Your life will change when you shut up and realize you’re not the ONLY smart person in the room. That’s what happened to me. I must be a slow learner and love doing things the hard way, because in order to discover this, it took a near death experience and being in a coma for three weeks.
In 2011, my real estate team consisted of five people and 12.5 million in total sales volume. I had a small office with specialized help with admin and listing/buying specialists. 12.5 million seemed like a lot back then.
Also in 2011, I had awoken from comatose status about 12 weeks before – I could not walk, I could barely see, and my brain function was limited at best. Yet amid all of these limitations, I knew we had to grow. I knew because my 3 year old child and my teammates were counting on me. I was counting on them and little did they know, I truly needed them more than they’d ever needed me. I had no ability to make decisions, so I knew if we were going to succeed as an organization, we had to expand. I had to find strong decision makers to offset my physical weaknesses. The people who surround you matter!
So back to growing the team – That’s what we did. Our first order of business was hiring agents. That was our first income generator for the team. Outside of the listing/buying agent though, we had no other way to produce dollars. We then identified other sources of potential income and diversified those streams of revenue. These streams would allow us to survive the seasonal beast of real estate. Finally we embraced the training and fostered a BELIEF to do the critical activities it took everyday. It took a major buy-in for everyone on our small little team and we pulled it off. Together. It felt like a miracle.
After that, we listened and learned from other people that had done everything on a much higher level. People like Barbara Corcoran.
And back to those critical activities. We did those everyday. You may be asking, “What are critical activities?” They are the hard things. The difficult things. The tasks that make you money. The daily goals you HAD to claim victory for before leaving the office. Those were what we committed ourselves to doing on a daily basis. We made every mistake you could make along the way. But we learned. We reflected. We got better.
One of the biggest changes made was going from a mentality of “I to WE”. All of a sudden, we were a collaborative “all hands on deck” bunch. It was liberating for everyone. You would think that epiphany would not means so much. It did! In my head, I surmised many “teams” were not evolving like this. I, I mean, we, were on to something special. And for whatever reason, it felt like a secret I wanted to share with everyone, yet couldn’t.
As time went on, worked smarter and harder than ever. We cast our net much wider and I got out of my own way. (which, if you knew me pre-coma, was pretty hard to do.)
Fast forward to 2015 where we ended the year with nearly 275 homes sold and 53.4 million in sales volume. 2011 seemed like so long ago, but as I think of the journey and not the destination, it was simply a matter of placing the right piece of the puzzle. (and giving ourselves the time to actually work on the puzzle to begin with)
In 2016, we will exceed $100 Million in sales. The systems are in place, the people are in place, and the mindset is in place. That’s the 10,000 mile view.
And while we’re talking puzzle metaphors, the “day in, day out grind” piece is an extremely important piece I want everyone who is reading this to understand. You have to block time to lead generate every day and you always need to be asking for the business. Let’s try this again. Block time for lead generation. ask for business. ALWAYS! Just to make sure you’re not skimming through this, I’ll check for your understanding again: Every sales position in the world has to block time to lead generate everyday and ask for the business. EVERY DAY. Am I being repetitive?
No matter what business you’re in, your goal is to generate revenue! You might be the biggest introvert in the entire world. Whether it’s info tech, operations or small business owner – IT DOES NOT MATTER! You will meet people, discover individuals and develop rapport or be introduced to like-minded folks at dinner parties. It might even be eye contact with the teller at the bank, or going down the same grocery line with the same person. There might be people in your friend group or your family that have friends of friends. This is how we all generate leads!
Today is Sunday. A holiday weekend. I had lunch with a graphic designer friend I worked with 7 years ago. We reconnected a few months ago. We started talking about everything he was doing, I was doing, and some of the projects we could work on together. We have so much in common. As a matter of fact, I tried to hire him years ago. (But those damn no-compete clauses squashed that.)
At any rate, he mentioned his parents were moving to town and he wanted to know if my team could help them buy a home in my market! Of course! While it’s certainly not the reason we went to lunch today, it illustrated the need to be in front of others to generate business. I can’t help others if I can’t help myself and that involved a rekindling of an old relationship. Maybe there’s a few people you could reconnect with too?
Taking action like this does not make me a superhero. It makes me smart. And in most cases, everyone is a potential client. I suppose I am a client for him as much as he is a client for me. I still want to hire him by the way! The sooner you realize everyone can make you money is the moment you ask yourself, “Well who do I need to be talking to?”
Growth and production should constantly be addressed. We will triple in size this year. Why? Because we are mentally ready for it. Everyone on the leadership team is ready for it! Mindset is everything to trigger how time is spent. Where everyone spends their time determines the outcome. So, as you are time blocking your top 20% of daily activities, understanding the exact tasks that will get you to the goals you want to achieve is essential! The people that surround you matter!