Whether you’re a rookie agent, a rising team leader or an established veteran broker, we can all benefit from sharpening our skills. Follow our “Back to Basics” series to learn fundamental strategies, tactics, philosophies and more from real estate pros across the industry.
When it comes to being a real estate agent, you have a lot of self-discipline, self-motivation and self-doubt to overcome. Do you see a common thread in those examples? Yes — self. That means no one will be watching to make sure you do what needs to be done — you’re completely responsible for yourself. In other words, you are the boss and the employee.
You must acknowledge that many responsibilities rest on your shoulders. Just focus on the fundamentals, and the rest will fall into place.
There are four simple steps to increasing your sales and productivity by 100 percent — and they include a process of effective goal setting, accountability, embracing fears and giving back. Follow the steps below, and you can achieve the financial success you seek.
1. Create an active business plan
Having an active business plan is crucial for mapping out your goals and setting your objectives. If you want to boost your sales by 100 percent, you need to set powerful goals that dictate what your ideal income increase should amount to.
To do this, first account for all your financial obligations and needs, and determine the amount of work and revenue required to meet them. Then, see how much more you can make to boost your income portfolio. Once you have calculated the difference between the money you need and the money you want to make, you can channel the productivity and income increase that you want to.
2. Do a personal daily audit
Accountability is the most important aspect of setting realistic goals and making measurable progress, and conducting a personal audit can help you reduce your expenses and increase your income.
Take into account all the activities that make you money — be it your marketing efforts on social media or providing your customers with special offers and discounts — and increase them. Once you’ve increased the money-making activities, focus on reducing the activities that do not make you money.
3. Embrace your fears
Embracing and overcoming your fears is essential to meeting your full potential and truly actualizing your goals. What are you terribly afraid of doing despite knowing that it will help you boost your income? What are the tasks or chores that you absolutely detest but do them anyway to keep up with the industry?
It never hurts to outsource the tasks you hate doing to increase your ability to complete more income-producing activities. It is important to embrace and overcome all the fears that stand between you and financial success.
4. Give, give, give
Instead of simply marketing and selling, add more value to your brand by spreading awareness and empowering your consumers with information. This creates trust, and when consumers trust a brand, they are more likely to become loyal customers.
Be charitable with your time and resources — increase your public engagement through social media and other in-person platforms and events that allow you to help and interact with everyone around you.
You are only as successful as the value you create or provide for others. Don’t let anyone tell you that “big” goals are achieved overnight — our industry is one of the most difficult paths any salesperson can take, but if you follow some simple principles you can make the journey much easier to navigate.
Luis Leiva is the CEO and broker of record at New Jersey-based Culture Estate. Follow him on Instagram or subscribe to his Youtube channel.