Think!

Time management in any business is critical. Think about how are you spending your time? How much time do you spend speaking with past clients? Prospecting for new business? Attending networking functions? Office trainings? Attending offsite seminars? Are you focused on money making activities? What are you doing to advance your business? What is your approach to the business? Do you have consistency in your efforts? Do you have and stick to a schedule? Start with these questions and build upon them. Meet with your team to review and discuss to further your business.

Analysis is also crucial. When was the last time you looked at your business? Do you analyze your business on a monthly, quarterly, semi-annual or annual basis? Today’s volatile times require close analysis on a regular, consistent basis at least quarterly if not monthly. Have you thought about where your business is coming from or not? What is working and what is not? What are others doing that is helping them be successful in our current market? Have you set up meetings to see how they do what they do and see if it is for you? How have you fostered the relationships you have forged recently? What are you “giving” to allow you to ask for new business? Are you discussing the business with others in our industry – builders, lenders, attorneys, title companies, bankers, appraisers, inspectors, other agents and brokers? They can be a valuable resource if you keep an open mind and listen to what they are saying to enhance your business.

Look in the rear view mirror, study the past and learn from it. Ask yourself how the business has changed in the last three years? What have you done to adjust to the change? Where did your business come from in the past and where is it coming from now? Why or why didn’t you change your philosophy or business practices to adjust to the changing market? Have you determined what the opportunities available to you are and how long they will last? What happened the last time there was “an adjustment”? How did you adjust then? How did others adapt and grow their business? What can you bring to the table to differentiate yourself and to bring you success now and in the future?

Change is inevitable. Will you ride the wave of change or get slammed by it? How will you attract new clients and get more business now? In the future? What technology is available to you and how can it make you more productive? How can it help you get new clients, make you more productive and “find” you more time? What new programs are available to help you obtain more clients? Are you “working” the web? If yes, how? If no, why not?
You must learn to earn. What do you do to educate yourself and your team? Do you understand the benefits of continuous learning and the positive effects it has on you, your team and your business? The more you know and understand our business, the market and its trends, the easier it is to communicate with clients. The more knowledge you have, the easier it is for others to refer you. It enables you to add value to others and educate them on how to best handle buying and selling houses. You will become an invaluable resource to those you encounter and they will seek you out to tell others about you.

Give back. What have you done to help your company lately? Have you done trainings, helped recruit agents, been an advocate of its direction, participated in office meetings, trainings, networking events or brainstorming events? Have you provided feedback in a positive, constructive way? Help us grow as we try to help you grow.
Helping you grow. What is your thought process in handling objections, disgruntled clients or team members, implementing new ideas? What and how do you support your clients, team and company? Do you provide encouragement? Exemplify a positive, can do attitude? Do you solicit feedback to help you learn and grow? When do you? What do you learn from it?
Do you have a plan for working B2B? Develop your platform for discussions. Strongly consider the location, setting (for minimal distractions) and frequency. Get to know them and their story. How can you help them? Can you partner on projects? Who is their ideal client? Where can you find them for them? What are their spheres’s of influence? What is your story? What is your brand? How can they help spread your story? Who is your ideal client? Who is your sphere and how can it help them? Share these questions along with stories of success with other B2B partnerships as well as with your clients.

A few additional thoughts: Be the best, do your best, act the best, expect the best and you should get the best! Set excellence as your benchmark. Be in the mindset of helping and giving to others. Develop a servant mindset – give referrals, time, energy and effort in all that you do. Get in the game – assess, review, meet & greet, reach out to others, create opportunities, learn and adjust accordingly.

Now, go sell something!