Winning the Second Half of 2013

In my last post, I gave you a framework for evaluating how the first half of the year has gone for you.  Specifically, we looked at all of the following categories as part of our analysis:

  • Lead generation strategy
  • Goals
  • Personal Circle strategy
  • Differentiation
  • Accountability
  • Business finances
  • Time
  • Passion
  • Life
  • Coaching

I didn’t give you these categories to evaluate so that you could beat yourself up over how the first half of the year went.  Instead, I wanted you to rate yourself in each area so that you could immediately identify the steps you need to take to make the second half of 2013 as strong as possible.

I even invited you all to email me the results of your analysis, and many of you took me up on that offer.  What I saw was a huge range of responses.  Some people have been killing it throughout the first half of 2013, while others of you recognized areas where your performance hasn’t been as strong as you’d like.

But one consistent thing I saw was confusion as to how you should move forward with this information.  Remember, conducting the analysis is only one part of the equation.  If you can’t translate your results into some type of actionable strategy, there’s no way you’ll be able to make the changes needed to meet your yearly goals over the next six months.

So today, I want to give you a quick assignment.  It’ll only take a few minutes to complete, but it’ll allow you to get the most out of the category analysis you completed earlier.  Here’s what I want you to do…

Go back through the scores you gave yourself and try to identify the areas that, if improved, would have the biggest impact on your business’s bottom line.  Now, these might not be the areas in which you gave yourself the lowest scores.

To see why this might be the case, imagine that your two lowest scores came from the “Differentiation” and “Time” areas.  Differentiation is certainly important, but the way you manage your time is critical when it comes to real estate success.  If you had to choose only one area to work on, I would highly recommend getting the way you spend your time in order before worrying about how well you’re setting yourself apart as an agent.

Once you’ve identified the weak points that’ll have the biggest impact on your business, write down three actionable steps that you can implement right away.  Don’t make these huge, overarching goals – make them small steps that you can start doing tomorrow.

Continuing with our previous example, the following three action items could start paying immediate dividends when it comes to getting your time under control:

  1. I will write out a productive daily schedule and stick to it.
  2. I will set aside one hour of distraction-free time to focus on prospecting.
  3. I will try one new technique to minimize interruptions during my working hours.

It doesn’t matter where you’ve come from in the first half of the year.  You could have had the most devastatingly unsuccessful six months of your life, but you can still turn it around.  By carefully evaluating what you’ve achieved so far and by diligently implementing the action steps that will have the biggest possible impact on your bottom line, you will win the second half of 2013.

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The 3 Magic Words to Get More Listing Appointments

This approach works in almost any situation with any type of lead whether it’s a Seller or a Buyer. It is especially powerful at breaking through the initial resistance with FSBO’s and EXPIRED LISTINGS.

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The 3 Magic Words to Get More Listing Appointments

This approach works in almost any situation with any type of lead whether it’s a Seller or a Buyer. It is especially powerful at breaking through the initial resistance with FSBO’s and EXPIRED LISTINGS.

Your information will not be shared with any third party