9/22/23
Hello Friends!
We’re fast approaching Q4 and our 2024 planning is on the horizon. If you’re not already mapping out your goals and activities for next year, I strongly suggest you begin now. Two things to consider:
1. The results of our activities typically show up about three months after implementation.
2. If you ramp up for 2024 now, you’ll have a better opportunity to snag your unfair share of the market in January when many agents are only beginning the ramping up of their businesses.
When October 1 rolls around, I want you to imagine it’s actually January 1. Trust me, this will absolutely give you an edge in the coming Spring Market. Yes, we’re already working on our Spring Pipelines NOW.
Check out our list of upcoming events and please consider attending the Business Planning Clinic as well as BOLD. I guarantee you won’t regret either decision.
Are you an average agent? Or are you a GREAT agent?
What’s the difference?
An average agent gives personal service. Many of us pride ourselves on the thoughtful gestures we extend to our clients when we serve them. Sometimes we’ll go the extra mile like rolling up our sleeves to touch up paint so it’ll pass an FHA inspection, or we’ll take an entire day to remove a water softener in a listing because the Buyer’s lender won’t fund it until it’s gone. We’ll drive all over H-E-Double-Hockey-Sticks to show homes to a Buyer when they’re unsure exactly what area they want to live in. Or we will load up not one but TWO 60lb wool rugs that were discovered in the attic of our listing during the Buyer’s final walk through, just so we can get to the close. Maybe we’ll offer our own truck for moving help or heck, even offer to help MOVE our clients ourselves. We have big generous hearts and we want our clients to have the best experience.
Fun fact. I’ve done all of these things and more in my production years. These are wonderful examples of being a good agent, but they’re all missing one key component. They are not scalable.
See, when I ask you if you’re a great agent, I’m not only asking if you’re a great agent for your clients. I’m asking if you’re a great agent for yourself. In addition to delivering a wonderful real estate experience to your clients, I want to know if your activities are in alignment with your values. What would your business look like if you had to drop everything for every Buyer to go scrape lead paint off of the backside of a garage before an appraisal? It’s fine if it’s a one-off, but what happens when you have more than one or two clients at the same time?
My point is, whatever layer of value you incorporate into your business, I want you to consider checking to see if these activities pass the litmus test for success:
1. Is it scalable? Is this something you could do for every single one of your clients, time and time again, and it wouldn’t take away from your dollar producing activities, aka your lead generation or appointments?
2. Is it sustainable? Will you be able to carry this practice on throughout the rest of your career? Will it fill your cup or drain you? Is this something you want ALL of your clients to know you’ll be able to do for them?
We cannot pour from an empty cup.
This is important because when we examine our activities like this, we are putting our own oxygen masks on first. We’re taking care of ourselves so we can show up for our people in the best way we can. Consider this test when performing tasks for your clients. If the activity doesn’t pass the litmus test, perhaps another option is available. Are there leverage pieces you’re missing? Are you assuming responsibility for things that aren’t actually your own responsibility?
I hope this lends some perspective as you gear up for your Spring Market experience.
As always, it is an honor and a privilege to be in business with each and every one of you.
Best,
Coach Lins
