Five Keys to a Strongest 2016

Three years ago, we launched the Coach’s Playbook and our updated program with the Five Keys to Success in Real Estate system. Since then, we’ve added Peak Producers training and our Wednesday Wake Up and Tech Savvy Thursday training sessions live and via Go to Meeting to offer everyone the opportunity for that “kaizen” or continuous improvement in your business that Gino Blefari spoke about at our latest Business Conference.

So, now as the holiday season has started in earnest, it’s time to start thinking about 2016! Of course, it’s an undeniable truth in our business that transaction activity will be slowing down over the next couple of chilly months, so how do we continue to make the most productive use of our time to make our business profitable? So, it’s time to again remember those FIVE KEYS TO SUCCESS! Your management and coaching teams are available to help you do the planning and preparation you need to kick off 2016 at full speed.

First, you’ll want to MASTER YOUR STATS. You can use that information as the basis for planning your action for 2016; then hopefully you’ll find a stat that allows you to differentiate yourself in your market; and finally you may note an area you can focus on for improvement. We recommend looking not just at your sales volume or gross commissions, but digging into your average side price, your average days-on-market, and your average commission percentage rate, with a goal to average at least 3.0%!

Once you’ve captured your stats, you can CREATE YOUR ROADMAP, a detailed business plan with an updated mission statement, target market, cash flow budget, and marketing plan. The ideal plan will break things down to show you THE ACTIVITIES YOU NEED TO DO EACH WEEK to build your business for the long term based on repeat and referral business. Remember, people with written plans—and who track their progress regularly—in any endeavor, are many times more successful than those who have no plan or tap their head and say “It’s all up here!” Your management and coaching teams will be there to help you through this process.

Also, you can spend some of the cool season MASTERING YOUR PROCESS and making sure all your technology tools, your CRM lists, and your presentation, service delivery, and negotiation approach are all in fine tuned working order and up to date. Our regular training on systems and business skills—with 10 monthly sessions live and via webinar--are a great opportunity for you to add more arrows to your quiver!

And—most fun of all—you can PERSONALIZE YOUR TOUCHES by contacting all those friends, clients (remember, there’s no such thing as a “past” client, they’re either active or inactive!) and potential clients to spend some of that face to face time at the top of the pyramid of the 7 Levels of Communication to build your referral based business. Don’t forget that wonderful “What can I do to help you and your business” conversation opener!

Finally you can make the habit to PRACTICE ACCOUNTABILITY by completing your business plan and implementing an agenda to keep you on track DAILY so you can make 2016 your strongest year!

But for now, enjoy family and friends through the holidays and get ready to leap ahead in 2016!

David M. Hassler

VP, Professional Development