The most important thing that an agent can do in their business is to pick something that they can successfully do consistently. The problem for most agents is that at the beginning of every year, they make great plans. They have good intentions and they make lists of things they want to get done. But that list is so overwhelming because they either don’t know where to begin, how to begin, or have the finances to begin.
What I always say to agents facing this daunting mountain is, “Choose one thing.” Select the one thing on your list that you know you can do consistently and it will become a foundational pillar in your business. It will be the bread-and-butter thing you do every year that will get you results.
A couple of years ago, when COVID first hit, I had many agents come to me concerned about the market. I put together a special group of agents called “The Niche Marketing Group” and each agent in the group chose one thing. Each agent picked an area to farm and become an expert in. They send out information to this group on a monthly basis.
Fast forward to today, they have been doing this over a 2-year period. In the beginning, it was slow. Now, these agents are seeing results! Their ability to be consistent and improve what they’re doing has lead to listings and referrals. It’s really remarkable to watch.
Before you judge yourself harshly for not checking things off that long list you made at the beginning of the year, go back to that list. Ask yourself, “What’s the one thing that you could do that will have the most impact on your business?”
Don’t criticize yourself or let yourself get overwhelmed with the unchosen tasks. The key is to start somewhere and focus on it regularly. Before you know it, 20 years have passed!
Look at me—I’ve been doing my Zebra Reports for 20 years! Even when I’m not in my office, the Zebra Report has to get done, so I get it done.
Just like if you have a geographical farm, it has to get done on a monthly basis. Maybe it’s you’re database that needs a little T.L.C. Maybe you need to do something consistently with your marketing. Maybe it’s your lead generation.
What ever you do, no matter what it is, the most important thing is to do that one thing consistently.
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State of the Market is essential knowledge for real estate agents who want to position themselves for success, clear client talking points, and a solid foundation of market knowledge! Build your professional expertise today and watch this year’s State of the Market presentation as presented at our 2022 Real Estate Success Summit. Playback offer ends March 1, 2022
By Denise Lones CSP, M.I.R.M., CDEI – The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.
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