Do you begin every prospecting opportunity with the end in mind? This simple shift in your routine could lead to a highly profitable outcome in your real estate business.
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One of my favorite authors, Stephen Covey, tells us to, “begin with the end in mind.” How can you apply that principle to your real estate business? Simple! Be clear on the true objectives that will drive your business forward, don’t simply show up and expect results.
Here are a few examples of focusing on the end and setting a specific goal or intention:
- At Open House: Set a goal for the number of booked appointments for buyer presentations, number of website registrations, and number of new mobile app registrations.
- During Door Knocking: Set a goal for the number of homeowners with whom you want to establish rapport, and the number of times you are committed to visiting the same neighborhood. Remember familiarity breeds trust.
- Business Planning: Be clear on your yearly income, volume, and unit goal. Do you think about your goal everyday and work backwards with the actions required to meet your goals? Are you making enough calls to meet your goal? Are you tracking your real estate conversations?
- Farming: Create a plan that spans the entire year or better yet, multiple years! Results can be measured only when you have given a prospecting opportunity enough time to grow and have provided enough nutrients (repeated actions) to the plan.
- Professionalism: Raise the bar! Where do you want your professional career to be next year? Take small continual steps to get to that goal. Strive to earn designations or attend classes that educate you and push your limits.