers that you can "borrow" from their playbooks.
1. What does a week in your business look like (i.e. How do you generate leads/how do you nurture/convert them)?
I have a strict schedule I adhere to as opposed to just winging it throughout the week as tasks come up. I spend the majority of my time building relationships through social media and local community events as well as communicating with my internal database. For me, building relationships are longterm potential leads. I also spend a fair amount of time on my existing database and try to do drop-ins throughout the year. Client retention and referrals is an extremely valuable tool in my business.
Coaching Playbook: In real estate, our day-to-day schedules can seem chaotic and reactionary based on the demands and changes that pop up regarding various transactions and clients. However, Nikki excels at "planned chaos" and proactive work.
On the Job Training: Do you have any times of your day that are sacred and reserved for key things such as lead generation or follow-up? If you don't, how can you build them in to your schedule? If you do, can you reserve anymore time to increase your productivity?
2. What motivates you each day?
I’ve always had a natural drive to do things and not just to be busy, but productive. Yes, there are days I’d much rather stay in bed and consume myself with Netflix. The one thing that motivates me to get out of bed on a daily basis is my goal. I set weekly, monthly, quarterly and annual goals. My goals are typed, printed and at the front of my day-timer and I am continuously focused on them each time I open it up to book appointments, etc.
Coaching Playbook: Notice that Nikki allows her printed goals to daily hold her accountable. Have you written down your goals yet? I get it -- often we think, "I know what my goals are so I don't need to write them down". However, studies (here's one example) have shown that people that write their goals down are more likely to achieve them.
On the Job Training: What goals do you have for the rest of the year? Write them down. Where can you post them that you will see them daily (ex.: refrigerator, car dashboard, bathroom mirror, etc.)? Paper can be your most dependable accountability partner of all!
3. What advice do you have for a RE pro struggling?
If you’re a struggling REALTOR®, you need to re-analyze your goals and ensure that you have a system in place. I find that without a system, you don’t have a direction. And in an industry where nobody guides you along the way, creating your own system and finding what works is a key element to success.
My biggest piece of advice in this industry is to find what works for you. Don’t do what everyone else is doing because they are successful, do it because you want to do it and you want to see results. REALTORS® fail in this industry because they tend to follow the crowd and not make their business their own. If you just do the work without any sense of passion, you will fail. Passion drives motivation and being motivated helps you to meet your goals. Stay focused and ensure the systems you have in place are working for you and not against you.
Coaching Playbook: Preach! One size fits all does not work with clothing or careers! It is key that you identify what works best for you so that you don't waste your time, money, or energy.
On the Job Training: Identifying your personality strengths will help you enjoy and live your best career life. Start with this handy, no fee infographic (click here).
4. What are your favorite business tools/resources/apps?
My favourite business tool is without a doubt my day timer. As I mentioned before, having systems in place is extremely important. In order to succeed in this business, knowing what works and what doesn’t can save you so much time and increase your earning potential.
Coaching Playbook: Nikki is tech-savvy but has no shame in using a paper-based planner. If you have a CRM or some other planning or database app but still have yet to use it, then perhaps going back to pen and paper is best. Don't feel pressured to use technology to manage your database or schedule.
On the Job Training: Do you have scheduling or database apps that you have yet to use? If you were honest with yourself, would you feel better about going back to pen and paper? If you answered yes, then go grab a paper planner and try it for a week to see if your productivity increases and stress decreases.
5. How did you overcome a low point in your business?
I took some time off, re-assessed my goals and worked on a plan of action that was realistic and easier for me to accomplish my goals as opposed to trying to accomplish long-term goals without breaking them down into smaller goals. You will get discouraged, this is unavoidable, but you have to stay focused. Your strategy may not work right away, but they will work.
Coaching Playbook: Disappointment often means that it is time to schedule an appointment with yourself to reassess your strategy.
On the Job Training: If you have hit a low point, first evaluate what your goals are and make sure they are in writing. Next, break up your broad goals into bite-size steps. If you cannot envision this, then it is time to get an outside, trusted viewpoint, which can be a mentor, broker or coach. You have got this!
Sound off - I would love to hear from you! Give me a shout on Facebook, Instagram, YouTube, and Google+ or by visiting LearnWithLee.Realtor.
Want more of the best practices of our nation's top producers? Grab your copy of the short read, Profit with Your Personality and, the classic, 5-star rated workbook, Plan to Win, to transform their real estate sales game plan. Or, get your "training on" with these on-demand classes. Here's to your success! #LearnWithLee