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Success is usually decided as a lot by the issues we keep away from as by the issues we do. The perfect brokers are continuously evaluating their companies and figuring out areas they need to refine. These are the six habits I see nice brokers avoiding — and what they do as an alternative.
Making an attempt to do all the pieces
Confucius as soon as famously stated, “The man who chases two rabbits catches neither.” Which means an absence of focus hardly ever results in success. Most new brokers have a season at the start of their careers the place they do all the pieces. They deal with leases. They present homes or condos. They drive an hour outdoors their predominant market to point out a house. However the nice brokers ultimately understand the riches really are within the niches.
They perceive that referring enterprise to consultants in different areas or specialty varieties of enterprise is a greater use of their time and is finally higher for the prospect. Nice brokers discover an space of specialty and change into the best possible in that space. This can be a geographical farm or a particular kind of clientele.
The hot button is that they understand that to be their greatest, they have to specialize. This data leads them to keep away from the lure of attempting to do all the pieces.
Being reactive as an alternative of proactive
The common agent begins their day with out a plan. They react to what occurs in the course of the day as an alternative of being proactive. Their lack of a each day plan is a telltale signal of a enterprise that’s destined for failure.
The perfect brokers management their schedules and have particular duties written on their calendars in pen as an alternative of pencil. They time block for prospecting. They block time to name individuals of their sphere of affect. They take the guesswork out of their schedule, creating a plan of motion they belief will result in their success.
John Maxwell speaks of his rule of 5. This rule is predicated on an analogy he used about having a tree in his yard that he want to minimize down. He states one of the best ways to know that he’ll minimize the tree down is to select up an ax and strike the tree 5 occasions a day. He goes on to say that if he strikes that tree 5 occasions every day, it isn’t a matter of if, however when the tree will fall.
He suggests our companies are the identical manner. If we’ll merely discover 5 issues to do each day that we all know get us nearer to our desired purpose, then we’ll attain that purpose. I created my 5-4-3-2-1 each day plan of motion based mostly on his rule of 5. Each enterprise is completely different, however creating a each day plan of motion for your corporation will result in extra success.
That is an instance of a 5-4-3-2-1 plan for an agent:
The perfect brokers have a each day plan of motion, and they’re proactive as an alternative of reactive.
By no means altering
Change will be exhausting, and by no means adjusting or altering something in your corporation is a lure many brokers fall into. Many brokers simply maintain doing the identical issues they’ve at all times carried out, even whether it is not productive. They usually have a technique that has carried out nicely for them prior to now, they usually simply received’t let it go, hoping the outcomes it gave them prior to now will return.
The perfect brokers are continuously evaluating whether or not the issues they’re doing are nonetheless producing or diminishing in worth. They regulate to vary shortly, and it positions them to make the most of traits shifting ahead and permits them to keep away from getting caught prior to now.
These brokers are those leaning into AI proper now. These are the brokers which are capturing probably the most video content material proper now. These are the brokers which are diligently constructing their private model whereas others are nonetheless doing the issues that used to work.
How lengthy has it been because you modified one thing in your corporation? Turn into proof against being stagnant. Discover methods to constantly reinvent your self and your corporation.
Scrolling with out a function
In line with a research carried out by The College of Maine, the common particular person spends two hours and 24 minutes each day on social media. Many brokers fall prey to mindlessly scrolling on social media for hours upon hours each single day. Sure, virtually everybody goes to spend time on social media, however the perfect brokers spend this time purposefully.
Nice brokers flip what’s adverse for many right into a optimistic for them and their enterprise. They perceive that social media is a software for his or her enterprise, however instruments are solely efficient if used correctly. Primarily based on this understanding, the perfect brokers make the most of their time on social media for 3 predominant functions.
The primary manner they use it’s to attach with their sphere of affect and prospects. It’s known as social media as a result of it’s constructed to be a spot for social connection. Understanding this, the perfect brokers use their time on the platforms to touch upon prospects’ posts. They DM personalised messages to individuals of their sphere of affect. They use it to attach with the individuals which are essential to their enterprise and to construct higher relationships.
Additionally they use it to analysis what’s working for brokers in different markets. The second phrase in social media is media. The media facet, or posting, is simply as essential to profitable brokers because the social facet. They research the varieties of posts brokers in different markets are making. They establish what’s working for these brokers, they usually mannequin them on their pages. This results in extra engagement with their viewers and more practical outcomes.
Lastly, they use it to guage what content material their followers are responding to. They consider the posts they’ve made and the way their followers responded to them. They’re continuously refining the posts they make based mostly on their highest-performing content material. This results in higher posts, a extra engaged following, and deeper connections.
Studying however not taking motion
We don’t lack concepts. We lack brokers that execute on concepts. Most brokers attend coaching courses or watch movies on learn how to develop their enterprise, however only a few observe via and act on the information they acquire.
The perfect brokers are systematic about taking motion. They perceive they will’t do all the pieces, so that they select one to 2 concepts to implement of their companies each month. These might be programs to create efficiencies or a brand new lead era technique. The principle distinction between common brokers and nice brokers is of their execution.
Being blindly optimistic
Optimism is nice, however blind optimism often ends badly. Blind optimism is predicated on hope and emotion and sometimes entails ready. Nice brokers might hope issues are going to get higher, however they don’t look forward to them to get higher.
In the event that they see their gross sales of their enterprise down from the identical time final yr, they don’t hope issues get higher; they consider why their outcomes are completely different. They query whether or not their methods are nonetheless efficient and seek for methods to get again on observe. As an alternative of ready for issues to get higher, they take huge motion to show the tide of the outcomes they’re receiving.
Please be optimistic about the way forward for your corporation, however base it on the actions you’re taking and never blind optimism that issues will simply naturally enhance for you.
What are the habits or adverse patterns that you just’ve fallen sufferer to? The excellent news is that you possibly can change. You possibly can recalibrate your corporation for fulfillment. You could not have the ability to change the outcomes you’ve been getting, however you possibly can change the issues you might be doing right now, which is able to change the outcomes you obtain sooner or later. Make the adjustments wanted and the perfect is actually but to come back.
